Situation.
A portfolio accumulated over decades contained several hundred product and service variants.
Product portfolio rationalisation.
European postal and logistics operator
Challenge.
Product-level profitability was not visible. The long tail had internal defenders, while approximately 20% of variants carried 80% of volume.
What we did.
Built a product-level profitability model, rationalisation criteria and a customer migration plan.
The outcome.
Variants were cut by approximately 50%, removing approximately EUR 8.9m of complexity cost, with customer revenue retention above 95% through migration.
Anonymised engagement. Figures are approximate. Targets, assessed potential, approved programmes and realised results are described separately in the outcome. Converted amounts use ECB reference rates dated 18 September 2026, rounded to two significant figures.
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