Welcome to the Counterpoint podcast, brought you by the Vector Consulting Group.
Each episode will explore how a Systems approach and the Thinking Processes of Theory of Constraints, can be combined to design breakthrough solutions for complex and chronic business problems across industry segments. The focus of each podcast is to validate the theoretical constructs behind these innovative solutions and to discuss the practical aspects of implementing them.
Ep#34: Is direct distribution of the full market possible?
Why is it that even though many companies realise that there is significant sales loss because they are not available in the huge number of small outlets, they still do not try for direct distribution of the full market? Is it really possible? Why is it that the industry conventionally uses weighted distribution & incremental growth and accepts incomplete distribution? Can using numeric distribution be a better and more progressive metric? Find answers to all these questions in this discussion with Puneet Kulraj. Tune in!
For more information on how to achieve 100% direct distribution without increasing inventory visit: https://www.vectorconsulting.in/research-publications/consumer-goods-and-retail/100-availability-with-less-than-half-the-inventory/
Ep#33: Conversations with Business Leaders: Saket Agrawal, Managing Director, MSP Steel and Power Ltd.
Commodities like steel are a challenge to differentiate based on product features. So, conventionally, steel companies are forced to compete almost solely on price/margins to win orders from customers/dealers. Unfortunately, 'price' is very difficult factor to sustain as differentiator. However, there a way for companies to differentiate themselves using reliability of service in commoditised markets like steel.
Tune in to find out how MSP Steel and Power Ltd. transformed its strategy and operations to create a clear distinctive edge in the steel industry.
To read more about how reliability can be sustainable competitive edge for companies read:https://www.vectorconsulting.in/research-publications/equipment-manufacturing/reliability-of-delivery-brand-positioning-opportunity-for-custom-manufacturing-organizations/
Ep#32: New Product Development in Auto Sector: Challenges and Solutions
Enormous workload, high uncertainty and heavy dependence on external suppliers all have together made the task of new product development in the auto segment is very challenging and stressful. The process is riddled with rework, problems in production stabilisation, and delays in launch. However, by questioning the traditional paradigms of project management and resolving the core conflict in this environment, NPD lead times can reduce by as much as half. Tune in to find out how for more information on how Auto NPD can be managed to meet stakeholders’ expectations, click here:
Ep#31: End-to-End Pull Distribution | Managing the challenges of transformation
The pandemic brought a totally new level of uncertainty in the business of distribution companies. Detailed plans and forecasts went haywire for many companies. But there were still that stood out from their counterparts in the industry who had unique supply chains designed for agility. These companies had re-designed their end to end supply chain, much before the pandemic, to react rapidly to vagaries of demand.
While agile or rapid reaction end to end supply chains is the need of the hour, the implementation of these concepts is not easy. Let us understand the difficulties and challenges of creating such agile supply or distribution chains. Tune in!
For more details, log onto https://vectorconsulting.in
Ep#30 Conversations with Business Leaders: Siddharth Bansal, Executive Director, Skipper Limited
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. Also discussed is an innovative retailer/plumber loyalty program and the benefits Skipper Pipes realized from this. Tune in!
For more information about the lacuna of traditional trade promotional schemes visit:
Ep#29 Go-To-Market Strategy for Year-On-Year sales growth
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 solution for the retail environment. Tune in!
For a recap of the "pull" mode of sales and how it leads to a big sales jump read : https://www.vectorconsulting.in/research-publications/consumer-goods-and-retail/the-road-less-travelled/