Tag Archives: sales

January 23 Webinar – Inventory Productivity: Missing Link Between Supply Chain Management and Sales

Posted on January 17, 2012 by Jonathan Byrnes

I will be presenting a live webinar, Inventory Productivity: Missing Link Between Supply Chain Management and Sales, on Monday, January 23 from noon to 1 p.m. EST, offered by the MIT System Design and Management Program Systems Thinking Webinar Series. … read on →

Posted in Operating for Profit Tagged inventory, profit, sales, supply chain management

Precision Forecasting

Posted on September 14, 2011 by Jonathan Byrnes

Have you ever had an experience at a meeting that you will never forget? Here’s one of mine. A few years ago, I was advising a major company in restructuring its supply chain and customer relations. I visited one of … read on →

Posted in Thinking for Profit Tagged forecasting, profits, sales

Unlikely Operations Heroes – Sales Reps

Posted on June 10, 2011 by Jonathan Byrnes

A few weeks ago, I met with the top operations managers of a major multinational consumer products company. These executives were very interested in understanding how to become more innovative. What could they do? What have other companies done? What … read on →

Posted in Operating for Profit Tagged operations, profitability, sales, supply chain

The Myth of the Operations Hero

Posted on December 10, 2010 by Jonathan Byrnes

Did you hear about the railroad operations manager who stayed up all night in a snowstorm helping right a derailed boxcar so the train could get through on time? If you were running the railroad, what would you do – … read on →

Posted in Operating for Profit Tagged management, operations, profit, sales

Unlikely Sales Heroes – Supply Chain Managers

Posted on September 24, 2010 by Jonathan Byrnes

You finally landed your first orders from that really important high-potential account. When should you bring in your supply chain managers? In most companies, the standard progression is for the sales rep to focus on ramping up the sales volume, … read on →

Posted in Selling for Profit Tagged account management, profitability, sales, supply chain management

Profit from Managing Returns. Yes, Returns.

Posted on August 25, 2010 by Jonathan Byrnes

What do a typical hospital and a typical retailer have in common? They both have a problem managing returns. Let me explain. About a year ago, I spent a day with the President’s Cabinet of a major medical center. This … read on →

Posted in Operating for Profit Tagged healthcare, hospital, profits, returns, sales, supply chain

Managing in a Deflationary Economy – A View From Malaysia

Posted on August 20, 2010 by Jonathan Byrnes

Today’s economic news features descriptions of our stalled economy, punctuated by concerns that we may slip into deflation. Most U.S. managers have not had direct experience with managing in a deflationary economy. This economic environment creates extraordinary challenges and requires … read on →

Posted in Thinking for Profit Tagged deflation, inventory, leadership, Malaysia, management, sales, strategy

If I Ran My Customer… Part 2

Posted on August 6, 2010 by Jonathan Byrnes

Profits are your reward for meeting customer needs. The questions on the table are: Which customers? And which needs? In my last post, I discussed the first question, which customers? Today, I’ll focus on the second question, which needs? The … read on →

Posted in Selling for Profit Tagged innovation, product development, profits, sales, strategy