Customer segmentation & portfolio qualification
Tiering runs on margin and qualified potential, not on revenue alone. A small account can be strategic.
Concentration
63%
of the accounts carry 8.5% of the gross margin. That is the case for moving the long tail to inside sales.
Accounts
430
60 Rep
Margin LTM
14,036 k€
65,319 k€ revenue ltm
Small share
87%
< 25 k€ margin ltm
| Tier | Accounts | Revenue LTM | Margin LTM | Margin % | Rationale |
|---|---|---|---|---|---|
| Strategic | 16 | 41,653 k€ | 9,352 k€ | High delivered margin or large qualified headroom at healthy rate | |
| Core | 36 | 8,086 k€ | 1,452 k€ | Material margin contribution with defensible position | |
| Transactional | 79 | 3,792 k€ | 333 k€ | Margin rate below the profitable-service floor — serve to order | |
| Long tail | 299 | 11,788 k€ | 2,900 k€ | Low absolute margin, no qualified headroom — candidate for inside sales |
Per rep: how many accounts, what share is small, where the margin sits. Simulate moving the long tail.
Small share
- accounts moved
- 372
- of the portfolio freed
- 87%
- margin moved
- 18.8%
- margin retained by the senior portfolio
- 81.2%
| Rep | Region | Accounts | Small share | Margin LTM | margin moved | Growth |
|---|---|---|---|---|---|---|
Clara Chen Experienced | Europe | 8 | 82 k€ | 100.0% | +31% | |
Rasmus Rossi Experienced | Europe | 8 | 40 k€ | 100.0% | -2.1% | |
Omar Eriksen Junior | Europe | 7 | 45 k€ | 100.0% | +16% | |
Sanne Lindgren Senior | Europe | 7 | 42 k€ | 100.0% | +1.8% | |
Nina Rossi Experienced | Europe | 7 | 47 k€ | 100.0% | -6.8% | |
Diego Ibarra Junior | Europe | 7 | 29 k€ | 100.0% | +38.7% | |
Yusuf Oliveira Junior | Europe | 7 | 48 k€ | 100.0% | +8.5% | |
Kenji Oliveira Junior | MEA / South Africa | 8 | 64 k€ | 100.0% | +6.1% | |
Nina Moreau Senior | Türkiye | 9 | 51 k€ | 100.0% | +42.9% | |
Pia Oliveira Experienced | Türkiye | 9 | 69 k€ | 100.0% | +36.5% | |
Mateo Ferrari Experienced | North America | 7 | 38 k€ | 100.0% | +7.3% | |
Diego Moreau Junior | North America | 7 | 34 k€ | 100.0% | +14.8% | |
Rasmus Chen Senior | North America | 7 | 52 k€ | 100.0% | +33% | |
Diego Alvarez Experienced | North America | 7 | 42 k€ | 100.0% | +23.1% | |
Dmitri Eriksen Junior | LATAM | 7 | 34 k€ | 100.0% | +28% | |
Pia Diallo Senior | India | 8 | 49 k€ | 100.0% | +35.3% | |
Pia Lindgren Experienced | India | 8 | 59 k€ | 100.0% | -4.2% | |
Mateo Eriksen Junior | China | 5 | 42 k€ | 100.0% | +32.2% | |
Yusuf Alvarez Junior | China | 5 | 17 k€ | 100.0% | -5.2% | |
Vera Quinn Junior | China | 5 | 41 k€ | 100.0% | +8.2% | |
Clara Eriksen Senior | Asia / SEA | 7 | 30 k€ | 100.0% | +10.8% | |
Fatima Alvarez Junior | Asia / SEA | 6 | 40 k€ | 100.0% | +29% | |
