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Andrew Gliniak
Consultant, United States
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Big Box Retail - TOC Application at Store Level
I'm looking for any examples of Theory of Contraints at the store level. Such as for Home Depot, Lowe's, Walmart. Success stores, logical trees, clouds, etc.
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Joseph Pangilinan
Turnaround Manager, Philippines
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Conflict Resolution Retail
I have a conflict diagram example for customers demanding discounts from retailers if that will help.
Goldratt also has tons of examples of unrefusable offers (mafia offers) for retailers.
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Andrew Gliniak
Consultant, United States
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Big Box Retail - Toc Application at the Store Level
Mafia offers would be fine if they relate to retail customers and not just customers in general. I'm looking for external constraints material specific to retail customers. Thank you.
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Annal Khalil
Student (Other), Morocco
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TOC in Retailing
How about Goldratt's book 'Isn't It Obvious?', it's about retailing...
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Joseph Pangilinan
Turnaround Manager, Philippines
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Conflict Resolution Retail
Apply the 4 Steps of the Evaporating Clouds Technique, which identifies conflict elements and generates win-win strategies:
(1) What are the conflicting demands? E.g. "to discount or not to discount."
(2) What are legitimate reasons behind each demand? For example, customer wants a "discount" mainly to reduce cash disbursement. Retailer does not want to give a "discount" say, to increase retailer's profit margins. There may be other reasons.
(3) What is the common goal of both parties? E.g.: long term, mutually profitable relations.
(4) What innovative ways, win-win strategies, may we apply to satisfy the legitimate reasons, without necessarily having to comply with the conflicting demands? So in this case: in what ways may we lower customers' cash out, besides having to give up a discount? Also, in what ways may we increase retailer's profits, besides withholding discounts? Some ideas: easier payment terms, faster delivery, improve product or service specs, try third party financiers, lease/ rent, etc.
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