Counterpoint Podcast

In this episode of the Counterpoint podcast, R.C. Bhargava shares how Maruti's unique management approach helped shape India's auto sector. Learn key lessons to transform your organisation.

In this episode on the Counterpoint Podcast, we talk about how Quick Commerce brands have revolutionised the way urban Indians shop for essentials and the challenges they are posing for age old kirana stores.We also touch upon how the retail landscape in India will evolve.

In this podcast, we delve into the journey of Just-In-Time (JIT) in the automotive industry, exploring its rise, implementation challenges, and the emerging need for a more adaptable pull-based system. We discuss how traditional JIT practices are struggling with demand fluctuations, supply chain inefficiencies, and inventory imbalances. Tune in to understand how a new, more innovative approach—focused on flexibility, buffers, and real-time responsiveness—could transform supply chains, reduce costs, and create more seamless production flows across the industry.

In this episode we will talk about our latest whitepaper - From Threads to Trends. This white paper on the sheds light on the persistent challenges in the apparel retail supply chain and presents forward-thinking strategies to drive efficiency and profitability. It reveals how prolonged lead times – often extending from 6-9 months – continue to disrupt supply chain efficiency in apparel retail. Drawing from extensive research and industry insights, it highlights key inefficiencies caused by outdated supply chain practices, forecasting errors, and the reactive nature of inventory management. The findings show that up to 40% of inventory is sold at discounted prices due to supply chain mismatches, undermining both profitability and brand positioning. It proposes a differentiated product lifecycle approach. By categoriSing merchandise into Perennials (core items), short life cycle items (semi-Perennials), and very short life cycle items (True Fashion), brands can streamline supply chains, reduce markdowns, and better adapt to evolving consumer demand for success.

The auto industry thrives on momentum, but what happens when dealerships are stuck with unsold cars? As it has happened in the recent months. Excess inventory can choke cash flow, force heavy discounts, and disrupt the entire supply chain. In this episode, we take a closer look at why inventory levels at dealerships have soared, and the challenges this creates. Joining us are Naveen Phillip, MD at Popular Vehicles And Services Ltd, a pioneer in the automobile dealership and service industry, and Ravindra Patki, Senior Partner at Vector Consulting Group. They share expert insights on why forecasting often fails, and how customer demand patterns influence stock levels. Listen in to find out what happening in the industry!

In this podcast episode, hosted by Shubham Agarwal and featuring Chandrachur Datta, Partner at Vector Consulting Group, we dive into the essence of managing operations. Explore how to handle fluctuating demand, manage capacity challenges, and eliminate inefficiencies using strategic buffers. Gain actionable insights and hear real-world examples that can transform your operations.​

Explore the intricacies of supply chain management in this Counterpoint Podcast episode. Join Shubham Agarwal as he interviews Abhishek Sharma, VP - Supply Chain fromBlackberry's Menswear division, revealing how innovative strategies are transforming supply chain operations for better efficiency and growth.  

Discover how Royal Enfield revolutionized its supply chain management with a dynamic Replenishment Model. CEO B. Govindarajan shares insights on overcoming spare parts challenges, boosting efficiency, and bringing customers back to service centers, thanks to improved service and parts availability.

Dive into the fusion of data and storytelling, uncovering how numbers and narratives intertwine to drive innovation and change. Join us at the forefront of this exploration, shaping the future of how stories are told and understood in a data-driven world.

Discover the ingenuity behind Fleetguard's approach to inventory and sales that prioritizes performance and satisfaction over traditional incentives. Tune in to understand the dynamics of a business model that thrives on mutual growth, strategic partnerships, and a relentless pursuit of excellence.

Join us on a journey through the transformative world of retail with Arvind Fashions on the Counterpoint Podcast. Host Shubham Agarwal sits down with MD & CEO, Shailesh Chaturvedi to explore their leap towards a more efficient, profitable supply chain. Learn about their strategy for optimizing inventory and enhancing gross margins. Listen now!

Delve into the dynamics of the real estate market with our latest Counterpoint Podcast episode. Understand the puzzling decline in Internal Rates of Return (IRR) despite a thriving demand. Tune in to this episode to access expert analyses and discover actionable strategies for enhanced profitability in real estate investment.

