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37th TOCPA International Conference

8 March 2018, UK

Growing the Dolphin Group

Jonathan Beattie
Dolphin Solutions, UK
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Jonathan Beattie

www.dolphinsolutions.co.uk

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• Bell-Chem Products Company Ltd

• Sold in South Africa
• 1999

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• Struggled in UK for a number of years

• 2005 attended a business seminar which
opened our eyes

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History

Then we g ot different coa ches into the bus ines s to

help with:
• Culture
• S ys tems
• S a les S tructure

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GOLDRATT UK

In 2016 we got Goldratt in:

The focus was what prevents us in achieving our goal?

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GOLDRATT UK

NOT FOR THOSE WHO DO NOT WANT CHANGE!

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MY PERSONAL CHALLENGES:

• Adrenalin junky
• 50 things running at once

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KEY PROJECTS

Key Projects we have got help with:

• Sales Pipeline
• Alavo OTIF
• NPD Project Management
• Competitor Integration
• New Acquisition Planning

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KEY PROJECTS

Sales Pipeline:
• Measured and Cleaned up
• Weekly Meeting to review progress
• Stuck Opportunities

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KEY PROJECTS

Alavo OTIF:
• We were delivering less than 50% OTIF
• Installed RopeWeaver for stock control
• Now delivering over 95% OTIF

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KEY PROJECTS

Alavo OTIF:

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KEY PROJECTS

New Product Development:

• The way we never delivered any projects on time
• Installed Concerto and started to do proper
project planning
• Measuring progress regularly has helped to start
projects coming out the end of the pipeline

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KEY PROJECTS

New Product Development:

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KEY PROJECTS

Competitor Integration:
• A competitor came on the market
• We project planned the integration in detail
• Focused and managed it through to completion
• Project team
• Regular meetings
• Excellent systems

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KEY PROJECTS

2020 Goal – set by Andy

• We need to target a NP in 2020 which was

equivalent to our Turnover of 2016!

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KEY PROJECTS

2020 Goal – How on earth can this be achieved?

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KEY PROJECTS

2020 Goal – How on earth can this be achieved?

▪ New acquisitions
▪ Focus
▪ Belief and passion

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GOLDRATT RECOMMENDATIONS

• Requires focus
• Very hard work
• Does bring long-term results

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