E-Commerce · €5M revenue
How Wolkenfeld realigned its discount system around margin protection.
Wolkenfeld
Wolkenfeld is a German premium e-commerce company for bedding from the Lake Constance region. Sustainably produced bed linen, duvets and pillows at fair prices — under the "Herz & Faden" label and with the mission to plant a tree for every product sold (313,000+ trees planted). Positioning: first-class bed linen at a fair price.
wolkenfeld.deThe starting point.
- Blanket discounts without strategic control
- No mapping of discounts to target audiences
- Margin erosion through uncontrolled reductions
The path we walked together.
- 01
Measure Discounts Honestly
Analysis of the discount structure, target audiences and margin impact — based on data and complemented by interviews within the team.
- 02
Tie Discounts to Audiences
Developing a differentiated discount system per target audience and sales channel — discounts only where they truly convert.
- 03
Put Guardrails in Place
Pragmatic implementation in price lists and sales management with margin guardrails that hold up in day-to-day operations.
What changed for margin and sales.
A targeted, data-driven discount system with precise audience targeting and sustainable margin protection — discounts now take effect where they truly convert, instead of eroding margin across the board.
Voice from the project
pjmc helped us strategically rebuild our entire discount system: targeted, data-driven and profitable. What used to be a collection of blanket discounts is today a structured system with a clear impact on margin and customer loyalty.
Raphael Denker
CEO, Wolkenfeld
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