+18% Gross Margin Expansion by Eliminating Commercial Leaks
An industrial manufacturer with a complex product catalog possessed extensive sales data, yet lacked visibility into where gross profit margin was leaking across commercial operations.
At a Glance
ONISIS connected existing sales transaction data directly to commercial decision-making, uncovering three profit leaks: unaligned discounts, quiet client attrition, and misallocated sales time. Implementing a Sales Performance Dashboard increased gross margins by 18% and improved customer retention by 25%.
INDUSTRY
MANUFACTURING
COMPANY PROFILE
Industrial manufacturer with a complex product catalog.
PRIMARY OUTCOME
+18% Gross MarginSERVICE PILLAR
Sales Optimization→The Challenge: Margin Erosion Despite Extensive Sales Data
The company had a modern ERP and extensive sales data, but the commercial director observed persistent margin erosion.
The sales team continued to operate based on intuition rather than systematic data analysis. Data wasn't missing; the bridge between data and commercial decisions was.
The question was where margin was being lost and how the team could focus more time on the right customers and higher-yield opportunities.
The Financial Diagnostic: Commercial Leak Mapping & Performance Monitoring
Sales analysis revealed three distinct areas where commercial habits reduced gross margin:
- Inconsistent discounts: Discounts lacked clear policy rules and frequently eroded profitability.
- Declining order volume: Several long-standing clients were quietly scaling down order sizes without being flagged.
- Misallocated B2B sales time: Key account reps spent excessive time on low-margin transactional accounts, leaving high-potential prospects under-serviced.
Following diagnosis, we deployed a Sales Performance Dashboard so these three friction points were systematically reviewed in commercial meetings.
Management Implementation: Discount Thresholds & Sales Rep Realignment
With leak points clearly mapped, leadership realigned commercial strategy immediately:
It established strict discounting thresholds, instituted an early-warning system for client order declines, and redirected B2B sales reps to high-margin accounts.
Commercial activity shifted from purely pursuing volume to defending and expanding profitability.
What Changed in Practice
Every engagement is different. Here, we share the business impact for this specific case
+18%
Gross margin
+25%
Client retention
+50%
Time on high-value opportunities
To honor the confidential nature of our engagements, client identities remain private.
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