Tune in to the latest episode of the Counterpoint podcast where we delve into the complex issue of managing an ever-increasing product range within companies. In this insightful episode, Arvind Rana, Partner, Vector Consulting Group dissect the dilemmas faced by organizations, from conflicting demands of sales teams and NPD departments to the financial implications of expanding product ranges. He further shares an invaluable insights into why simply adding more products isn't always the answer and how it can lead to operational inefficiencies and decreased profitability. Listen to the full episode to learn how trimming product ranges can lead to enhanced focus, improved operational efficiency, and ultimately, increased sales

Pharma labs often need help with non-conformances, which hurts their business significantly. Over time, they have only been able to make minor tweaks in their processes, but they have not yet zeroed in on the core problem – Cognitive Overload. Achal Saran Pande, Partner at Vector Consulting Group, helps understand the issue of Cognitive Overload and details how to solve it.

Join us in this eye-opening episode as we plunge into the world of USFDA warning letters hitting pharma companies worldwide. Analyst error often takes the blame for quality issues, but is it truly the culprit? Let's delve deeper with Abhinav Srivastava, senior consultant at Vector Consulting Group.    Together, we'll break the barriers, get to the real root cause, and explore the groundbreaking solution that Vector has successfully implemented!    Don't miss out on these actionable insights to resolve quality issues and make a profound impact in the pharmaceutical world. Tune in now!   #USFDA #PharmaCompliance #InnovativeSolutions #VectorConsulting 

There couldn't have been a more fitting topic to commemorate the 50th episode of the Counterpoint Podcast. In the previous episode, we delved into how Vector ensures flawless implementation and execution of solution elements for our esteemed clients. In this episode, we unveil the second and final tool that guarantees exceptional outcomes for all our clients.   Introducing 'Systemic Analysis & Holistic Intervention.' Although the name may sound complex, fear not! We will break it down step by step, exploring how we leverage this approach in our projects and how it can benefit you.   Don't miss out—tune in!

Whenever we have a brilliant idea in our heads, we tend to get attached to it and sometimes become obsessed with it. However, more often than not, the idea remains just an idea, never seeing the light of day. Obviously, an idea is valuable only when it is implemented and implemented well. In this episode with Visu, a senior consultant at the Vector Consulting Group, we explore how Vector has mastered the art of implementing ideas to perfection. We discuss the most important aspects of implementing an idea or a solution and how we overcome the challenges that come our way.

Manufacturing companies tend to be unaware of the 'Real Capacity' of their plants. Typically, companies make an estimate of their capacity based on a 'median' product mix they manufacture, capacity defined by equipment suppliers, or experience over time. This then becomes a benchmark used to measure plant efficiency. Companies may even elevate capacity when output consistently reaches this benchmark.  Through their implementations, Vector Consulting Group has consistently delivered much higher output from the existing capacity, surprising and startling plant operators. In this podcast, Achal Saran Pande, Senior Partner at Vector Consulting Group, discusses common misconceptions in calculating the 'Real Capacity' of a plant and sheds light on how to unearth hidden capacity in almost all plants. Tune in to unravel this mystery. 

Vector Consulting Group has developed a unique thinking process that combines the work of great philosophers such as Aristotle, Francis Bacon, Karl Popper, scientist David Deutsche, and management guru Eli Goldratt. This approach that we call the Scientific and Systems Thinking approach, has been instrumental in helping us find breakthrough solutions for our clients. Our commitment to sharing our knowledge and expertise with the world continues in Season II of the Counterpoint podcast. In the second episode of this season, Satyashri Mohanty, dubbed "The Coach" at Vector Consulting Group, will be explaining one of the facets of Vector's Thinking Processes - Deep Causal Thinking. Satya provides an extremely simple example to first explain the Deep Causal Thinking approach and then describes its significance in conducting diagnostics for business situations. We encourage you to listen in and try to apply these concepts to your own environment.

Thanks to all our listeners for the phenomenal positive feedback that you gave us for Season 1 of the Counterpoint Podcast. We are now back with Season 2. Companies launch new products and services frequently with the intention of offering customers new experiences while increasing their own market share. Unfortunately, there is a big risk - no one can guarantee the success of a new product. In this episode of the Counterpoint Podcast, we will examine the mystery behind new product failures, identify the core conflict underlying them and discuss steps to enable the success of every new product or service you launch.

In the first part of this 2-episode series on software development, we discussed the challenges posed by both Waterfall and Agile (scrum) methodologies and why using these could lead to a loss in productivity. We had promised to come back with a new solution that can overcome these challenges and yield very high productivity jumps. So, in this episode, we have invited Anantha Keerti back to describe the new "Rapid Feature Flow Model" innovated by Vector. He discusses why adopting the model's 'flow principles' can help companies increase productivity by 70-90%, reduce rework by 50-80% and increase release frequency by 2-3 times. All this while creating a stress-free work environment for developers! Don't miss this one, especially if this affects your industry directly or even indirectly. Tune in!

