Sales Costs
When Selling More Doesn't Mean Earning More
Revenue grows and margin falls. We don't know where it's leaking.
B2B commerce financial pains. Margin eroded by discounts, customer credit as risk tool, working capital trapped, chaotic pricing policy.
Issues
The Next Margin Frontier Is in the Decision
Allied's digital retail grew +39.2% while gross margin fell 4.9pp. Channel is a number; decision is still a promise. The next frontier is digitalizing the decision — price, credit, mix — under governance.
B2B Price Isn't a Number — It's a Calculation That Changes With Every Context
The same product, sold to two different customers on the same day, can have two correct prices. When the rule that decides which price applies lives scattered, the operation loses money on both ends: it undercharges and margin leaks, or it overcharges and loses the sale.
Growing Revenue Isn't Growing Margin — and Discount Is Where the Two Split
Selling more and earning more look like the same thing until you check the margin. When the discount policy lives scattered and ungoverned, every extra order may be carrying off a piece of profit no one sees leave.
When Serving More Customers Demands More Salespeople — and Margin Doesn't Follow
Growing the customer base looks like guaranteed revenue — but if every new customer demands more of a salesperson's time, the cost of selling scales with it and profit doesn't keep up. With three years of Imdepa data, where the invisible ceiling of B2B growth sits.
[ENG] MTE-THOMSON`s official online store connects technical support, a curated parts catalog and sales through selected retail partners, guiding customers to the right part and the ideal seller in one digital channel
MTE-THOMSON created its official online store to connect technical support and a brand‑curated catalog with sales through distributors and retailers, guiding customers to the right part and partner