Pricing Discipline in B2B Distribution
Margin in distribution is rarely lost in one decision. It erodes through discounts nobody reviews, prices that never move and customers nobody reprices.
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The Installed Base: Where the Annuity Lives
Equipment sold once creates revenue for a decade through consumables, service and replacement. Why the installed base is the most undervalued asset in hospitality supply.
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Service Intensity: The Hidden Variable in B2B
Two businesses with identical revenue can be entirely different companies. Service intensity explains why, and why it decides what can and cannot be centralised.
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Manufacturer Relationships as a Strategic Asset
Distribution agreements are quiet, contractual and rarely valued properly. Why the manufacturer side of a supplier’s business often decides what it is worth.
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Seasonality Is a Working-Capital Question
In hotel supply, seasonality shows up first on the balance sheet, not in the sales figures. Why stock, credit terms and cash timing decide who can serve the season well.
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What Vardelon Is — and What It Is Not
A direct statement of what we are building in European hospitality infrastructure, what we deliberately are not building, and the standard we want to be held to.
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Hotel Textiles and Laundry: How the Economics Work
Linen, towelling and laundry services combine capital intensity, route density and service reliability. Why this category is structurally interesting in CEE.
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Working Capital in Hospitality Distribution
Stock, payment terms and order frequency decide whether a distribution business is comfortable or fragile. A practical look at the balance sheet behind the service promise.
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The Limits of Greenfield Expansion
Building a new country operation from zero looks cheaper than acquiring one. A realistic accounting of what greenfield entry costs in service-intensive B2B distribution.
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What a Founder Should Ask Before Selling to a Group
Most founders prepare for the questions a buyer will ask them. Fewer prepare the questions they should ask the buyer. Seven that reveal what will actually happen after closing.
