Breaking the Retail Paradox – The TOC Way

End of
Stock
Season Discounts
Outs
Sale

New Old
Product Inventory Margins
Introduction

Program Overview

Today the Retail Industry is facing issues of not making enough

profits and getting the desired Return on Investment. In order Workshop Participants
to achieve this, Retail Companies are launching new stores
which do not translate into expected sales and ROI. On one The workshop is designed
side, the inventories held by companies are increasing for few for senior management of
set of products and at the same time there is significant level Retail Companies:
of shortages/stock-outs causing immense loss of sale. The • CEOs with their
companies end up liquidating considerable amounts of stock leadership team
on much lower price in order to release the blocked cash. This • COOs/Business Leaders
reduces the sales, increases the investment and need for cash. with key team
• New Product
In this one-day session, you and your team will learn a Development Heads
powerful process based on Theory of Constraint • Marketing Heads
Methodologies for Retail developed by Dr. Eliyahu Goldratt • Functional Heads with
which has proven records in many Global & Indian Retail their teams
Companies. Some of the fundamental questions which this
workshop will help you answer are: The workshop flow and
design is most beneficial

How to differentiate the retail chain from other chains? when at least 2

How to increase profitability from existing chain? participants from the same

How to increase traffic to the store as well as conversion organization participate
to sale, without compromising on the margins?

How to sell more with fewer inventories and find the
right amount of choice for the customer?

How to expand the business network without reducing
the ROI?

How can we create stability in the operations of the
store?
 Program Contents :
1. Viable Vision - Managing Growth & Stability
2. The Impact of Shortages & Surpluses on Retail Workshop Fees:
3. Aligning Supply Chain with Market Demand For RAI Member: Rs. 7999/-*
4. Merchandise Management For Non Member: Rs. 12000/-*
5. Category Management
6. Aligning New Product Introduction
7. Managing Performance of the Stores

Faculty for the Workshop

Rami Goldratt currently serves as CEO of Goldratt

Group, the leading organization in Theory Of
Constraints (TOC) implementations. Over the years,
Rami has been involved in consulting engagements
with Retail and Supply Chain companies around the
world. Rami is considered one of the most influential
leaders of the TOC body of knowledge, and is highly
regarded for developing the TOC applications to
Sales and Marketing.
Ritesh Kapur is a Senior Consultant in GC India team.
Ritesh, a graduate of IIM Calcutta, has been leading
major improvement initiatives with leading Retailers in
Fashion, Jewelry, Watches and Electronics in India.
Roei Raz is a Senior Consultant in GC Global, leading
major initiatives with Retailers and Supply Chain
companies around the world. Roei is considered one
of the influential leaders in developing TOC
applications for the Retail Industry.
“TOC has made us more
analytical and also made us
focus on global optima rather
than local optima. Goldratt
Consulting’s approach is very
ambitious in target setting and
they put their neck on the block.
The number one element in the
TOC approach for Retail is the
ability in breaking the conflict
between inventory cost and
sales.” - Mr. Avijit Mitra, Chief
Financial Officer, CROMA

“What has been rather impressive is the simple, common sense, principles of SKU categorization
(Bestsellers, Best Alternatives, etc.) combined with the systematic replenishment processes. The
case for the TOC methods was compelling from the beginning. The discipline of getting the
assortment right in each store is the critical first step. This has been achieved, not fully yet, but
substantially, by combining top level sales/stock analysis with local store knowledge. Thereafter,
systematically applying the TOC principles of categorization and replenishment has kept the
assortment alive for as many days as possible. Goldratt Consulting is exceptionally good at
converting complex concepts into simple English; very sharp in their observations; very clear about
the need to get ownership across the board to overcome attitude blocks to implementation; overall
a pleasure to work with.” - Mr. C. K. Venkataraman, Chief Operating Officer, TANISHQ

Date : 15th April 2015, Wednesday An Exclusive Opportunity to interact with Mr. Rami Goldratt &
Time: 9:30 AM to 5:30 PM
get possible Strategical TOC direction for your business.
Venue : The Connaught Hotel For scheduling the meeting & further information, please
37, Shaheed Bhagat Singh Marg, contact the program coordinator.
Next to Shivaji Stadium,
New Delhi-110001 (India)

Program Coordinator from RAI:

Lawrence Fernandes, +91-9029089915, lawrence@rai.net.in Hurry, limited
seats!
Program Coordinator from Goldratt Consulting:
Divya Shori, +91-8197023026, divya.shori@goldrattgroup.com