PROFIT & GROWTH ANALYTICS
See which customers make you money and which cost you money.
Gross margin doesn't give an honest picture of what a customer delivers. In six to eight weeks, we show what each customer truly contributes after transport, rush orders, payment behavior and quality costs, which customers cost money, and what the logical next step is for each one.
True contribution per customer, in euros after all costs
Concrete advice per customer: prioritize, renegotiate or phase out
Power BI report in your own environment, no vendor lock-in
Fixed price upfront: Data Quick Scan €3,500, Cost-to-Serve from €31,500 excl. VAT
We never share your data with third parties
Why customer analysis based on gross margin fails
Most organizations rank customers by revenue or gross margin. But gross margin stops at sales minus purchases, and that is exactly where money starts leaking away: transport, rush orders, late payments, complaints and credit notes. Those costs are spread across systems and departments, so no one adds them up per customer. Cost-to-Serve does: the true contribution per customer, after all deductions, with concrete advice per customer.
What customers recognize
"Our largest customer ranked at the top everywhere. Until transport, payment behavior and credit notes were calculated per customer. Then it turned out he barely contributed anything."
Client, anonymized
Live demo of a Cost-to-Serve model
Curious what this will reveal for you?
Ranking by revenue, or by what's left over
The old approach
Customers ranked by revenue
Transport as a single pooled item in the figures
Rush orders that are never passed on to the customer
Payment behavior in a different overview, in a different department
Complaints and credit notes with no owner
Large customers automatically get priority
"We can't afford to lose that customer" as an untested assumption
Loss-making customers remain invisible for years
The Novarix approach
True contribution per customer, after all costs
Transport, surcharges and payment behavior calculated per customer
Score per customer on margin and six cost dimensions
Weighting determined with your sales team
Concrete advice per customer: prioritize, renegotiate or phase out
Growth potential visible with stable, underutilized customers
Decisions based on figures
Daily refresh, immediate alerts
How we work
Our approach in four phases
From initial data assessment to delivered report: four phases, six to eight weeks, fixed price. No surprises along the way.
PHASE 0 - BEFORE THE PROJECT
Data Quick Scan
Assessment of transaction, transport, payment and complaint data
Determination of what's immediately usable and what requires preparation
Written advice + quote for the main package
Amount credited if you proceed
PHASE 1 - WEEK 2-4
Build data model
Load customer, transaction and transport data
Link payment behavior, surcharges and credit notes per customer
Build and validate six cost dimensions
Data model ready for daily refresh
PHASE 2 - WEEK 5-6
Weighting and validation
Working sessions with your sales team on weighting
Calculate total score and true contribution per customer
Prepare advice text per customer
Review interim results
PHASE 3 - WEEK 7-8
Delivery and handover
Power BI report in your own environment
Management presentation with customer segmentation and recommended actions
Documentation of scoring methodology and weighting
Two weeks of support, plus an intake for optional ongoing guidance
Why Novarix for a Cost-to-Serve analysis
We build a diagnosis your sales team can use Monday morning: in pricing conversations, delivery terms and account planning.
The methodology comes from practice: our models run in production at B2B distributors and manufacturers in four countries, calculated on real transaction, transport and payment data. No abstract analytics: concrete advice per customer.
We never share your data with third parties
Fixed price upfront
No open-ended commitment, no hourly billing. The price is fixed before we start.
Your own environment
The report runs in your own Power BI. Model and data are yours, no vendor lock-in.
Proven methodology
Developed and running live at multiple B2B organizations.
Concrete outcome
True contribution per customer in euros, with advice per customer, ready for discussion.
Short turnaround time
Six to eight weeks from start to delivered report.
Optional guidance
After delivery, we can act as your sounding board every month.
Package and investment
Package contents
Power BI report with customer score on margin and six cost dimensions
True contribution per customer, after all costs
Weighted total score with adjustable weighting
Advice text per customer: prioritize, renegotiate or phase out
Management presentation with customer segmentation and recommended actions
Data model ready for daily refresh
Documentation of scoring methodology and weighting
Two weeks of support
Investment
Two steps:
1
Data Quick Scan - entry point
€3,500
Two-day data assessment. Every diagnosis starts with this: so it's clear upfront whether the data can support the analysis. Credited if you proceed.
2
Main package - fixed price
From €31,500
excl. VAT, starting price for companies up to €20 million in revenue, final price after the Quick Scan.
Why this pays off
The diagnosis shows per customer in euros what repricing, different terms or ending the relationship delivers. This way the investment is measured against concrete amounts: not a cost item, but measurable returns.
Customer experiences
Frequently asked questions
Answers to your questions.
Questions we often receive before starting a Cost-to-Serve project.
We never share your data with third parties
Which organizations is Cost-to-Serve suitable for?
For B2B distributors and manufacturers with a diverse customer base, where differences in transport, ordering behavior and payment behavior distort the picture of gross margin. Typically companies with €5 to €100 million in turnover, with a Power BI environment or the willingness to set one up. Prefer a lighter entry point? Then first check out Margin Recovery.