'Meetings, meetings, everywhere, no value added!' Is this true for your organization too? Do you also have endless number of meetings every day? Do you also feel that you are just moving from one meeting to another without accomplishing anything or deciding on a concrete way forward? We know that a lot of you out there are tired of attending pointless meetings. So, in this episode we will discuss how to make your meetings more productive and which kind of meetings must be done away with totally. Tune in!

It is not uncommon for companies to have multiple improvement initiatives underway at the same time. But very often these projects are delayed or don't deliver the results envisaged when they were initiated! Vector has helped many companies undertake very successful transformation projects. So, in this 'less than ten minutes' episode Kiran Kothekar, Founding Director, shares a story of his meeting with the MD of an FMCG company, to ​illustrate why so many improvement initiatives fail and what leaders can do to get quantum improvements to happen in their organizations in the shortest possible time To understand more about why less is more when it comes to improvement projects read:https://www.vectorconsulting.in/blog/systems-thinking-innovation/too-many-cooks-spoil-the-growth/

In this podcast we visit the challenges posed by Waterfall and Agile (scrum), the most popular methodologies for software development. While examining Agile, Anantha helps us question some of the assumptions behind few of its practices like - working with small ‘self-sufficient' teams, keeping design and requirements fluid & use of standard sprint cycles. He describes how by understanding the wrong assumptions, and by exposing the generic conflict underlying all software development processes, a truly agile software development method can be evolved. Tune in! Read more about the generic conflict underlying all software development processes here: https://www.vectorconsulting.in/blog/pull-solution-for-projects/not-so-agile/

Agri-equipment manufacturing companies tend to have a major challenge in managing operations since demand is significantly dependent on seasons, level of rainfall, festivals, etc. Mr.Antony Cherukara, discusses how by adopting a pull-based supply chain, companies can become flexible enough to adjust themselves to changing market demand in such a way that sales loss for the company can be prevented while simultaneously de-stressing operations both for​ themselves and their suppliers. Tune in! To find out more about how destress supply chains by buffering it from demand fluctuations please read: https://www.vectorconsulting.in/research-publications/equipment-manufacturing/revving-up-the-agri-equipment-business/

In this episode of the Counterpoint Podcast, we bring into focus the challenges that the pandemic has caused on the already disrupted supply chains of pharma companies in India and across the world. Achal Pande first gives us an analogy from the way train networks function to explain the real challenge with pharma operations. This makes it super-easy to understand the core problem in this environment. He then discusses how all the challenges can be sustainably eliminated to improve lead time and increase output. This will enable companies to respond with agility to changes in demand. Tune in! For more details please visit: https://www.vectorconsulting.in/big-idea/accelerated-pharma-manufacturing/

In the last episode on Mystery Analysis, we set the groundwork for why and how to do an analysis that would help us reveal the causality behind our post-implementation results. We also touched upon two concepts or approaches that could be used for detecting the mystery. This episode goes into details of these methods and subsequent steps to be followed. Tune in! A useful article to read while trying to understand the nature of 'cause and effect' can be found here: https://www.vectorconsulting.in/blog/systems-thinking-innovation/thinking-clearly/

We are back with the Thinking Processes series. In the last episode of the series, we had promised to discuss about 'Mystery Analysis'. So, this episode elucidates the kind of analysis that is required to be done post-implementation of a change initiative if the results do not match expectations. If results are lower, then this analysis is needed to take necessary precautions in the future. It is also equally important to do the analysis if we get better than expected results. This will help replicate it in the future. Tune in to understand why we need Mystery Analysis and the best approach for such an analysis.

The fashion industry is known for its seasonality, for the seasons bring with it the need for change in the entire range of clothing. But for the clothing companies, this poses a big challenge, the challenge of huge inventories that are left behind with every switch of a season. Moreover, the inventories cannot be used in the subsequent year because of the fast-changing fashion trends. Hence, this poses a big concern for the entire industry and has been so for decades. But not anymore, we have with us today, two guests: Anindya Ray, Chief Sourcing Officer and CHRO, Arvind Fashions Limited and Sachin Jain, Senior Partner, Vector Consulting Group, and an expert at distribution and supply chain solutions. We discuss the reasons behind why seasonality is such a huge concern and how we can break free from this constraint and make the seasons irrelevant. Tune in!

