About this Presentation
“Boosting sales, productivity and profits by 50% in less than 6 weeks and ongoing” Introducing Throughput Compression, Smart Pricing Decision Support Tool and Case Study Update for 2020. In this modified* presentation we will learn how a small Australian family business increased sales by 50%, increased its sales quote conversion rate from 30% to over 95%, and reversed declining profit margins in the space of just 6 weeks. This presentation provides a deep look into how the company applied Throughput Accounting methods to achieve these results with an update for 2020. We will introduce the technique of “Throughput Compression” based on backward and forward levelling introduced by Dr Eli Goldratt in his book The Haystack Syndrome. Whilst Dr Goldratt applied this process to internally constrained operations, this case study shows how it can be applied to “market” constrained operations to concurrently: a) Turn a loss making period into a profitable one, b) Expose and condense available capacity for the sales team to exploit using a decision support tool for Throughput Pricing, and c) Increase Throughput Velocity (the speed of making money) for the whole business. d) Grow the top line from $10.8m to $17.8m (+60%). Various pricing scenarios with the Pricing Decision Support Tool to win jobs will be demonstrated along with how the sales and production teams work together visualising current and future capacity and their approach to best maximise Throughput. Video length: 1:01:31. PDF: 106 slides.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Instructor(s)
Jennifer Eckman
Ms Alka Wadhwa
Alka Wadhwa is an experienced consultant and process improvement expert with over 24 years of expertise in the Theory of Constraints (TOC), Lean Six Sigma, and organizational performance optimization. She has successfully led projects in healthcare, financial services, and manufacturing, driving significant improvements such as a 67% boost in hospital operations and a 140% increase in outpatient visits.
Previously, Alka Wadhwa spent 17+ years at GE Global Research Center, where she led initiatives to enhance various GE businesses through advanced technologies, process redesign, and system optimization. Founder of Better Solutions Consulting, LLC, she specializes in using TOC, Six Sigma, and data analytics to streamline operations and build high-performance teams.
Her work has earned her multiple accolades, including the Empire State Award of Excellence in healthcare.
Dr Gary Wadhwa
Dr. Gary Wadhwa is a Board Certified Oral & Maxillofacial Surgeon with extensive experience in the field. He completed his Oral & Maxillofacial Surgery training at Montefiore Hospital, Albert Einstein College of Medicine in Bronx, NY, and has served as an Attending at prestigious institutions like St. Peters Hospitals, Ellis Hospital, and Beth Israel Hospital in NY. With a career spanning over two decades, he was the former CEO and President of a group specialty practice in NY from 1994 to 2015. Dr. Wadhwa holds an MBA from UT at Knoxville, TN, and has undergone additional training in System Dynamics at MIT, Health System Management at Harvard Business School, and Entrepreneurship and healthcare innovations at Columbia Business School. Committed to expanding access to Oral & Maxillofacial Surgery care, he is currently engaged in a meaningful project to provide healthcare services to underserved populations in inner city and rural areas through non-profit Community Health Centers.