Isn't It Obvious?

1. Embrace change through understanding its impact

"People judge the proposed change. They judge the benefits and they are evaluating the risks involved. If they come to the conclusion that the change is good they accept it, if they come to the conclusion that the change is bad they resist it."

Change is not inherently resisted. People evaluate changes based on perceived benefits and risks. To successfully implement change:

• Address four key factors:

  • The potential benefits ("pot of gold")
  • The effort required ("climbing the mountain")
  • The consequences of not changing ("alligator")
  • What might be lost by changing ("mermaid")

• Understand and correct misconceptions about these factors

• Demonstrate how the change aligns with individuals' and organization's interests

By framing change in terms of these elements, leaders can more effectively gain buy-in and support for new initiatives.

2. Reduce inventory to increase profitability

"Paul, don't you realize how important this is? Look at the global picture…"

Inventory reduction dramatically improves ROI. By reducing inventory levels, companies can:

• Increase inventory turns (from 6 to over 30 per year in Paul's case)
• Improve cash flow and free up capital
• Reduce storage and handling costs
• Minimize obsolescence risk

However, inventory reduction must be balanced with maintaining product availability. The key is to hold the right amount of inventory at the right locations, based on actual demand patterns and replenishment times.

3. Implement daily replenishment based on actual consumption

"We are now running the most efficient store of the whole chain. But I think we can still improve. We still carry a lot of excess inventory."

Daily replenishment aligns inventory with actual demand. This approach involves:

• Tracking daily sales data for each SKU
• Replenishing only what has been sold
• Maintaining a minimal safety stock (e.g., 2 weeks' worth)

Benefits of this system include:

• Reduced inventory levels
• Improved product availability
• Increased sales due to better stock assortment
• Higher inventory turns and profitability

Implementing this system requires close coordination between stores, warehouses, and suppliers, as well as robust data tracking and analysis capabilities.

4. Aggregate inventory at the most accurate forecast point

"The forecast is the worst at the store level, and we can't change that. According to chaos theory, trying to predict accurately what the demand will be for a particular SKU in a particular store is as useful as trying to accurately predict the weather a month in advance."

Centralize inventory to improve forecast accuracy. Aggregating demand across multiple stores or regions reduces variability and improves forecast accuracy:

• Store-level forecasts: Least accurate
• Regional warehouse forecasts: 3x more accurate than store-level
• Central warehouse forecasts: 3x more accurate than regional-level

By holding inventory centrally and distributing based on actual demand:

• Overall inventory levels can be reduced
• Product availability improves
• Flexibility to respond to demand fluctuations increases

This approach requires efficient logistics to quickly move products from central locations to where they're needed.

5. Shorten supply lead times through strategic partnerships

"We place small orders, weekly orders, just the transportation time in advance. Transportation time plus one week for cutting and sewing, to be exact."

Collaborate with suppliers to reduce lead times. By working closely with manufacturers:

• Place smaller, more frequent orders based on actual demand
• Reduce the time between order placement and delivery
• Maintain flexibility in product mix while ensuring overall volume

Key strategies:

• Negotiate umbrella agreements guaranteeing total purchase volumes
• Hold inventory as raw materials (e.g., dyed fabric) rather than finished goods
• Allow manufacturers to adjust production schedules with short notice

These approaches reduce risk for both retailers and manufacturers while improving responsiveness to market demands.

6. Overcome resistance by addressing concerns and demonstrating benefits

"If you understand that fundamental truth, you'll listen to their arguments and you have a chance to change their mind. If you stick to your belief that they are programmed to resist, you'll be a very bad manager because your alternatives narrow down to giving up or to using force."

Address concerns to gain support. When implementing changes:

• Listen actively to objections and concerns
• Provide data and examples demonstrating benefits
• Address potential risks and how they'll be mitigated
• Show how the change aligns with individual and organizational goals

Specific strategies:

• Use pilot programs to prove concepts
• Provide clear explanations of how new systems will work
• Offer training and support during transition periods
• Celebrate early successes to build momentum

By engaging stakeholders and addressing their concerns, leaders can build trust and increase buy-in for organizational changes.

7. Transform purchasing strategies to align with market demands

"Caroline smiled. She clicked open the list Roger had compiled of items he could not obtain from the other regions. In less than fifteen seconds she extracted the items purchased from Gupta's company."

Adapt purchasing to support agile inventory management. Modern purchasing strategies should:

• Focus on flexibility and responsiveness
• Leverage data to identify high-demand items
• Negotiate contracts that allow for frequent, small-batch orders
• Build strong relationships with key suppliers

Techniques to improve purchasing:

• Use real-time sales data to inform ordering decisions
• Implement vendor-managed inventory systems where appropriate
• Explore options for local or near-shore production to reduce lead times
• Develop contingency plans for supply chain disruptions

By aligning purchasing strategies with inventory management goals, companies can reduce costs and improve product availability.

8. Balance inventory reduction with maintaining product availability

"To protect sales we want to hold more inventory, but to reduce investment and surpluses we have to hold less inventory."

Find the optimal inventory level. Balancing inventory reduction and product availability requires:

• Analyzing sales patterns to identify optimal stock levels
• Implementing efficient replenishment systems
• Maintaining safety stock for key items
• Improving forecast accuracy through data analysis

Strategies to achieve this balance:

• Use ABC analysis to prioritize inventory management efforts
• Implement automated reorder points based on sales velocity
• Utilize cross-docking to reduce warehouse inventory
• Develop contingency plans for unexpected demand spikes

The goal is to minimize inventory investment while ensuring products are available when customers want them.

9. Utilize cross-shipments to optimize inventory distribution

"So many times there are real surpluses in one region of things that are missing in another."

Leverage cross-shipments to balance inventory. Cross-shipments can:

• Reduce overall inventory levels
• Improve product availability across regions
• Minimize markdowns and obsolescence

Implementing effective cross-shipment strategies:

• Develop real-time visibility into inventory across locations
• Create efficient processes for identifying and executing transfer opportunities
• Balance the costs of transfers against potential sales gains
• Establish clear guidelines for when cross-shipments are appropriate

While cross-shipments can be valuable, they should be seen as a tool to optimize inventory distribution rather than a solution to systemic inventory management issues.

10. Adapt forecasting methods to improve accuracy

"The forecast is the worst at the store level, and we can't change that. According to chaos theory, trying to predict accurately what the demand will be for a particular SKU in a particular store is as useful as trying to accurately predict the weather a month in advance."

Improve forecasting through aggregation and data analysis. To enhance forecast accuracy:

• Aggregate demand data at higher levels (e.g., regional, national)
• Utilize advanced analytics and machine learning techniques
• Incorporate external factors (e.g., weather, economic indicators)
• Continuously refine forecasts based on actual sales data

Strategies for better forecasting:

• Implement collaborative forecasting with suppliers and retailers
• Use statistical methods to identify and account for seasonality and trends
• Develop separate forecasts for base demand and promotional impacts
• Regularly review and adjust forecasting models based on performance

While perfect accuracy is impossible, improved forecasting can significantly reduce inventory costs and stockouts.

Last updated: April 26, 2025