Case study (anonymized): Computer manufacturer
Context and goal
Client
Mid-sized computer manufacturer/assembler that assembles configurations from imported components and sells to B2B and B2C channels.
Goal
a single system for managing supply, configuration, pricing and sales, with built-in AI forecasts for demand, availability and margin.
Challenges (before)
Low transparency
On profitability of B2B customers by segment.
Demand forecasts
Low-accuracy demand forecasts and overstocking of slow-moving items.
High fluctuations in availability
Frequent stockouts of key items.
Manual pricing
Slow comparisons to the competition
Solution: software platform covering the entire cycle:
Dynamic pricing
Final prices = delivery + labor + other costs + competitive prices (scrape/feeds).
B2B analytics
AI estimates delivery frequency, volume, margin, profit per customer and recommends terms/refinement of routes..
Supply and planning
AI model predicts stockouts and recommends orders/MOQ.
Custom configurator
Automatically selects compatible components, takes into account availability and deadlines.
Implementation
Duration
12 weeks (data → models → pilot → production)
Scope
5 main suppliers, 2 channels (B2B/B2C), 3 price lists
KPI
Defined and tracked in real time (see Results).
Results (6 months after implementation)
-47%
Stockouts
-47%, which reduced lost sales by ~–390K BGN annually (calculated proportionally)
88%
Prediction accuracy
62% → 88% (+26 pp)
+3.2%
Gross profit margin
+3.2 pp through dynamic pricing
Price formation time
~2 h → 8 min (–93%)
+22%
Competitive win-rate
+22% after automatic comparison of market prices
+28%
Inventory turnover
+28%, working capital release: -18%.
Same volume with -14% fewer courses; profit/customer +11% through reconfiguration of terms.
-35% thanks to configurator and real-time availability
Extrapolation from 6 months: +19% with a stable marketing budget.
What we learned / next steps
A/B pricing experiments
Adding automated tests for price optimization
MOQ negotiations
Automated MOQ negotiations with suppliers
Clustering B2B customers
For more precise discounts
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