+10% sales / -18% WC
Premium Eyewear Distributor
Premium eyewear distribution. Process optimization across sales motion and working capital management - both improved simultaneously.
01The context
Sales discipline and working capital usually trade off. They didn't here.
The client had a respected portfolio and customer base but was running on a sales motion that prioritised volume over discipline. Inventory and receivable cycles were stretched, and the leadership team was tired of choosing between top-line and cash.
02The diagnosis
Both moves were possible if structured together.
Sales-discipline tightening usually constrains top-line in the short run. We sequenced the change so the new commercial discipline was paired with better customer experience and conversion - not just tighter terms.
03What we installed
The interventions, in order.
- Sales motion redesign — Pipeline discipline, conversion focus, customer-segment-led approach.
- Inventory rationalization — Stock-keeping rules, reorder points, ABC discipline.
- Receivables cycle compression — Collections cadence, customer-payment-terms enforcement, reconciliation rhythm.
04The outcomes
Numbers, not deliverables.
+10%Sales growth
-18%Working capital deployed
Your story
Two hours. One conversation. On us.
Bring the question. We bring twelve years of pattern recognition.