Case Study
Context
An e-commerce distributor specialising in pool robotics needed to replace a key supplier whose quality and commercial conditions had become incompatible with the business's requirements. The timing added pressure: supply for the upcoming season had to be secured without disruption. Beyond the immediate replacement, the client saw an opportunity to restructure its product range more strategically — building a coherent offer across entry-level, mid-range, and premium segments, while improving margin control and adapting to the strong seasonality of the sector. A parallel sourcing initiative on pool accessories aimed to broaden the catalogue and increase average basket value.
Approach
The mission was structured in four phases. First, a comparative supplier evaluation covering sector experience, production capacity, product finishing, certifications (CE, RoHS), and ability to manage seasonal logistics constraints. Second, a technical product benchmarking across candidate models — comparing specifications to identify the most competitive solutions by segment in terms of functionality and value for money. Third, a market positioning study to define target price points per segment and simulate margins across volume scenarios. Fourth, the development of an optimised purchasing scheme integrating production lead times, logistics costs, and seasonal demand patterns — to ensure supply continuity without overstocking. In parallel, targeted sourcing was conducted on pool accessories, combining high-turnover references with more differentiated products to strengthen the overall catalogue offer.
Deliverables
- Comparative supplier evaluation across sector experience, certifications, capacity, and logistics fit - Technical product benchmarking with specification comparison across entry-level, mid-range, and premium segments - Market positioning study with target price points and margin simulations by volume scenario - Optimised purchasing scheme accounting for seasonality, lead times, and logistics costs - Accessory range sourcing to broaden catalogue depth and increase average basket value
Outcome
The client secured a new supplier and a restructured product range ahead of the season, with better margin control, improved product quality, and a clear medium-term sourcing roadmap across all target segments. The parallel accessory sourcing broadened the catalogue with both high-rotation references and differentiated products, supporting basket value growth in a competitive market.
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