{"id":9563,"date":"2026-07-28T17:28:24","date_gmt":"2026-07-28T15:28:24","guid":{"rendered":"https:\/\/widoo.eu\/purchasing-the-most-underestimated-performance-driver-for-small-and-medium-sized-businesses\/"},"modified":"2026-07-28T18:26:31","modified_gmt":"2026-07-28T16:26:31","slug":"purchasing-the-most-underestimated-performance-driver-for-small-and-medium-sized-businesses","status":"publish","type":"post","link":"https:\/\/widoo.eu\/en\/purchasing-the-most-underestimated-performance-driver-for-small-and-medium-sized-businesses\/","title":{"rendered":"Purchasing: The Most Underestimated Performance Driver for Small and Medium-Sized Businesses"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"9563\" class=\"elementor elementor-9563 elementor-9547\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section data-particle_enable=\"false\" data-particle-mobile-disabled=\"false\" data-exad-particle-enable=\"false\" class=\"elementor-section elementor-top-section elementor-element elementor-element-cc38581 elementor-section-boxed elementor-section-height-default elementor-section-height-default exad-parallax-effect-no exad-background-color-change-no exad-glass-effect-no exad-sticky-section-no\" data-id=\"cc38581\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-4d34576 exad-glass-effect-no exad-sticky-section-no\" data-id=\"4d34576\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-bc200e5 exad-sticky-section-no exad-glass-effect-no elementor-widget elementor-widget-html\" data-id=\"bc200e5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\r\n\r\n<!--\r\n  WIDOO : Feuilleton achats - VOLET 1\/2 (HTML autonome, widget Elementor \/ WordPress)\r\n  META TITLE : Achats : le levier de performance le plus sous-estime des PME (1\/2)\r\n  META DESCRIPTION : Les achats pesent 50 a 60 % du CA et chaque euro economise tombe en marge nette. 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0;position:relative;overflow:hidden}\r\n.wd-article .tosuivre::after{content:\"\";position:absolute;width:340px;height:340px;border-radius:50%;background:rgba(0,168,219,.13);right:-150px;bottom:-160px}\r\n.wd-article .tosuivre .tk{font-family:'Poppins',sans-serif;color:var(--lime);font-weight:700;font-size:.76rem;letter-spacing:.12em;text-transform:uppercase;margin-bottom:12px;position:relative;z-index:2}\r\n.wd-article .tosuivre h3{color:#fff;font-size:clamp(1.4rem,3vw,1.7rem);margin:0 0 12px;position:relative;z-index:2;letter-spacing:-.01em}\r\n.wd-article .tosuivre p{color:#cfd8ec;margin:0 0 24px;position:relative;z-index:2}\r\n.wd-article .tosuivre .btn{position:relative;z-index:2}\r\n.wd-article .recap{background:var(--chip);border-left:3px solid var(--lime);border-radius:var(--r-sm);padding:22px 26px;margin:0 0 34px}\r\n.wd-article .recap .rc{font-family:'Poppins',sans-serif;font-weight:700;font-size:.74rem;letter-spacing:.1em;text-transform:uppercase;color:var(--muted);margin-bottom:8px}\r\n.wd-article .recap p{margin:0;font-size:1rem;color:var(--text)}\r\n.wd-article .recap a{color:var(--lime-deep);font-weight:700;text-decoration:underline;text-underline-offset:3px}\r\n<\/style>\r\n<article class=\"wd-article\">\r\n  <div class=\"inner\">\r\n    <div class=\"deck\">Part 1: The Treasure No One Notices<\/div>\r\n\r\n    <div class=\"meta-row\">\r\n      <span>By the Widoo Team<\/span>\r\n      <span class=\"sep\"><\/span>\r\n      <span>Reading time: 4 min<\/span>\r\n      <span class=\"sep\"><\/span>\r\n      <span>Luxembourg & Belgium<\/span>\r\n    <\/div>\r\n\r\n    <p class=\"lede\">In every company, there\u2019s a function that no one mentions during strategic meetings. It\u2019s relegated to the bottom of the balance sheet and treated as a cost center\u2014a necessary evil. Meanwhile, it accounts for half of the revenue. What if the next margin opportunity you\u2019ve been searching high and low for is hiding right there?   <\/p>\r\n\r\n    <div class=\"answer\">\r\n  Purchases account for an average of 50 to 60% of a company\u2019s revenue, with indirect purchases alone making up as much as 20% of that total. Every euro saved on these expenses goes directly toward net profit. It is the most powerful, most accessible, and most overlooked driver of performance for small and medium-sized businesses.  \r\n    <\/div>\r\n\r\n    <div class=\"toc\">\r\n      <div class=\"toc-t\">In this segment:<\/div>\r\n      <ul>\r\n        <li><a href=\"#mal-aime\">The Black Sheep of the Balance Sheet<\/a><\/li>\r\n        <li><a href=\"#chiffre\">The number we avoid<\/a><\/li>\r\n        <li><a href=\"#marge\">One euro saved = net profit<\/a><\/li>\r\n        <li><a href=\"#preuve\">The proof: a 23% margin<\/a><\/li>\r\n      <\/ul>\r\n    <\/div>\r\n\r\n    <h2 id=\"mal-aime\">Purchases: The Unloved Item on the Balance Sheet<\/h2>\r\n    <p class=\"tldr\"><b>In short:<\/b> Marketing shines, sales are celebrated, and finance is listened to. Purchasing, on the other hand, has always been waiting for its turn. It\u2019s a costly mistake.  <\/p>\r\n    <p>Marketing shines. Sales is celebrated. Finance is listened to. And what about procurement? Procurement waits its turn. It has always waited\u2014viewed as nothing more than an administrative chore, an expense line to monitor, never as a source of value creation.     <\/p>\r\n    <p>Yet the procurement function is one of the few that has a direct and immediate impact on profitability. The problem isn't its potential. The problem is that no one pays attention to it.  <\/p>\r\n\r\n    <h2 id=\"chiffre\">The number no one wants to face<\/h2>\r\n    <p class=\"tldr\"><b>In short:<\/b> Total procurement accounts for 50 to 60% of revenue. Indirect procurement, which is often overlooked, accounts for up to 20% on its own. <\/p>\r\n    <p>According to the consulting firm Cegos, <b>purchasing accounts for an average of 50 to 60 percent of a company\u2019s revenue<\/b>. McKinsey even puts that figure as high as 70 percent, depending on the industry. At the very least, half of your revenue is slipping through a door that you hardly monitor at all.  <\/p>\r\n    <p>You spend your days figuring out how to sell more, squeeze out an extra point on your selling prices, and optimize your conversion funnel down to the last decimal point. These are legitimate efforts. But meanwhile, the other half slips away without any real control.  <\/p>\r\n\r\n    <div class=\"def\">\r\n      <div class=\"t\">The Blind Spot<\/div>\r\n      <p>Hidden within this half is an even deeper blind spot: <b>indirect procurement<\/b>. Energy, telecommunications, insurance, supplies, maintenance, transportation, and general services. According to studies, these non-production expenses account for <b>up to 20% of revenue<\/b>. We pay them out of necessity; we don\u2019t question them because they\u2019re \u201cnot a priority.\u201d Except that 20% of your revenue is no small matter. It\u2019s your profit margin.     <\/p>\r\n    <\/div>\r\n\r\n    <h2 id=\"marge\">A euro saved is worth much more than a euro earned<\/h2>\r\n    <p class=\"tldr\"><b>In short:<\/b> Unspent euros directly impact the margin. Saving 10% on indirect purchases can increase the gross margin by at least 50%. <\/p>\r\n    <p>Here\u2019s the truth that the procurement world knows but that too many executives forget: <b>every euro saved on a purchase increases your profit margin.<\/b><\/p>\r\n    <p>To earn that same euro through sales, you have to sell a lot more, because every sale involves costs, VAT, commissions, and sales time. A euro not spent, on the other hand, is net. Direct. Immediate. It\u2019s simple math, and yet it\u2019s the lever we activate last\u2014if at all.    <\/p>\r\n\r\n    <div class=\"grant\">\r\n      <div class=\"gk\">\ud83d\udcc8 The statistic that changes everything<\/div>\r\n      <div class=\"big\">+50 %<\/div>\r\n      <p>According to the Strat\u00e9gie Achats portal, saving just <b>10% on an<\/b> organization\u2019s <b>indirect purchases<\/b> alone represents<b>at least<\/b> a<b>50%<\/b> increase<b>in gross margin<\/b>. That\u2019s the leverage that most companies are failing to tap into. <\/p>\r\n    <\/div>\r\n\r\n    <h2 id=\"preuve\">The numbers speak for themselves: 23% profit margin generated<\/h2>\r\n    <p class=\"tldr\"><b>In short:<\/b> At Widoo, the collaborative purchasing group generated an average margin of 23% for its members last year, based on actual invoices.<\/p>\r\n    <p>At Widoo, we don't just theorize. We measure.   <b>Last year, our collaborative purchasing group generated an average margin of 23% for its members.<\/b>  Not on paper, not in a simulation: on actual invoices, at real companies, for line items that most people considered \u201calready optimized.