Eliyahu M. Goldratt with Ilan Eshkoli and Joe BrownLeer - Isn’t It Obvious - 2010.pdf

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Other North River Press books by Eliyahu M. Goldratt
The Goal, 3
rd
Revised Edition
It’s Not Luck
Critical Chain
Necessary But Not Sufficient
The Choice
The Theory of Constraints
The Race
The Haystack Syndrome
Production the TOC Way
Essays on the Theory of Constraints
Late Night Discussions on the Theory of Constraints
Isn’t It Obvious?
Revised Edition
Eliyahu M. Goldratt
With Ilan Eshkoli and Joe BrownLeer
Additional copies can be obtained from your local bookstore or the publisher
The North River Press
P.O. Box 567
Great Barrington, MA 01230
(800) 486-2665
www.northriverpress.com
ISBN: 978-0-88427-194-9
Copyright ©2010 Eliyahu M. Goldratt
All rights reserved. No part of this book may be reproduced or utilized in any form or by any
means, electronic or mechanical, including photocopying, recording, or any information storage
or retrieval system, without permission in writing from the publisher.
Manufactured in the United States of America
Chapter 1
 
“Fifty percent off!”
Staring at the big red sign, Paul White wondered where his dreams had gone wrong.
I really
don’t have the strength for another one of these days,
he thought, and took another sip from
his cup of freshly ground coffee. A long, deep breath later, Paul straightened his standard blue
blazer and stepped inside the Boca Raton branch of Hannah’s Shop.
Little red signs promoting the discounts, offspring of the bigger one outside, decorated the
store. As the store manager, he had attached a lot of hope to this sale’s success. However, the
lines at the checkout counters were no longer than usual, and the products on sale were still
piled high. The lower prices were not enough of an incentive. As he ran a hand through his
graying hair, Paul shrugged.
Was there anything else that could be done?
It wasn’t news that this store was not a huge success, but this morning Paul had received the
monthly report. The Boca store had dropped down to eighth place in profitability out of the ten
stores in the region. It was a new low for him.
Trying to shake off the uncomfortable feeling, he walked through the 35,000 square feet
comprising the store’s six departments, all of which were his responsibility. He passed the
carefully laid out sheets and duvets on display in splashes of blue and green. Paul stopped for a
moment to survey the mock bathroom they had set up, where thick, body-length towels hung
next to bathrobes. Across from him were the kitchen textiles, where aprons and towels
mingled, next to tables set with matching tablecloths, cloth napkins, and placemats in autumn
shades. The carpet and rug department presented colors and textures from around the world,
and then came the flowing curtains, in shades of white, gold, and silver.
The store always had a wide variety of goods, and he had worked hard to have a beautiful
display maintained at all times. Trying to be constantly responsive to his customers, Paul had
initiated a work plan of changing the in-store display twice as often as the front windows. The
store offered attractive prices and promotions, but sales were still not taking off. Was there
anything else that could be done?
A young staff trainee passed by and said hello. Paul returned the greeting with a full smile,
while inwardly he reasoned that if he couldn’t create more sales, perhaps staff should be
dismissed. It was not something he wanted to do, but cutting one member of the sales
staffmeant saving some twenty thousand dollars a year. As he looked around, he saw that even
though they were not in the middle of a holiday rush, all his salespeople were busy. There was
no way he could let any of them go without placing some sales at risk. The store was running at
reasonable manpower costs.
So, what else could be done?
“Excuse me, miss,” Paul overheard an elderly lady with bronze glasses saying to Janine, one
of his department managers. Pointing to a maroon tablecloth she asked, “Do you have this in
sixty inches?”
“I’m afraid not,” Janine replied. “We have two ninety-inch cloths left in this color, and the

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