Structure European expansion while improving network performance.
Context
A European group specializing in the distribution of healthcare and parapharmacy products, generating more than €500 million in revenue, engages Albus Partners to support a new phase of its development. In the context of its international expansion, the group seeks to structure its organization to support the rollout of new store networks across Europe while enhancing the operational performance of its existing retail network. The objective is to define a Target Operating Model capable of sustainably supporting growth and improving overall performance.
Our approach
Albus Partners' teams support the client across three key areas:
Identification and operational launch of target countries
Conducted a screening of European parapharmacy markets to assess growth potential, regulatory frameworks, and local competitive intensity.
Developed detailed business plans for shortlisted countries to support go/no-go decisions and secure the project's key financial assumptions.
Supported operational implementation, including the management of local teams, coordination of external partners, and monitoring of store opening milestones.
Review of the Group’s organization
Assessed the existing organization to identify areas of overlap between headquarters and local entities, and to clarify responsibilities between central functions and local operational teams.
Developed activity frameworks detailing the tasks and responsibilities managed at Group level versus those owned by countries, ensuring clear accountability and avoiding grey areas between the two organizational layers.
Defined a Target Operating Model (TOM) tailored to a multi-country structure.
Improvement of the network’s gross margin
Conducted a detailed analysis of the existing network’s performance to identify optimization levers across product mix and pricing strategy.
Implemented concrete procurement and merchandising initiatives, including the reallocation of in-store shelf space to optimize profitability by product category.
Deployed a dedicated performance dashboard to monitor margin improvements over time and embed best practices across store teams.
Results
Opening of new store networks in two new countries.
Definition of a Target Operating Model (TOM) adapted to a multi-country organization, with activity frameworks clarifying the allocation of responsibilities between headquarters and local entities.
Improvement of gross margin by +10% in pilot stores, driven by procurement optimization and merchandising enhancements.