\u201d<\/p>\r\n\r\n    <div class=\"proof\">\r\n      <div class=\"pc\"><div class=\"pv\">50 to 60%<\/div><div class=\"pl\">of revenue from purchases<\/div><\/div>\r\n      <div class=\"pc\"><div class=\"pv\">up to 20%<\/div><div class=\"pl\">in indirect procurement<\/div><\/div>\r\n      <div class=\"pc\"><div class=\"pv\">23 %<\/div><div class=\"pl\">average margin generated by our members<\/div><\/div>\r\n    <\/div>\r\n\r\n    <p>Twenty-three percent\u2014on expenses these companies were already paying every month without giving it a second thought. That\u2019s how much was hidden in their purchases. <\/p>\r\n\r\n    <div class=\"tosuivre\">\r\n      <div class=\"tk\">To be continued \u00b7 Part 2<\/div>\r\n      <h3>The potential is there. So why do so few companies take advantage of it? <\/h3>\r\n      <p>Three obstacles explain this inaction, and there is some good news to go along with them. In the second part, we move from observation to action: why we continue to put up with this, and how to take back control without wasting any time. <\/p>\r\n      <a class=\"btn btn-lime\" href=\"https:\/\/widoo.eu\/en\/shopping-stop-just-going-with-the-flow-take-action\/\">Read Part 2 \u2192<\/a>\r\n    <\/div>\r\n\r\n    <div class=\"author\">\r\n      <div class=\"av\">W<\/div>\r\n      <div>\r\n        <div class=\"an\">Widoo, Better Together<\/div>\r\n        <div class=\"ad\">The first collaborative buying group in Luxembourg and Belgium.<\/div>\r\n      <\/div>\r\n    <\/div>\r\n\r\n  <\/div>\r\n<\/article>\r\n\r\n<script type=\"application\/ld+json\">\r\n{\r\n  \"@context\": \"https:\/\/schema.org\",\r\n  \"@type\": \"Article\",\r\n  \"headline\": \"Achats : le levier de performance le plus sous-estim\u00e9 des PME (Volet 1)\",\r\n  \"description\": \"Les achats p\u00e8sent 50 \u00e0 60 % du CA d'une entreprise et chaque euro \u00e9conomis\u00e9 tombe en marge nette. 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Ensemble, achetons mieux et augmentons nos performances.\",\r\n  \"areaServed\": [\"LU\", \"BE\"],\r\n  \"sameAs\": [\"https:\/\/www.linkedin.com\/company\/widooentreprise\/\", \"https:\/\/www.facebook.com\/people\/Widoo\/100064261564580\/\"]\r\n}\r\n<\/script>\r\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Part 1: The Treasure No One Notices By the Widoo Team Reading time: 4 min Luxembourg &#038; Belgium In every company, there\u2019s a function that no one mentions during strategic meetings. It\u2019s relegated to the bottom of the balance sheet and treated as a cost center\u2014a necessary evil. Meanwhile, it accounts for half of the [&hellip;]<\/p>\n","protected":false},"author":6,"featured_media":9552,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_seopress_titles_title":"","_seopress_titles_desc":"","_seopress_robots_index":"","_seopress_robots_follow":"","_seopress_robots_imageindex":"","_seopress_robots_snippet":"","_seopress_robots_primary_cat":"","_seopress_robots_breadcrumbs":"","_seopress_robots_freeze_modified_date":"","_seopress_robots_custom_modified_date":"","_seopress_robots_canonical":"","_seopress_social_fb_title":"","_seopress_social_fb_desc":"","_seopress_social_fb_img":"","_seopress_social_fb_img_attachment_id":0,"_seopress_social_fb_img_width":0,"_seopress_social_fb_img_height":0,"_seopress_social_twitter_title":"","_seopress_social_twitter_desc":"","_seopress_social_twitter_img":"","_seopress_social_twitter_img_attachment_id":0,"_seopress_social_twitter_img_width":0,"_seopress_social_twitter_img_height":0,"_seopress_redirections_value":"","_seopress_redirections_enabled":"","_seopress_redirections_enabled_regex":"","_seopress_redirections_logged_status":"","_seopress_redirections_param":"","_seopress_redirections_type":0,"_seopress_analysis_target_kw":"","_seopress_news_disabled":"","_seopress_video_disabled":"","_seopress_video":[],"_seopress_pro_schemas_manual":[],"_seopress_pro_rich_snippets_disable_all":"","_seopress_pro_rich_snippets_disable":[],"_seopress_pro_schemas":[],"footnotes":""},"categories":[31,21],"tags":[],"class_list":["post-9563","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-article-en","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/posts\/9563","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/users\/6"}],"replies":[{"embeddable":true,"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/comments?post=9563"}],"version-history":[{"count":2,"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/posts\/9563\/revisions"}],"predecessor-version":[{"id":9575,"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/posts\/9563\/revisions\/9575"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/media\/9552"}],"wp:attachment":[{"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/media?parent=9563"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/categories?post=9563"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/widoo.eu\/en\/wp-json\/wp\/v2\/tags?post=9563"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}