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Case study

Establishment of a B2C online direct sales of a medium-sized trading company (approx. 10 million turnover)

Task

The current sales structure of the medium-sized company was characterized by a partly 4-tier distribution channel of the goods. Contribution margins were in part in deficit and the price pressure from competitors continued to increase significantly. Accordingly, a new distribution channel had to be established that was profitable and represented growth. Since the company was already serving a large number of online retailers via drop shipping at the time of the considerations and thus the logistical infrastructure was partly in place, the task was now to market the goods itself via B2C online direct sales.

Solution

In order to present the company with profitable and sustainable growth, it was necessary to analyze the various online platforms and calculate the potential. In this context, the development of an own webshop was also considered, taking into account the price strategy and marketing strategy. In addition to the analysis of the suitable platform, the right and efficient IT solution for the automated connection was searched for in parallel. After completion of these two processes, the article master data had to be prepared for an online presentation and the logistics chain had to be adapted to the new requirements. The first online platform went live promptly and the first review phase was started. Optimizations to the process were analyzed and implemented. After about 2 years the company is one of the leading providers in the traded segment with strong growth and today about 80,000 packages shipped per year.

Service areas
Management Consulting
Flowchart
  1. Potential analysis of various online platforms
  2. Sourcing of suitable PIM software (Product Information Management) for automated connection
  3. Preparation of article master data for presentation on the online platforms
  4. Establishment and expansion of the logistics chain in order to map a 24-hour shipping service
  5. Test run on the first online platform
  6. Review phase and optimization of the automated document flow
  7. Launch of further online platforms

quadrakom
Fröndenberger Straße 114
58706 Menden

T. 02373 3924 00
F. 02373 39240 20
willkommen@quadrakom.de