Building any sort of loyalty in a competitive market is extremely difficult, and even more so when it comes to a commodity business. Let's hear from Mr. Siddharth Bansal, Director, Skipper Limited on how they transformed the distribution model of their polymer business-Skipper Pipes, in order to secure loyalty of channel members and influencers in the market. We discuss the challenges they faced in abandoning the traditional volume-based schemes and implementing a pull distribution system. ...
Dec 15, 2021•14 min•Ep 30•Transcript available on Metacast In the last episode, we had discussed about the last mile obstacle in any typical retail environment, responsible for companies hitting a glass ceiling after achieving an initial jump in revenue and profitability by abandoning "push" mode of sales and implementing pull-based replenishment systems. We had also promised to share the solution to this obstacle so that companies can have a continuous and ever-flourishing growth model. So, this episode is dedicated to exploring this revolutionary...
Dec 08, 2021•23 min•Ep 29•Transcript available on Metacast The retail solution that Vector Consulting Group has implemented for its clients allows them to enjoy phenomenal growth in secondary sales. However, this pull-based replenishment flow system often hits a new saturation point every so often, which calls for a shift in the approach to unlock the next growth area. This episode on the Counterpoint Podcast is the first part of a two-episode series on this topic. Sunil Davis, a senior consultant with Vector will first unravels how and why the market r...
Dec 01, 2021•17 min•Ep 28•Transcript available on Metacast Ensuring fast NPD or New Product Development is one of the most important activities for any organization to sustain and grow. However, despite implementing the latest project management software and techniques, interruptions, rework, and lead-times for project completion remains high in environments with very high scope variability. Many CCPM implementations fail as well. This episode on the Counterpoint Podcast is an introduction to a whole new approach for managing NPD projects better. Satya ...
Nov 24, 2021•32 min•Ep 27•Transcript available on Metacast Let's hear from Mr. R V Gumaste, MD, KFIL about how they sustained the innovative pull-based flow processes in manufacturing and new product development for 7 years without any violations. We discuss what challenges did they faced in implementing and sustaining the new processes. Tune in! For more details, visit: https://vectorconsulting.in
Nov 17, 2021•14 min•Ep 26•Transcript available on Metacast In an earlier episode, we had touched upon the challenges faced by the OEMs in managing spare parts availability for servicing vehicles. In that discussion, we had identified the core problem behind this challenge. In this episode, we try to counter the conflict with a sustainable solution that enables higher availability and parts sales at much lower inventory as compared to the conventional way of managing spare parts. Also learn about how the shift to electric vehicles can impact the fut...
Nov 10, 2021•28 min•Ep 25•Transcript available on Metacast In the last episode, we had looked at the troubles a job shop faces day-in-day-out. We also looked at the core conflicts behind these problems and ended the discussion with understanding why the most common solutions implemented to solve these concerns end up in further trouble. This episode is the second part of the same discussion to discuss what are some of the most concrete solutions which not only solves the core conflicts, they are also sustainable and shall continue to be so in the future...
Nov 03, 2021•16 min•Ep 24•Transcript available on Metacast Job Shops are one of the most complex manufacturing environments to manage. With frequent expediting, month end skew, delayed customer orders, and poor coordination between functions, many job shops are wrought with challenges and complications. In a bid to solve these, companies commonly alternate between solutions like capacity enhancement, line dedication and finite scheduling software but for most these are wasted efforts and problems continue. Time to understand the core problem .&nbs...
Oct 27, 2021•20 min•Ep 23•Transcript available on Metacast Imagine buying a vehicle and then facing high waiting time for servicing and repairs! Availability of Spares play a major role in the time it takes to get a vehicle out of the service station. Unfortunately, managing inventory of a huge range of spare parts is an Achilles heel for most OEMs. This episode takes a deep dive into the challenges faced by the OEMs and by extension everyone in the supply chain until the customer. We also zero down on the core problem from which all the issues germinat...
Oct 20, 2021•18 min•Ep 22•Transcript available on Metacast Manufacturing industries are marred by many common problems which obstructs flow of inventory like unreliable vendors, frequently missing components for manufacturing, inventory pileups, shifting bottlenecks and finally unhappy customers. In this episode with Mr. Sharan Bansal, Director at Skipper Limited, we discuss the learnings from a transformation of the operating model that was undertaken at Skipper, using flow principles of theory of constraints. For more details, check out the artic...
