On this pageOrder systems Consolidation prize

Quote / Order 360

Six designer quote/order systems, one pipeline — federated win-rate, discounting and velocity, and the margin lost to legacy showroom tools.

The Stark Group · FY26 (modeled)

Luxury to-the-trade — designers & architects only (no retail)

670 employees · 12+ US sites · 8 countries

▲ Executive read· the answer, then the moves

Migrating the 3 legacy showroom tools onto the central order system recovers ~£5m on quotes Stark already writes — £1m of discount leakage plus £5m of win-rate uplift. The off-platform tools win less and discount more, with no governed pricing.

4 of 4 headline metrics improving vs prior · all on or above target

Do now — ranked by urgency

1
Stop the £1m discount leakage on legacy toolsWatch
Why it matters
Legacy showroom tools discount at 14% vs the integrated 8% — recovering £1m of margin on the deals they already win, no new selling required.
What's driving it
Legacy discount 14% vs integrated 8%
£50m of legacy quotes off governed pricing
FYI
Affected tools: Stark Studio Rugs (legacy), Ashley Stark Home tool, Fort Street Studio (spreadsheets) (3 legacy systems)
Owner: Finance / Pricing
Govern pricing →
2
Lift legacy win-rate to capture £5m of bookingsOpportunity
Why it matters
Bringing legacy win-rate from 30% to the integrated 39% on £50m of quotes adds £5m of bookings.
What's driving it
Legacy win 30% vs integrated 39%
Cycle 11d slower off-platform
FYI
3 integrated systems already run governed approval workflow
Owner: VP Sales / Sales Ops
See systems →
3
Migrate everyone onto the central order system — £5m prizeOpportunity
Why it matters
One price book and approval workflow recovers ~£5m combined and flips these brands from estimates to showroom-grain actuals.
What's driving it
£1m discount + £5m win-rate = £5m
11d faster quote→order on one system
FYI
£228m of open quotes federated across 6 systems
Owner: VP Sales / Sales Ops
Plan migration →

🧩 Operate the houses & showroomsStep 7 of 7 · unify legacy order & quoting systems◀ Account MasterJourney complete ✓All journeys

🌐 Enterprise 360 modules· on Quote / Specification 360Browse all 31 views ▾

✅ Todayyour decision queue 📨 Activity & Digestaudit trail · @mentions 🧭 360 Directoryall views by persona 🗺 Guided Journeyspersona flows · step-by-step 🛰 Control Towercommand center 🎯 Strategy & Goals4 pillars · OKRs 💎 Value Creation Planstewardship · enterprise value 🤖 AI Agentsrecommend & act 🌐 Enterprise 360the consolidated pane 📈 Sales / Pipeline 360funnel · forecast 🛰 Market Intel & M&Asignals · targets 🏛 Company Hierarchyorg · brands · entities 🗂 Org Roll-up 360region · brand · office 📍 Showroom / Atelier 360showroom twin · health · orders 👥 Customer 360accounts · cross-sell 🧩 Customer Mastergolden record · MDM 🧾 Quote / Specification 360federated quoting & pricing 🔄 Quote-to-Cash 360order-to-cash cycle 🔁 Account / Program 360repeat-designer · re-orders 🔧 Project / Job 360craft delivery · job margin 👷 Workforce 360showrooms & ateliers · utilization 🏷 Brand / M&A 360roll-up · integration 🧩 Integration 360PMO · workstreams · 90-day 🤝 M&A Deal 360pipeline · diligence · return 🚪 Value Creation / Stewardshipdebt · QoE · equity bridge 🚚 Supplier 360spend · terms · risk 💰 Finance 360P&L · cohorts 💵 Cash 360DSO · AR · treasury 🧬 Ontology & Meshlogical layer · data products ▤ Evidencedrill-to-record · export 🩺 Data Healthfreshness · lineage

↗ Where this connects — act / drill across

🔄Quote-to-Cash 360· where the quote goes — to cash 📈Sales / Pipeline 360· quotes feeding the funnel 🧩Integration 360· migrate legacy quoting onto common order entry 👥Customer 360· who you're quoting

● LiveBuilt forVP Sales / Sales Ops· one pipeline, one win-rateFinance / Pricing· stop discount leakageHouse leaders· quote velocity by system

Each brand still quotes in its own system — the central Stark order entry, the Scalamandré order desk, plus legacy showroom tools and spreadsheets. Federated, they total £228m of open quotes; but the legacy off-platform systems win less and discount more, with no governed pricing. One view shows where the margin leaks.

Data backing: quote_system (per-system quotes, value, win-rate, discount, cycle) · order-system federation

Order systems

across brands & houses

3,360

Open quotes

£228m value

37%

Blended win-rate

by £ value

Avg discount

off list

17d

Avg quote→order

cycle time

Federated pipeline

Every order system, one table

Integrated systems (governed pricing) vs standalone legacy ones — note how win-rate falls and discount/cycle rise off-platform.

Order system	House	Quotes	Value	Win-rate	Discount	Cycle	Status
Stark CRM / order entry	Carpet & Custom Rugs	1200	£96m	38%	9%	16d	Integrated
Scalamandré order desk	Fabrics & Wallcoverings	900	£54m	41%	7%	12d	Integrated
Stark Studio Rugs (legacy)	Custom Rugs	380	£30m	30%	14%	26d	Standalone
Old World Weavers desk	Fabrics & Textiles	520	£28m	39%	8%	14d	Integrated
Ashley Stark Home tool	Furniture, Hides & Lighting	240	£12m	32%	12%	20d	Standalone
Fort Street Studio (spreadsheets)	Custom Rugs	120	£8m	26%	16%	32d	Standalone

Integrated systems (3)

£178m of quotes · 39% win · 8% discount. Governed pricing and approval workflow.

Standalone legacy (3)

£50m of quotes · 30% win · 14% discount · slower cycle. No governance — Stark Studio Rugs (legacy), Ashley Stark Home tool, Fort Street Studio (spreadsheets).

The consolidation prize

Move everyone onto the central order system

Bringing the legacy tools to the integrated systems' discipline is worth real money on quotes Stark is already writing.

Discount leakage recovered

+£1m

If standalone tools discounted at the integrated 8% instead of 14%, on the deals they already win.

Bookings from win-rate

+£5m

Lifting standalone win-rate from 30% to the integrated 39% on £50m of quotes.

Faster cash

−11d

Standalone quote→order cycles run far longer; one order system shortens time-to-revenue and frees pursuit capacity.

The move: migrate Stark Studio Rugs (legacy), Ashley Stark Home tool, Fort Street Studio (spreadsheets) onto the central Stark order system with one price book and approval workflow. It recovers ~£5m combined, and — like the account master — it's the same integration that flips these brands from estimates to showroom-grain actuals everywhere else in the cockpit.