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Improving Profit: Using Contribution Metrics to Boost the Bottom Line by Keith N. Cleland

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Multi-Department Store Whitewashes the Past

It was hammered home to me that genius might be 20% of an idea, but implementation is 80%. This assignment demonstrated a tried-and-tested technique that made things happen

The client company was a major retailer in the city and had been for the past hundred years. They operated a city store and three suburban stores, employing 64 buyers for 64 departments staffed in turn by 2,000 employees.

As agreed upon between the company and a senior consultant, my assignment was to improve the goods flow throughout the main city store. Goods were offloaded from trucks at the basement Receiving Room from a lane ...

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