Articles
Merchandising Grid: The Mechanism for Product Portfolio Management
How to create product portfolios that maximize sales without too much variety burdening the supply chain
Retail sales operations: Challenges in the current COVID environment
Companies who sell through retailers and depend on salespeople for order collection are facing unprecedented challenges to manage sales in the current COVID environment. Is there a way out?
Solar eclipse in sales & distribution
A study was conducted to understand the impact of absence of wholesaling on market availability of FMCG during and immediately after the complete lockdown. The results are surprising but conclusive.
The road less travelled
Find out how companies can solve the sales dilemma with ‘pull’ mode of sales
Overcoming the threat of e-tailers
Find out how brands and retailers can evolve themselves by using TOC while addressing the needs of customers
Battle for India’s retail market: Who will rescue traditional stores from online retailers?
A replenishment based distribution system can help consumer good companies protect their traditional channel from being decimated by e-commerce.
Pandemic-resistant manufacturing and distribution
Find out how consumer goods companies can build immunity with six levels of supply chain flexibility.
Small is big
Find out a highly cost effective solution to reaching out to even the smallest of retailer point with a single tier distribution network
The unresolved conflict: Modern retail vs. consumer goods companies
Is a win-win solution possible for this ubiquitous tug of war over “margins” between brands and their retailers?
100% availability with less than half the inventory
Find out how stock replenishment time is the key to bringing down inventory in the entire distribution channel
The devolution marketing
A large portion of what drove us into the Great Recession is rooted in this dysfunctional pattern of distribution.
Build to buffer
One challenge in the fashion industry is that forecasts often are wrong, especially at the individual item and retailer levels. Additionally, only about 15 percent of new designs turn out to be winners, selling out in about six to eight weeks.
Who creates slow movers?
Read about how can companies convert slow-movers into a fast-mover
Power of availability
Find out how you can grow sales at double the market growth rate without any additional investment!
From inventory turns to norm turns
In Distribution centric organizations, the level of Inventory is perceived to be a critical measure to understand the health of the system (inventory with respect to sale).
Managing distribution chain: Is there a better way than gazing the crystal ball?
Find out how companies can get the right material to the right place and ensure availability
Old is gold no more
Perishable goods industry is finding it increasingly difficult to live with the problem of low freshness of stocks at the point of sale. Find out how TOC can help?
TOC replenishment in a wholesale- dominated market, an oxymoron?
A lot of my friends in the distribution industry (and I have lots of them!) are quite intrigued by the fact I make a living out of implementing things as simple as “The Goal ” and “Its Not Luck ”.
Profitability percentage (%)
A good measure for evaluation of operational productivity should avoid the two errors—false positives and false negatives. Let us check if the measure of profitability calculated as PBDIT as percent of sales meets the criteria. A growing company, improving profitability IPBDIT as percent of sales (PBDIT%)] over the years is often seen as an improvement in performance.
What enables effective decisions?
With cloud computing and ever reducing prices of storage systems, the available capacity to store data has gone up exponentially.
Counter counterfeiting
Find out how companies can fight fakes by leveraging their direct distribution
Preventing the demise of a store
Find out why retail stores die and how it can be prevented by implementing a TOC based supply chain
Enhancing profitability of retail chains: Using the fundamental principles!
Despite significant mark-ups, most retail chains struggle to make profits. Find out how TOC can help?
Size does matter!
Find out how to prevent sale loss due to stock out of ‘sizes’ without inflating inventory
Leveraging franchisees for profitable growth in retail
Find out how retail companies via franchisee model can profitably grow without increasing operating expenses
A folly called trade promotions
Read about how the results of a field research into retailer behaviour indicates contrary to the entrenched belief in the consumer good industry
Retailer’s dilemma
It is not uncommon for a manufacturing company to enjoy a profitability of around eight percent when the gross contribution is about thirty percent.
Straightening the hockey stick in sales and distribution
Read about how to break the omnipresent month end skew and release capacity
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