Mateo Alvarez Senior | MEA / South Africa | 9 | 79 k€ | 56.6% | +41% | |
Fatima Kowalski Junior | Europe | 8 | 121 k€ | 43.8% | +312.4% | |
Chiara Lindgren Junior | Europe | 8 | 118 k€ | 38.4% | +11.6% | |
Tarek Tanaka Junior | MEA / South Africa | 8 | 76 k€ | 65.3% | +10.8% | |
Kenji Popescu Experienced | Türkiye | 8 | 118 k€ | 47.9% | +5.8% | |
Chiara Lindgren Junior | Türkiye | 8 | 473 k€ | 12.2% | +14% | |
Pia Quinn Experienced | India | 8 | 666 k€ | 5.0% | +45.9% | |
Diego Rossi Junior | Europe | 7 | 99 k€ | 34.7% | -1.6% | |
Chiara Ibarra Experienced | Europe | 7 | 4,810 k€ | 1.3% | -7% | |
Mateo Ibarra Junior | Europe | 7 | 157 k€ | 47.5% | +7.2% | |
Diego Rossi Junior | North America | 7 | 205 k€ | 29.7% | -1.2% | |
Sanne Chen Experienced | North America | 7 | 96 k€ | 68.8% | +18.9% | |
Yusuf Eriksen Junior | LATAM | 7 | 73 k€ | 55.8% | -6.3% | |
Mateo Lindgren Junior | India | 7 | 109 k€ | 62.2% | +0.2% | |
Alba Bakker Junior | India | 7 | 73 k€ | 65.0% | +18.5% | |
Chiara Alvarez Junior | India | 7 | 84 k€ | 66.7% | +10.3% | |
Dmitri Garcia Senior | China | 6 | 38 k€ | 25.9% | +18.5% | |
Sanne Lindgren Experienced | China | 6 | 184 k€ | 25.4% | -0.2% | |
Lucia Rossi Experienced | China | 6 | 137 k€ | 39.3% | -6.6% | |
Ivana Diallo Experienced | Asia / SEA | 6 | 75 k€ | 55.1% | +35.7% | |
Lucia Jansen Junior | Asia / SEA | 6 | 45 k€ | 43.9% | +32.2% | |
Alba Hoffmann Experienced | MEA / South Africa | 9 | 326 k€ | 17.8% | +8.6% | |
Lucia Chen Senior | Europe | 8 | 146 k€ | 43.6% | +22.5% | |
Clara Popescu Experienced | MEA / South Africa | 8 | 248 k€ | 22.6% | -4.8% | |
Sanne Bakker Senior | North America | 8 | 141 k€ | 32.7% | +40.1% | |
Ivana Ferrari Experienced | LATAM | 8 | 502 k€ | 6.2% | +4.1% | |
Bruno Alvarez Junior | LATAM | 8 | 114 k€ | 25.7% | +9% | |
Lucia Jansen Experienced | North America | 7 | 225 k€ | 15.3% | +1.7% | |
Omar Alvarez Junior | North America | 7 | 101 k€ | 40.4% | +22.3% | |
Ivana Garcia Junior | North America | 7 | 551 k€ | 7.4% | +3.9% | |
Clara Quinn Junior | India | 7 | 105 k€ | 27.2% | +35.4% | |
Yusuf Moreau Experienced | Asia / SEA | 7 | 284 k€ | 10.7% | +5.6% | |
Ivana Kowalski Junior | China | 6 | 239 k€ | 16.3% | +45.1% | |
Ivana Popescu Junior | Asia / SEA | 6 | 81 k€ | 28.6% | +26.3% | |
Hugo Tanaka Senior | LATAM | 8 | 1,339 k€ | 2.2% | +39% | |
Fatima Lindgren Experienced | LATAM | 8 | 189 k€ | 9.4% | +38% | |
Mateo Novak Junior | China | 5 | 406 k€ | 4.2% | -5.5% | |
Rasmus Alvarez Junior | North America | 7 | 206 k€ | 15.3% | +26% |
Showing 25 of 430
| Account | Channel | Rep | Revenue LTM | Margin LTM | Margin % | Est. potential | Penetration | Tier |
