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Stopped cash gaps in a month
E-commerce · ₽120M/year

Stopped cash gaps in a month

₽2,3M
free cash flow within 3 months
23% revenue lost to free delivery
Freed ₽1.8M from dead stock
Cash gaps stopped in a month
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Case study

From problem to outcome

Initial data

  • Revenue — ₽10M/month (₽120M/year)
  • Cash gap — ₽0.8M
  • Emergency loans — avg. ₽1.5M/month
  • Top-5 SKU margin — unknown

Diagnostics findings

  • 23% of revenue lost to free delivery baked into price
  • 14% frozen in dead stock (8-month-old batch)
  • 45-day receivables exceeded 2 months of turnover

Solution

  • Removed free delivery under ₽3,000
  • Liquidated stock at 15% off — freed ₽1.8M
  • Payment terms only for orders from ₽500K

Outcome

  • Cash gaps stopped within 1 month
  • No more emergency loans
  • Free cash flow ₽2.3M after 3 months
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