Profitability Enhancement
Recapture the profit hidden inside your sales.
We pinpoint margin loss caused by unmeasured discounts, unprofitable SKUs, and legacy trading terms — then turn the findings into decisive action with direct EBITDA impact.
The Commercial Reality
The Commercial Reality
Where sales value quietly leaks
Turnover is growing, but profitability fails to follow.
A handful of customers and product lines subsidize the rest. As the business expands — with more accounts and a larger catalogue — it becomes harder to see where margin is eroding. Profit rarely disappears through one dramatic mistake. It is usually the cumulative cost of dozens of unexamined daily concessions:
Discounts that quietly erode margin
Every concession made 'just to close the deal' feels minor on its own. Over time, these concessions systematically erode gross margin — and in many cases, the customer would have bought without them.
The major customer that leaves little behind
By revenue, this looks like a flagship account. But once you include bespoke pricing, expedited deliveries, and 120-day payment terms, its annual net contribution may be negligible — or negative.
Products kept out of habit
They remain in the catalogue for the sake of completeness, but generate almost no margin while consuming production changeovers and warehouse space funded by your best-performing lines.
Incentives tied to volume, not profit
Sales representatives receive bonuses when a deal closes. Whether the contract generated healthy cash profit or drained working capital is rarely measured.
OUR APPROACH
OUR APPROACH
Every customer and SKU earns its place by the value it leaves
Every sale is an economic decision. It ties up people, time, and money. We ask a simpler question: does it leave enough value in the business?
The answer shows where it's worth holding the line, what needs to change, and which commercial choices to drop.
We look at what remains after accounting for discounts, returns, service costs, credit, and payment timing.
Not every SKU needs to exist just to keep the shelves full. We see which ones actually make money and which ones tie up space, time, production, and cash without earning their keep.
We see whether a discount helps close a new or better deal, or whether it is given out of habit or fear of losing the customer. The difference shows in the margin.
Do your targets and bonuses just chase more revenue, or do they push the team toward sales that actually make money?
MEASURABLE VALUE
MEASURABLE VALUE
What changes when commercial strategy is driven by profitability rather than raw volume
Up to a 15% increase in gross profit within the first 90 days — without new capital expenditure.
Each intervention is designed to create a measurable return in cash flow and operating income without requiring new capital:
01 · Increase gross profit. A 5% to 15% improvement in gross profit within the first 90 days of implementation, achieved through pricing discipline, discount rationalization, and SKU mix optimization.
02 · Let the opportunity fund the work. The margin leaks we identify and eliminate can outweigh the cost of the advisory sprint within the first quarter.
03 · Negotiate with data, not fear. We equip leadership and sales directors with precise margin and customer-profitability data, giving representatives the evidence to defend prices and negotiate with confidence.
04 · Align commercial incentives with bottom-line profit. We redirect sales focus from empty volume toward structurally profitable, high-contribution accounts.
05 · Unlock trapped liquidity. Customer credit extensions and commercial concessions are governed by clear policy, supporting the commercial relationship without draining cash.
DELIVERABLES
DELIVERABLES
What you take away
Two practical documents you can use from week one — plus an executive briefing that turns the findings into immediate action.
We do not leave you with a report to file away. We present, discuss, and stress-test the findings and proposed actions with your leadership team.
A detailed breakdown of where you earn and where margin is lost, by customer, SKU, and sales channel. It comes with specific, prioritized recommendations — not raw data alone.
Your executive summary: a practical three-page guide to the five highest-return commercial decisions, ready to put into action in week one.
We sit with your executive team, walk through every finding, and answer questions directly — so you leave with clear decisions rather than unresolved ambiguity.
ENGAGEMENT METHODOLOGY
ENGAGEMENT METHODOLOGY
How we work: From visibility to action to control.
Three clear stages that transform sales data into decisive executive action and measurable financial returns.
We start with how your business operates in practice. Then we identify the moves with the greatest commercial impact and verify that the improvement appears in your numbers.
- 01Usually 6–9 weeks
We speak with you and key commercial leaders to understand how the business operates in the market. Then we examine the available data and connect operational reality with financial results. We work with what exists today; there is no need to wait for 'perfect systems'.
- 02
Based on your decisions, we design the interventions that make sense for your business: credit governance, discount matrices, price corridors, cash-flow models, or costing frameworks.
ONISIS delivers the financial framework, thresholds, and recommendations. Your team executes the commercial changes in the market.
- 03
Where agreed, we establish the monitoring framework that fits your company: profitability reporting, KPI tracking, and regular executive reviews.
If performance moves away from the agreed targets, you see it early and decide what needs to change.
Frequently asked questions
Clear answers upfront regarding data prerequisites, engagement timelines, and next steps following diagnosis.
No. You do not need perfectly organized databases or a state-of-the-art ERP. We work with what exists today—trial balances, sales ledgers, and banking records—to extract immediate value. Simultaneously, we highlight where recording processes should be upgraded for the future.
A sales consultant focuses on pitch techniques, acquisition channels, and top-line volume growth. ONISIS brings the financial lens: we analyze what portion of that revenue actually converts into net profit, and how gross margin can be protected from unpriced discounts, costly trading terms, and unprofitable accounts.
The diagnostic sprint typically concludes within 6–9 weeks, depending on operational complexity and data availability. It is a completely standalone engagement: following the presentation of findings, you decide whether and how to proceed.
Following the presentation, you may implement recommendations independently with your internal team or engage ONISIS to provide implementation oversight and ongoing performance monitoring. The choice remains entirely yours.
This service is tailored for small and medium enterprises with €3M to €50M in annual turnover, primarily in Manufacturing, Industry, and Wholesale Trade or Distribution. It is especially impactful for companies where extensive customer lists, large SKU catalogs, multi-channel distribution, and varying commercial terms obscure where profit is genuinely generated versus lost.
We make no blanket promises before reviewing your numbers. We identify where profit leaks exist, quantify their potential value, and determine the exact interventions required. What we deliver is a validated roadmap of financial outcomes — execution remains in your hands. If we do not uncover verified opportunities worth multiples of our fee, we do not charge.
Business growth should leave more profit in your cash account.
Let us examine where your sales can yield stronger margins and what scope of intervention makes genuine commercial sense for your business. We begin with a confidential discovery discussion regarding your current operational reality. We evaluate the core question, data readiness, and appropriate scope before any formal proposal.
The initial conversation is confidential and precedes any formal proposal.