|---|---|---|---|---|---|---|---|---|
| Ymirtra Packaging | Direct | Chiara Ibarra | 22,945 k€ | 4,749.6 k€ | 20.7% | 105,318 k€ | 21.8% | Strategic |
| Kalmnix Converting | OEM | Hugo Tanaka | 3,198 k€ | 1,176.9 k€ | 36.8% | 18,580 k€ | 17.2% | Strategic |
| Fabrigate Converting | OEM | Pia Quinn | 6,081 k€ | 632.4 k€ | 10.4% | 17,392 k€ | 35% | Strategic |
| Junova Identification | Distributor | Ivana Garcia | 1,397 k€ | 480.6 k€ | 34.4% | 3,926 k€ | 35.6% | Strategic |
| Altalin Packaging | Distributor | Chiara Lindgren | 1,143 k€ | 414.9 k€ | 36.3% | 4,332 k€ | 26.4% | Strategic |
| Corvodex Print Media | Slitter | Ivana Ferrari | 1,123 k€ | 413.3 k€ | 36.8% | 5,334 k€ | 21.1% | Strategic |
| Altatra Converting | OEM | Mateo Novak | 2,054 k€ | 324.5 k€ | 15.8% | 15,220 k€ | 13.5% | Strategic |
| Junoura Logistics | Direct | Yusuf Moreau | 608 k€ | 223.7 k€ | 36.8% | 3,016 k€ | 20.2% | Strategic |
| Orbispak Packaging | Direct | Alba Hoffmann | 858 k€ | 198.2 k€ | 23.1% | 3,346 k€ | 25.6% | Strategic |
| Delphdex Converting | Distributor | Clara Popescu | 410 k€ | 149.2 k€ | 36.4% | 1,271 k€ | 32.3% | Strategic |
| Novenform Industries | Slitter | Diego Rossi | 390 k€ | 144.3 k€ | 37% | 2,496 k€ | 15.6% | Strategic |
| Junoform Coding Systems | Slitter | Ivana Kowalski | 432 k€ | 142.1 k€ | 32.9% | 1,555 k€ | 27.8% | Strategic |
| Granodex Print Media | OEM | Sanne Lindgren | 681 k€ | 136.9 k€ | 20.1% | 4,849 k€ | 14% | Core |
| Orbislin Labels | OEM | Lucia Jansen | 614 k€ | 126.5 k€ | 20.6% | 1,652 k€ | 37.2% | Core |
| Delphpak Identification | Direct | Fatima Lindgren | 275 k€ | 98.5 k€ | 35.8% | — | — | Core |
| Wexonix Supply | Direct | Lucia Rossi | 275 k€ | 83.3 k€ | 30.3% | 1,218 k€ | 22.6% | Strategic |
| Rivolin Print Media | Direct | Mateo Ibarra | 342 k€ | 82.1 k€ | 24% | 2,261 k€ | 15.1% | Strategic |
| Tavorura Packaging | Distributor | Hugo Tanaka | 287 k€ | 81.2 k€ | 28.3% | — | — | Core |
| Orbistra Industries | Distributor | Chiara Lindgren | 398 k€ | 72.8 k€ | 18.3% | 2,376 k€ | 16.8% | Core |
| Kestsen Supply | Direct | Rasmus Alvarez | 216 k€ | 72.1 k€ | 33.4% | 914 k€ | 23.6% | Strategic |
| Zelomark Converting | OEM | Alba Hoffmann | 401 k€ | 69.4 k€ | 17.3% | 1,512 k€ | 26.5% | Core |
| Orbistra Print Solutions | Slitter | Rasmus Alvarez | 293 k€ | 69.1 k€ | 23.6% | — | — | Long tail |
| Velgate Packaging | Distributor | Fatima Kowalski | 208 k€ | 68.2 k€ | 32.8% | 584 k€ | 35.6% | Core |
| Ymirsen Supply | OEM | Mateo Novak | 221 k€ | 65 k€ | 29.4% | 528 k€ | 41.9% | Core |
| Estermark Print Solutions | Distributor | Diego Rossi | 181 k€ | 64.8 k€ | 35.8% | 1,075 k€ | 16.8% | Strategic |