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Gross Margin Improvement and Cost Reduction at a Sports Aggregator Scaleup
Challenge

Demonstrating the viability of the business model at the contribution margin 1 level ahead of an upcoming financing round (before Covid-19), followed by the realization of short-term savings in operating expenses (OPEX) to extend the cash runway (after the outbreak of Covid-19)

Approach

  • Identification and prioritization of possible levers to increase gross margin 1 in a management workshop (e.g. 2-factor authentication against fraudulent discounts, reduction of new-customer discounts, no-show fees, check-in limits, local price increases)

  • Planning of prioritized initiatives and steering of their implementation by the respective departments

  • Identification and realization of short-term savings: DATEV export and assessment of all cost items, discussion and prioritization of savings measures with department heads

  • Design and introduction of a purchase and order approval process with clear responsibilities and value thresholds

Result

GM1-improvement of ~3%-pts, followed by OPEX reduction of ~40%

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