Oct 13, 2021•13 min•Ep 21•Transcript available on Metacast We had discussed problems with the current system of financial decision-making across companies in an earlier episode. In this episode we discuss why it is crucial for all organisational decisions to be taken with a clear assessment of their global impact on the firm. Also discussed is, why the techniques like marginal-costing and absorption-costing, does not suffice for this purpose. A new method is offered which not only overcomes the pitfalls of these traditional methods b...
Oct 06, 2021•25 min•Ep 20•Transcript available on Metacast 'Is leadership an art or a science?' is a perennial debate. A leader's true nature is witnessed at times of transformation and the challenges it brings along. In this episode, we discuss and analyze why Leadership is a science and not an art and also go further to describe the three important tactics to be effective as a leader. Tune in! You can also check out the link below, for more on Kiran's views on leadership: https://www.vectorconsulting.in/blog/toc-leadership-paradigms/leadership-styles-...
Sep 29, 2021•22 min•Ep 19•Transcript available on Metacast Causal reasoning behind problems in organizations can reveal a circular loop structure, where A causes B but at same time B also boomerangs back to A at some point. Some of these loops can be very "sticky", forcing an organization to stay with the same problems for a long period. If transformation initiatives ignore the existing causal loops at play, there can be a huge waste of time and capacity. This is one of the main reasons of failure of many organization wide #transformation initiatives. T...
Sep 22, 2021•20 min•Ep 18•Transcript available on Metacast This episode on the Counterpoint Podcast focuses on the decision making with financial implications. When it comes to anything financial, organisations typically depend on a department specialised in it - the finance department. Dr. Anil Lamba, a financial literacy activist, discusses with us how this fact is the very reason why companies, at times, take disastrous decisions. Listen to this episode to understand why financial know-how and know-why is important for every manager and what happens ...
Sep 15, 2021•14 min•Ep 17•Transcript available on Metacast What really is a ‘constraint’ as referred to in Theory of Constraints? The dictionary defines a constraint as a limitation, a restriction, or an obstacle. Taking it literally, many misunderstand theory of constraints to be the art of overcoming obstacles and hinderances which come in the course of work. This is NOT Theory of Constraints. Listen to this episode to find out how to identify a constraint in a system, exploit it and gain higher productivity. For more information and details: ht...
Sep 08, 2021•9 min•Ep 16•Transcript available on Metacast We received a lot of requests to share some client stories and learnings from their business transformation journeys. So, here we are with Mr. Anil Mathur, COO at Godrej Interio. He talks about how they solved the perennial conflict for sales bandwidth between converting current enquiries and developing new leads by releasing significant capacity for business development from the existing team. In B2B companies, on the one hand sales teams must meet new c...
Aug 25, 2021•10 min•Ep 15•Transcript available on Metacast Chronic problems stay unresolved due to inherent conflicts in resolving them. Conflicts manifests as design contradictions (example: fuel efficiency vs power) or in interpersonal issues (I want to do x, while my partner doesn’t want to do it). Is there an approach to resolve these conflicts and contradictions? What kind of mindset is required to deal with conflicts and contradictions? This episode talks about mindset required to solve conflicts and the underlying techniques. Listen to the e...
Aug 18, 2021•32 min•Ep 14•Transcript available on Metacast Multitasking is considered an important skill to achieve more in less time. But is it really the most effective way to get more output? The episode takes a deep dive into this topic and includes an interesting DIY activity to help you check if Multi-tasking does or does not work. Keep a pen, paper, and your phone ready before you begin listening. Tune in and enjoy! Another example of how multi-tasking can ruin your output: https://www.vectorconsulting.in/research-publications/engineering-industr...
Aug 11, 2021•10 min•Ep 13•Transcript available on Metacast We have either mentioned or discussed the supplier bullwhip effect in many of our previous episodes, especially the ones around the supply chain and operations solutions. We received many messages from our fellow listeners, and so we thought it high time we must take this topic up. Supplier Bullwhip is basically an ill effect of a supply chain practice of OEMs who use a combination of monthly forecasting and daily expediting to manage their assembly lines. The suppliers down below are the ones w...
Aug 04, 2021•21 min•Ep 12•Transcript available on Metacast In the past 3 episodes on the Thinking Processes series, we have discussed how the philosophy goes to the deepest level of a problem at hand, how it buids the logic around it and how it identifies the root cause to take a stab at it. Hence, it makes an extremely helpful tool for anyone, especially managers and leaders. However, it takes some amount of practice to become proficient in using the tool. It has some very easy-to-follow starting steps which can help one get started on the journey of u...
