Verlorene Verkäufe durch Stockouts und schlechte Verfügbarkeitssignale

Definition

Porta case study explicitly identifies 'frequent stockouts that resulted in lost sales' as the prior problem state. After RELEX integration, product availability jumped to 96%, and sales grew by nearly 9%. This implies the prior availability rate was ~85–90% due to fragmented floor/warehouse visibility. The 6–11% sales-growth uplift translates to additional revenue recovery. For a floor/warehouse split, the mechanism is: (1) Customer sees floor model → wants to buy; (2) Staff checks warehouse system → 'out of stock' (actually available but not visible due to data lag); (3) Customer delays decision or walks → conversion lost; or (4) Staff manually verifies warehouse → 20–60 min delay → customer friction → lower likelihood of premium add-on sales (cushions, protection plans, etc.). Shopware notes 'Returns Management' and 'Multi-Inventory Support' are critical for furniture (customization, bulky items). Retailers without real-time inventory lose margin on upsells and accessory sales (typically 10–20% of furniture ticket). A €5,000 sofa sale with 15% accessory attachment = €750 margin; if 10% of sales are lost due to availability friction, €50K store × 15% availability gap = €7,500 lost accessory revenue alone.

Why This Matters

This pain point represents a significant opportunity for B2B solutions targeting Retail Furniture and Home Furnishings.

Affected Stakeholders

Sales staff (floor availability checks, customer service), Store managers (conversion tracking), Customer service (phone/email inquiries), Finance (lost-sales tracking & revenue variance), E-commerce managers (omnichannel sync)

Related Business Risks