Case study: FMCG distributor on Merlin ERP + Azuvio Smart Layer, 8.1x Year 1 ROI (representative scenario)
FMCG distributor with 75 employees, using Merlin ERP since 2014, serving 9 major retailers with 22 field agents. Challenges: EDI chargebacks, paper-based agents, lack of online channels. Azuvio Smart Layer solution: 8.1x ROI, 1.3 months payback. Disclaimer: representative scenario.
Mihai Istrati - CTO Azuvio · 2026-08-12 · 12 min · ERP & Integrations
Disclaimer
This case study is a representative scenario, built based on real patterns observed in multiple Azuvio clients operating on Merlin ERP. The numbers are indicative and reflect typical results for a mid-market FMCG distributor.
Company profile
Industry: FMCG distribution (packaged food products)
Location: Ilfov + Pitești warehouse
Size: 75 employees, ~€14M/year turnover
ERP: Merlin ERP since 2014 (10 years of use)
Channels: 9 major retailers (Carrefour, Metro, Auchan, Kaufland, Selgros, Mega Image, Profi, Penny, Lidl) + 280 independent stores
Sales team: 22 field agents
Online: zero active digital channels
Identified challenges
1. Retailer chargebacks: Manually managed EDI (Excel export from Merlin, upload to retailer portals). Frequent errors → ~€52,000/year in chargebacks.
2. Agent productivity: paper catalogues + phone orders. Average order time: 15 minutes. Errors ~7%. Visits/day: ~11.
3. Lack of online channels: zero sales via B2B portal or marketplace. Losing small customers who want to order 24/7.
4. Dead stock: lack of forecasting → €220,000 overstock in slow-moving SKUs.
5. Payment reconciliation: 3 days per month spent reconciling bank statements with Merlin invoices.
6. SAF-T (statutory reporting): 8 hours/month of accounting work for preparation and correction.
Implemented Azuvio Smart Layer solution
Activated modules:
1. EDIconnect - 9 retailers integrated (Carrefour, Metro, etc.)
2. SFA Mobile - 22 agents with tablets, optimized routes, targets
3. B2B Portal - white-label for 280 independent stores
4. OMS - stock synchronization Merlin ↔ B2B portal ↔ future channels
5. AI Forecasting - demand prediction for 850 SKUs
6. Compliance Hub - e-invoicing + automated SAF-T reporting
Timeline: 8 weeks total implementation.
Year 1 Results
| Indicator | Before | After | Variation |
|-----------|---------|------|----------|
| EDI Chargebacks | €52,000/year | €2,600/year | -95% |
| Avg agent order time | 15 min | 3 min | -80% |
| Visits/day/agent | 11 | 18 | +64% |
| Order errors | 7% | 0.4% | -94% |
| New B2B portal sales | €0 | €380,000/year | +€380k |
| Overstock | €220,000 | €95,000 | -€125k cash released |
| Monthly SAF-T time | 8 hours | 5 min | -99% |
| Payment reconciliation time | 3 days/month | 4 hours/month | -83% |
Year 1 ROI Calculation
Quantified benefits:
| Source | Value |
|-------|---------|
| Avoided chargebacks | +€49,400/year |
| Agent productivity (visits + inside sales) | +€95,000/year |
| New B2B portal sales | +€380,000/year |
| Released cash (overstock) | +€125,000 one-off |
| Accounting time saved (SAF-T + reconciliation) | +€28,000/year |
| Total Year 1 benefits | ~€677,000 |
Year 1 Azuvio Smart Layer cost: ~€83,000 (all 6 modules + 22 SFA agents + setup).
Year 1 ROI: ~8.1x. Payback period: ~1.3 months.
Lessons learned
1. Merlin remained the system of record: zero modifications to the ERP, zero operational risk.
2. Smart Layer only added what was missing: EDI, SFA, B2B, OMS, AI, compliance, without replacing what already worked.
3. Incremental approach: started with EDI (the biggest pain point), then SFA, then B2B portal, then the rest.
4. Local expertise: Prodigy (Merlin) + Azuvio (Smart Layer) = direct communication, no international translation layers.
Conclusion
Demonstrated Doctrine: Merlin ERP remains excellent for the accounting and operational core. Azuvio Smart Layer adds the modern layer (EDI, SFA, OMS, B2B, AI) without touching the ERP. Result: 8.1x Year 1 ROI, €125,000 cash released, +64% productivity, new €380,000 online channel.
See «Merlin Limitations» or calculate your scenario.