Tl;dr: This case study shows how demand-driven inventory optimization can transform working capital efficiency into a scalable growth driver for B2B businesses, including inventory ROI improvement by 87% for this Intuendi client.
For fast-moving B2B businesses, inventory is both an asset and a risk. Aer-Wsale, a Croatian wholesaler and dropshipper of e-cigarettes and liquids, operates in a highly dynamic market where availability, speed, and efficiency directly impact revenue and customer trust.
As the business continued to scale, Aer-Wsale recognized a common challenge: capital increasingly tied up in slow-moving SKUs, while its best sellers were frequently at risk of running out. With a high SKU count and frequent demand spikes, the company also faced strict B2B fill-rate expectations. Every stockout meant missed revenue. Every slow mover meant cash sitting idle.
Aer-Wsale understood that sustaining growth would require tighter control over inventory performance without compromising service levels.
The Challenge
Despite strong sales momentum, Aer-Wsale sought a better balance between availability and efficiency. A significant share of capital was absorbed by low-rotation products, while high-velocity items regularly flirted with stockouts. This imbalance led to:
- Poor cash efficiency
- Lost sales opportunities on fast movers
- Increasing strain on working capital
The core issue wasn’t volume. It was visibility.
The Strategic Shift with Intuendi
To support their growth, Aer-Wsale shifted their inventory strategy from accumulation to performance.
The team recognized the need for deeper SKU-level insight across demand velocity, margin contribution, and inventory turnover. To implement this shift, Aer-Wsale came to us at Intuendi to support a more data-driven, forward-looking approach to inventory management.
In collaboration with the Intuendi team, Aer-Wsale was able to:
- Identify slow movers absorbing disproportionate capital
- Reallocate inventory toward high-rotation, high-profit SKUs
- Continuously rebalance purchasing based on forecasted demand velocity
What had once been reactive decision-making evolved into a structured, near real-time process aligned with the company’s growth.
The Results
The impact of this strategic shift was immediate and measurable:
- Inventory ROI improved 87%
- Capital was redeployed from slow movers to true revenue drivers
- Cash efficiency strengthened without limiting growth or service levels
Aer-Wsale unlocked trapped cash while protecting availability where it mattered most.
From Inventory Constraint to Competitive Advantage
As Aer-Wsale streamlined its inventory and freed up capital previously locked in slow-moving SKUs, Intuendi supported the team in redirecting resources toward high-performing products. The result was a leaner, more responsive inventory operation that turned stock into a competitive advantage rather than a constraint.
