Sales and Profitability Analytics - From Sales Numbers to Strategic Profitability Management

From Sales Numbers to Strategic Profitability Management

Today we present our core solution for multi-channel retailers and e-commerce - Sales and Profitability Analytics, which transforms how companies perceive their business.

Problem We Solve

Multi-channel retailers and e-commerce companies with larger portfolio today face fundamental dilemma:

We know how much we sold. But do we know what really earns?

Typical situation in retail and e-commerce operations:

• Online e-shop generates sales
• Physical stores have their numbers
• B2B distribution has others
• Excel spreadsheets try to connect all channels
• Financial result is clear only after monthly closing

And then comes discovery:

“Revenues are growing, but margins are falling.” Or opposite - “Revenues are stagnating, but profitability is better.”

For companies with thousands of SKUs, multiple brands and combination of sales channels, understanding real portfolio profitability is practically impossible without systematic approach.

Management runs business based on sales numbers. But decisions about product mix, pricing and investments should be based on profitability.

What We Developed

Sales and Profitability Analytics

Comprehensive system providing unified view of sales and profitability across all channels, products and brands.

Works based on data integration from:

• ERP systems (Pohoda, Money S3, KROS, Helios) - finances, purchases, inventory movements
• E-shop platforms - online sales in real-time
• POS systems - retail stores
• Marketplace platforms - third parties
• B2B distribution systems

Key Features

1. Multi-Channel Sales Analytics

Unified dashboard across all channels:

• Consolidated view and detailed drill-down (channel → category → brand → SKU)
• Real-time or daily sales tracking
• Multi-market view for geographic expansion
• Trend analysis with CY vs PY comparison
• Visualization of outliers and anomalies

2. Profitability Management

Automated margin calculations:

• Calculation of product margins directly from inventory movements
• Real-time profitability tracking at product, category, brand and channel level
• Identification of high-margin vs. high-volume products
• Profitability analysis across sales channels
• Monitoring of margin trends over time

3. Sales Mix Intelligence

Proprietary analytical module:

• Detailed portfolio performance analysis
• Price-volume analysis for understanding price elasticities
• Analysis of discount strategy impacts on volume and profitability
• Identification of products with potential (low-volume/high-margin)
• Detection of products with declining profitability
• Product mix optimization recommendations
• Portfolio health monitoring

4. Strategic Decision Support

Tools for data-driven decision making:

• Pricing strategy based on price-volume analysis and margins
• Optimization of discount strategies with profitability impact prediction
• Product portfolio optimization
• Allocation of marketing and inventory investments
• Channel performance comparison
• Geographic expansion planning

How It Works in Practice: Stahlmann Case Study

Stahlmann, established multi-channel retailer selling tools and industrial products, successfully operated in multiple channels - online e-shop (stahlmann.sk), network of physical stores and B2B distribution.

With portfolio of 15+ brands and more than 20,000 SKUs and expansion to Czech market (stahlmanntool.cz), management needed next-level analytical solution.

Situation Before Implementation

Company used quality ERP system Pohoda with good processes. Basic sales numbers were available. But:

• Trend analysis across channels required manual consolidations
• Product margins were calculated manually
• Complex portfolio profitability view was missing
• Decisions were based more on sales volume than profitability

Implementation

We integrated data from ERP Pohoda and online e-shop platform. We implemented our Sales and Profitability Analytics with proprietary Sales Mix module:

• Unified dashboard across all channels and markets
• Automated margin calculations from inventory movements
• Real-time profitability tracking for 20,000+ SKUs
• Multi-dimensional drill-down capabilities
• Automated SEO performance feeds

Real Impact

Over 3 years:

• 25% revenue and gross profit growth with stable margins
• Eliminated manual margin calculations
• Management refocused from volume to profitability

Specific example of strategic impact:

Analytics identified product category with significant potential - low sales volume, but high margin and growing trend in data.

This category wouldn’t be considered priority with volume-based view. But profitability analytics showed real potential.

Management strategically increased SEO focus and store visibility for this category.

Result? 40% growth in category while maintaining premium pricing and significant improvement of overall product mix.

This is not just about better reports. It’s about better strategic decisions based on real profitability.

Who Is This For?

Primarily for multi-channel retailers and e-commerce companies that need to see complete picture of profitability, not just sales numbers.

Typically companies that:

• Sell in multiple channels (online, retail, B2B)
• Have extensive product portfolio or multiple brands
• Want to manage business based on profitability, not just volume
• Need clear overview of which products really earn
• Are expanding geographically and need scalable solution
• Seek systematic approach to product mix optimization

Why Does It Work?

Because we first used it in our own projects.

Sales and Profitability Analytics is not theoretical concept. It’s system we developed and tested on real multi-channel operations. Only when it brought measurable results in strategic decision-making and product mix optimization, we made it available to clients.

We can say exactly:

• Where you save time (automated calculations instead of manual spreadsheets)
• Where you gain precision (real-time margin tracking instead of monthly estimates)
• Where you get value (better strategic decisions based on real profitability)

No promises. Just proven use cases with specific business impact.

Client Deployment

System is currently used by our retail and e-commerce clients with multi-channel operations and complex product portfolios.

Result? Management decides based on profitability, not just sales volume. Product mix optimization. Better margin management. Systematic expansion support.

Want to Know More?

If you face similar challenges in multi-channel retail or e-commerce operations, we’d be happy to show you the system in action.

Contact: contact@onetribe.sk | onetribe.sk

This article is part of our Use Cases series, where we present real solutions for various industries and business challenges.