It is important for effective control of organizational activities to establish clear accountability for desired outcomes. Hence, there is a practice of using KPIs or KRAs or a related term to define individual targets. But what if we claim that these individual targets do not achieve their intended purpose. In fact, they might often result in an organization being fraught with friction between teams, blame games, poor agility and rampant system tampering behaviour. Can any sense of control ostensibly brought in by assigning individual targets be a mere mirage? Let's hear what Satyashri Mohanty has to say on this topic and lets also ask him if he can suggest a better solution to drive outcomes in companies. Tune in! Read about a radically new approach to align people to the organizational goals here :https://www.vectorconsulting.in/blog/toc-leadership-paradigms/management-by-tactics/

In the previous episode of this series, we discussed the challenges and probable pitfalls of implementing a pull distribution strategy as against a conventional push system. We left off the discussion at the end of the pilot phase. In this episode, we chart out the journey from the end of the pilot phase to the scale-up phase and look at how the nature of challenges change in this phase. We conclude by discussing how these can be tackled to ensure speed and effectiveness of this transformation journey. Tune in! Find out more about implementing the pull distribution system here: https://www.vectorconsulting.in/research-publications/consumer-goods-and-retail/the-road-less-travelled/

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/

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/

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: https://www.vectorconsulting.in/research-publications/auto-auto-components/de-stressing-npd/

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

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: https://www.vectorconsulting.in/research-publications/consumer-goods-and-retail/a-folly-called-trade-promotions/

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/

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 reaches such sales saturation points and then discusses the steps companies need to take in such situations, to reach for and achieve the next leap in sales performance. Tune in! For some interesting details visit: https://www.vectorconsulting.in/blog/pull-solution-for-distribution-and-sales/sailing-the-last-mile/

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 has used many examples and case studies to help bring clarity to this new methodology. Tune in! View the presentation at: https://bit.ly/30WKkHo Read for knowing more about implementing this method in pharma drug development: https://www.vectorconsulting.in/research-publications/consumer-goods-and-retail/generic-drug-development-the-prescription-for-success/

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

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 future supply chains of spare parts. Tune in! For more details of the solution visit: https://www.vectorconsulting.in/research-publications/auto-auto-components/spare-parts-strategy-for-oems-in-automobile-sector/

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 to ensure smooth operations. For more details, visit: https://vectorconsulting.in or write to us on our social media handles.

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 . Tune in! For more details, write to us at https://vectorconsulting.in/

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 germinate. Tune in! To read more details about how OEMs can manage spare parts availability, read: https://www.vectorconsulting.in/research-publications/auto-auto-components/spare-parts-strategy-for-oems-in-automobile-sector/ Write to us at https://vectorconsulting.in

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 article: https://www.vectorconsulting.in/research-publications/equipment-manufacturing/get-more-out-of-less/ You can write to us on our social media handles or at https://vectorconsulting.in

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 but also takes into consideration uncertainty of demand and effect of a decision on the system constraint, to arrive at a holistic financial impact of any decision. Tune in to also learn about the software tool developed by Vector to facilitate this holistic decision-making process in any organisation. For more details on this topic, you can check out the article at: https://www.vectorconsulting.in/blog/nuances-of-toc-concepts/throughput-accounting-an-introduction/ For any further queries, please write to us on our social media handles or at https://vectorconsulting.in/ Podbean ID: '4vi3hsfr'

'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-and-organization-culture/ For any queries or concerns, reach out to us at https://vectorconsulting.in

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. Tune in! For more details on this topic, check out the article https://www.vectorconsulting.in/blog/systems-thinking-innovation/ignoring-the-future/ For any queries, write to us on https://vectorconsulting.in

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 when wrong decisions are taken. Tune in! For more details, you can write to us on our social media handles or at https://vectorconsulting.in

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: https://www.vectorconsulting.in/blog/nuances-of-toc-concepts/know-your-constraints/ You can write to us on https://vectorconsulting.in or any of our social media handles.

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 customers to develop new business, and on the other they must focus on support activities and current leads to ensure monthly order booking and sales targets. Most of their capacity tends to be taken up by the second. However, if this conflict is not addressed, a company cannot expand customer base and increase market share beyond a threshold without increasing the sales team! Tune in to find out how they solved this conflict! You can watch the video version and read more about this transformation at: https://www.vectorconsulting.in/our-work/godrej-interio-institutional-business/?type=solution