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Renewed pricing model as part of 100 day program, improving margin by 9%

A fast-growing IT equipment distributor, acquired by a leading Nordic PE firm, was unable to turn an accelerating trend of declining margins

OPX Partners did a quick diagnostic shortly after closing of the transaction, identifying a lack of structure to handle the growing assortment complexity, leading to inefficient pricing practices and uncontrolled discounting. A new price model and discounting guidelines were developed, tested and implemented, with pilots showing a 9% margin improvement. Based on experience from many projects executed shortly after the transaction closing, OPX Partners has learned to navigate effectively in the often stressful and fast-changing environment at the very start of the ownership period. Hence, we are not only able to deliver substantial value creation through individual levers, but also provide several additional benefits to the owners and the portfolio company, e.g.:

  • Overall change momentum and sense of urgency established, by early execution of successful improvement initiative and complemented by several smaller “quick-wins”

  • Transparency and access to trustworthy data secured, with areas in need of improvement clearly identified

  • Pragmatic tracking and reporting mechanism defined, signed off by the organization, and put to work in practice, to secure quick and effective decision making for management team and board

  • Clear view established of internal strongholds and capabilities to build on and important areas in need of extra support and attention

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