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2015 TOCICO International Conference

Executive Track Keynote Presentation


Humberto Baptista
HUMBERTO BAPTISTA
CEO
Vectis Solutions
Telma Pinheiro
TELMA PINHEIRO
Chief Operating Officer
You by Piccadilly

TOC Retail: Beyond Stock and Mix
September 6, 2015

The TOC solution for Retail is the grandchild of the TOC solution for Distribution, and although it evolved significantly to expose even deeper focus than previously known it is still mostly – if not completely – dedicated to deal with stock and mix decisions. Even the 2009 Retailers S&T by Eli Goldratt touches briefly a few points beside these two.

Based on 7 years of experience in Retail TOC, Humberto together with Telma provide a comprehensive view of the retailing ecosystem with the elements that are less mentioned but also quite important to retailers using TOC. The concept of constraint in retail is revisited and challenged. The concept of Decisive Competitive Advantage is discussed as well as the challenges associated with it. A generic model of retailing is presented to capture all the flow and serve as a basis to understand everything that is done in such an organization.

Taking this generic model we move through the supply chain towards the end-consumers analyzing issues like the relationships with suppliers, the role of integrated (own) production, the structure of distribution, the layout and visual merchandizing of stores, the differences between self-service and served stores and their relationship with different products. Also we cover pricing, the evaluation of conversion and in flow rates, the consumer life cycle, the role of e-commerce as a challenge to the core assumptions of MTA and others.
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HUMBERTO BAPTISTAis CEO OF Vectis Solutions.Vectis Solutions, former member of Goldratt Group. Led from VV projects on Consumer Goods and Retail to manufacturing, projects and services, translation (TOC Insights, GWS in CCPM, S&Ts, etc.), taught TOC VV Application Experts and Project Leaders worldwide. Current interests: TOC Principles, Implementations by S&Ts, advanced TOC Finance, TOC Retail, TOC NPO (Government, Health and Education) and TOC4.

TELMA PINHEIRO. Currently the COO of You by Piccadilly a TOC Retail start-up company in Brazil, demonstrating what a company can do when built from the ground up with TOC. Telma also has extensive managerial experience in Retail, Consumer goods and IT. She was responsible for the Sports line of Alpargatas (the largest shoe manufacturer in Brazil), the expansion in Magazine Luiza (a large Eletro Eletronics retailer in Brazil) among others.

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