A bicycle retailer with a large product range brought in Pau Analytics when their sales manager noticed the team was always busy — but profit results weren't matching the effort. With more than 60,000 product sales to examine, no one could clearly say which products were actually driving the business and which ones were simply filling up the team's time.
The retailer's sales team was spreading attention across hundreds of products, many of which contributed almost nothing to profit. Accessories like logo caps, socks, tire tubes, and patch kits sold in the thousands — but ranked near the bottom of the profit table. Meanwhile, the products that truly drove the business were not getting the focus they deserved. Without a clearer picture, the team risked continuing to invest time and effort where it delivered the weakest return.
What the Data Showed
Pau Analytics studied more than 60,000 product sales records, examining each product's revenue, cost, and profit. Rather than looking at what sold the most, the team focused on which products generated the most profit — and whether the sales team's effort was pointed in the right direction.
Pau Analytics advised the retailer to rebuild their sales focus around a small group of hero products — the Mountain-200 series in Black and Silver across multiple sizes. Each of these products generated around $1.3 to $1.4 million in revenue and up to $630,000 in profit, making them the clear priority. Accessories and consumables that sold frequently but contributed little profit were to be deprioritised — handled as add-ons or reactive items rather than actively pushed. Consistent underperformers were flagged for removal from active selling.
What Changed
The analysis confirmed that 80% of the company's profit came from a small group of products, well before reaching the halfway point of the product list. The Mountain-200 series stood out as the business's true profit carriers — high revenue and high profit, consistently. At the same time, many high-volume products, particularly accessories, were consuming sales effort while delivering weak financial return. The retailer now had a clear picture of where to focus and where to pull back.
The Result
Today, the retailer monitors product performance through a live dashboard that tracks revenue and profit by product, making it easy to see which items are carrying the business and which are creating noise. An AI assistant lets the sales team ask questions about specific products or categories — helping managers make faster, smarter decisions about where to direct their effort.