About this Presentation
The presentation explains a process to build unique offers for the end buyers in a MTA environment. Typically the TOC implementation in MTA focuses on resellers in the supply chain i.e. distributors, dealers, retailers etc. Focus is not provided for building unique offerings for the end buyers in the chain. The presenter has developed a process to analyze the end buyers and develop offers for them. The process works even in the commodity products where normally preference of buyers is cheaper products.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Many companies believe availability or delivery speed is enough to win—but the session reveals that real growth comes from solving deeper, often overlooked problems experienced by the end buyer.
You’ll see how identifying issues across product specs, lifecycle use, and operating environment uncovers hidden needs that standard TOC solutions don’t address.
The presentation shows how building “unrefusable offers” requires combining TOC with domain expertise to create solutions that change how customers experience value—not just how products are delivered.
It highlights how iterative testing and real-world validation are essential, as breakthrough offers emerge through experimentation that significantly increases customer adoption and revenue per buyer.
Instructor(s)
Chandrashekhar Chaudhari
Chandrashekhar started his career with the implementation of TOC in a chicken producing company in India in 2001. He worked on TOC implementation in several industries including complex environments like agricultural, animal farming. In 2008 he became an associate with Goldratt Consulting India. He has been presenting his new work at TOCICO conference since last 2 years.