Jul 28, 2021•33 min•Ep 11•Transcript available on Metacast Many plants are often marred by poor efficiencies, late deliveries, and a perpetual fire-fighting mode. After decades of efforts, most of them have given up on solving the chronic problem. But there is a way out, an easy one, if one can understand the core conflict. This episode takes through understanding of the problems, core reasons for these problems and solutions which can literally turn around the plant performance. Don't miss this one. More details, visit: https://www.vectorcons...
Jul 21, 2021•31 min•Ep 10•Transcript available on Metacast Find out how to overcome bias in decision making by using the right thougt-ware. Bad decisions can have long standing consequences. So, in order to avoid bias, managers tend to rely on data. Unfortunately, data is does not always help differentiate between truth and perception. For instance, two managers might have two different interpretations of the same data; or two opposing views can have fully reliable data supporting them. Sometimes, there is no data at hand. How can managers go beyond dat...
Jul 14, 2021•40 min•Ep 9•Transcript available on Metacast JIT is a methodology first developed and implemented in the 70's at Toyota Manufactuing Plant. Since then, it has been replicated and implemented across various manufacturing and supply chain companies across the word. All in a bid to keep their operations lean and reduce the failures, delays and cost stuck up in inventory or other resources. However, with uncertainities and high demand variability, due to natural calamities, increasing competition, changing technology and regulatory norms and h...
Jul 07, 2021•30 min•Ep 8•Transcript available on Metacast If we can identify the problem, we can solve it! However, the challenge with most root cause analysis techniques is that it is difficult to tell if you have reached the real root cause or not, especially since after some layers, data may not be available to observe the causal entity directly. So, most analyses are unknowingly limited to a superficial point! TOC Thinking takes a very different and much deeper approach to reach the core issue involved. Listen to this episode as a continuation of t...
Jun 30, 2021•31 min•Ep 7•Transcript available on Metacast Tune in to find out how we can think clearly and develop breakthrough solutions. Being a physicist Dr. Eliyahu Goldratt adopted the traditions, constructs, and rigor of the hard sciences, when he introduced a set of thinking tools to serve as a framework to raise questions regarding existing paradigms, identify problems in any environment (not necessarily business), converge on to the root cause of these issues and build robust solutions. By the way, this episode has a small but i...
Jun 23, 2021•36 min•Ep 6•Transcript available on Metacast In the last episode we did a breakdown of typical supply chain problems and how they are all linked to the practice of manufacturing as per forecasts. In this episode we propose a solution by going back to the basics of inventory management. This simple solution can ensure that the right product is available at the right place at the right time. Then, the company does not have to lose a single customer. Tune in to understand how to implement a simple solution to ensure continuous availability of...
Jun 16, 2021•33 min•Ep 5•Transcript available on Metacast Try to visualize this - a phone manufactured in China must reach an Indian retailer just before a consumer walks in demanding that make and model. If it arrives too late, it’s a lost sale. If it arrives too early, it adds to the inventory carrying cost of the retailer. Is it possible to ensure that no customer is ever disappointed, while also keeping your retailers happy? If we understand what prevents us from achieving both these objectives, maybe seamless availability of a product can be guara...
Jun 09, 2021•39 min•Ep 4•Transcript available on Metacast In the last episode we discussed how to win long-term loyalty of retailers. However, in many product categories there can be other influencers for a purchase- it could be architects/ carpenters for furniture, masons/engineers for construction products, mechanics for automobiles and so on. These influencers can strongly and positively sway the end customers towards a specific brand. So, as we promised in the last episode, we have come back to discuss how we can nurture a strong bond with t...
Jun 02, 2021•36 min•Ep 3•Transcript available on Metacast Most companies try hard to win retailer loyalty through various temporary offers and schemes. However, these standard, time bound, volume-slab wise, schemes do not promote any real loyalty (retailers opportunistically shift between different schemes to secure the best possible deal); these schemes exclude small retailers almost completely (as they cannot pick up enough volume to qualify); and often promotes self-dumping (due to greed to qualify for schemes). Consequent results are disruption of ...
May 26, 2021•27 min•Ep 2•Transcript available on Metacast In the first episode, we present to you the ubiquitous Month-End Skew in sales. In distribution companies the usual sales pattern is 10:20:30:40 over the four weeks of a month. This sales pattern is popularly described as the “Hockey Stick” sales syndrome and is accepted as a normal industry phenomenon. It is not often realized that this hockey stick does huge damage in terms of lost sales and prevents faster growth of sales. In this episode we discuss why this happens and how can we solve for i...
May 04, 2021•11 min•Ep 1•Transcript available on Metacast 
