By SIMON CONSTABLE
A few years ago, a major Connecticut-based manufacturer was desperately trying to fix the profitability of one of its business units. Executives’ initial thoughts were that the business needed some good old-fashioned cost cutting, a bit of slash and burn if you like. But to be sure, they asked for some expert help in the form of Yael Grushka-Cockayne, professor of quantitative analysis at University of Virginia’s Darden School of Business. She got to work by analyzing the key variables—and came to a different conclusion. It wasn’t cost cutting. “The focus needed to be on sales growth,” she says.
But how do you convince a management stuck on one idea? Enter the tornado chart. This remarkably simple diagram—easy to produce—would be the game changer here, with bar lines proving the impact of boosting profits with more production. The wider the bar at the top, the bigger the impact—and, yes, it resembles the shape of a tornado. Read more here.
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