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[ Industry advisory · Wholesale & distribution ]
Strategic advisory for wholesale, distribution and import businesses.
Wholesale and distribution is a working capital business dressed up as a sales business. Inventory turns, debtor days, FX exposure and supplier terms are the real levers — and most operators are running them on feel. We help wholesale owners see the capital cycle clearly.
[ What we hear, again and again ]
The pressures inside wholesale, distribution & import.
None of these are signs of a poorly-run business. They're signs that the financial relationship around the business hasn't kept up.
- 01Cash locked in inventory across SKUs that don't turn at the same speed
- 02FX exposure on imports moving margin between order and landed cost
- 03Debtor days creeping out and absorbing working capital quietly
- 04Supplier terms and rebate economics rarely renegotiated against current volume
- 05Margin by product, customer and channel blended into a single line
[ How we work ]
What strategic support actually looks like.
- 01
Gross margin tracked by SKU, customer and channel — not in aggregate
- 02
Inventory turns and stock-on-hand monitored against real sell-through
- 03
FX exposure and landed cost modelled live as the order book changes
- 04
Debtor days, credit limits and customer concentration reviewed monthly
- 05
Supplier terms, rebates and volume agreements revisited each year
[ The numbers that matter ]
What good operators in this industry actually watch.
Not a long list — the handful of numbers that, watched consistently, change how the business is run.
01
Inventory turns
By SKU and category — where capital is actually sitting
02
Gross margin by customer
True margin after rebates, freight and terms
03
Debtor days
How long customer invoices actually take to be paid
04
Landed cost vs sell price
Real margin after FX, freight and duty
05
Cash conversion cycle
Days between paying suppliers and receiving cash
- 01
Monthly inventory, margin and debtor review across product lines
- 02
Quarterly working capital, FX exposure and supplier terms conversation
- 03
Half-yearly tax planning, structure and asset protection
- 04
Annual long-term strategy — channel mix, capital and succession
[ The honest line ]
Wholesale businesses that understand their capital cycle make better decisions about inventory, customers and growth. We help operators see that cycle clearly — and act on it.
[ The next conversation ]
Run the business on real working capital.
Bring the messy stuff. The numbers, the pressures, the decisions you've been putting off. The first conversation is structured, candid and obligation-free.