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19th International Conference of the

TOC Practitioners Alliance - TOCPA


www.tocpractice.com

Rafael E. Conde M. Expertos TOC SAS,


Colombia
19-20 June, 2015

19-20 June 2015, Bogota, Colombia

RAFAEL E. CONDE M.
Rafael is Philosophy and Letters Bachellor from
Colegio Mayor del Rosario, medical doctor from
Universidad Nacional de Colombia, medical director
from pharmaceutical industry for 35 years: Boehringer
Manheim, Boehringer Ingelheim, Norwich Eaton,
California, Procter & Gamble since 1981 to 2003.
Founder member of TOCICO, TOC Expert Practitioner
from TOCICO since 2000 year. Founder of Expertos
TOC SAS en Colombia and Costa Rica, a consulting
company.
LA TOCFE coordinator, except Mxico, for 10 years.
MBA and Health Care Institutions Administration
Magister from Universidad del Rosario, Escuela de
Ingeniera de Antioquia. Afiliatte professor from
Maastricht University in Netherland.

Place for the photo of the


presenter

rafaelconde@e-toc.com

Active physician, Magister in VIH, coordinator of


prostgraduate programs in Asistencia Cientfica de
Alta Complejidad.
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19th International Conference of the Practitioners Alliance - TOCPA

Medelln TOC semminar (2007), Barcelona ( Oct 2005),


TOC father TOCs Dr. Eli Goldratt , with Dr. Govers and Dr Conde

Netherland, Marzo 2008

tocfe

Acknowledgements
Oscar Echeverri
Eliyahu Goldratt
Luis Gabriel Cardozo
Alejandro Fernndez
Oded Cohen
Carlos Puerto
Alfonso Navarro
Eli Schragemheim
Andrs Palomino
Miguel Pez
Lisa Lang
Yuly Len
Giovanni Tapia
Steward Witt
Tracy Bourton-Houle
Jaime Marun
Javier Arvalo
Luzma Schootborg Limor Vinter-Krammer
Miguel Paez
Roco Gmez
Marlene Diaz
Dee Jacobs (Keenan)
Matias Birrell
Hernn Sedano
Rocco Surace
Carol Ptak
Adolfo Held
Orlando Aguilar Sytacy Hovac
Marcia Hutchinson
Javier Castillo
Francis Meja
Debby Roberts
Jorge Ramirez
Rossy Perez Servin
Efratt Goldratt
Luis Armando Zarruk
Diana Montenegro
Rami Goldratt
Mauricio Vanegas
Juan Arturo Cisneros
Revital Cohen
Rafael Fonseca
Pablo Arvalo
John Thompson
Alfredo Romero
Alejandro Cspedes
Alex Knight
Karina Romero
Carlos Sierra
Kathy Suerken
Jennifer Eckmann
Jaime Duque
Yuji Kishira
Walter Acosta
Doris Mendez
Shoshi Reiter
David Poveda
Daniel Brown
Michael Demiere
Majick Mazieck
Esther Hernandez
Sanjeev Gupta
Otto Sussmann
Juan Enrique Rassmuss
Jelena Fedurko
Fredy Perilla
Dayana Morales
Darius Reickievicus
Ana Mara Conde
Luis Malagon
James Holt
Alan Barnard
Santiago Castao
Linda Trapnell
Rafael Conde

Strategic alliances
To accomplish our mission we defined alliances with the TOC worldwide institutions under Dr Goldratts
lidership .
In Colombia we have been work with some
institutions as Maloka and the Direccin de
competitividad del Distrito Capital,
Universidad del Rosario, Cmara de
Comercio de Medelln, Cmara de
Comercio del Aburr Sur, Cmara de
Comercio de Bogot, USAID, Escuela de
Ingeniera de Antioquia (EIA), Carana,
Impact,

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19th International Conference of the Practitioners Alliance - TOCPA

Companies that have taken


TOC on board
Some of our clients

ARCA SAS

19th International Conference of the Practitioners Alliance - TOCPA

Here we are

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19th International Conference of the Practitioners Alliance - TOCPA

TOC paradigm defined by


Dr. Goldratt :

Each system is limited by its constraint, the constraint prevents


the system achieve its best performance relative to achieve its
goal units.
To manage system performance, constraint should be identified
and treated carefully .

The road to Meaningful and


Sustainable Improvement
Welcome to the Process of On Going
Improvement Road, through TOC with
Expertos TOC SAS; sharing hands in
consensus , we will go building the
Viable Vision
First step start here!!!!
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19th International Conference of the Practitioners Alliance - TOCPA

Undesirable effects and persistent


problems of our current reality
We work, simultaneously in
several fronts of action.

The partners
commitmment.

We have few capable, certified


and avoidable people .

A lot of turn over.

Our income level is enough to


pay our operation expenses, no
more.

have

lack

of

We have problems to maintain


harmony between us.
Low delegation
Absurd tax regulations.

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19th International Conference of the Practitioners Alliance - TOCPA

A solution must solve the problem

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19th International Conference of the Practitioners Alliance - TOCPA

Criteria to evaluate any solution :


the more you accomplish the criteria, better is the solution

To ensure a meaningful sales improvement.


To ensure and improve Company profitability .
Improve customer service.
Generate benefits to the employees.
Environment respect.
Low initial investment, not meaningful.

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19th International Conference of the Practitioners Alliance - TOCPA

Meaningful and Sustainable


Improvement Criteria
Generate a POOGI (Process of On Going Improvement)
Allow the company to increase cash generation at a rate
much higher than the increase in operating expenses,
with satisfaction for shareholders, customers, suppliers,
employees and the environment
Must be simple, It must be understood by all involved
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19th International Conference of the Practitioners Alliance - TOCPA

Basic conditions to achieve a


Meaningful Sustainable Improvement.
TO WANT: Have the sincere wish to do it.
COMMITMENT: Focus the efforts to get it.

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How de we achieve the MSI?


Building a Decisive Competitive
Advantage and the capabilities to
capitalize on it, in big enough
markets, without exhaust the
resources of the company and
without taking real risks.
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19th International Conference of the Practitioners Alliance - TOCPA

What is a Decisive Competitive


Advantage ?

Something you built.


Very dificult to imitate.
It is unique.
It is sustainable.
It is profitable, above the media profitability of the market
sector.
To achieve satisfy a clients meaningful need, beyond the
possibilities from other competitior.

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19th International Conference of the Practitioners Alliance - TOCPA

What is a big enough market?

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19th International Conference of the Practitioners Alliance - TOCPA

Market sectors we have been


involved in MSI
ACADEMIA pre y postgraduates in colleges / universities
TOCFE prescholar, scholar education in 8 countries:
Colombia, Venezuela, Ecuador, Costa Rica, Mxico,
Per, Chile, Bolivia.
HEALTH CARE hospitals, health centers, emergency
centers, medicines / supplies distribution centers.
PUBLIC SERVICES security companies, public services
companies mainly in water and gas sectors.

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19th International Conference of the Practitioners Alliance - TOCPA

How to build a Decisive


Competitive Advantage?
E&T Tree

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La Serie Webcast de Goldratt

1.

Retail sales

2:1
Decisive Competitve
Advantage: Availability

Build

Capitalize

Sustain

3:1.1

3:1.2

3:1.3

Current SKU s availability

Protect and improve


inventory turns

Truput increase by
hospital : Products
Portafolio

4:11.1

4:11.2

4:11.3

Internal system of
distribution (Pull)

Keeping the right


inventory levels

Supply chain
management

5:111.1

5:111.2

5:111.3

5:111.4

Establish a
reference

Hospital
inventory
targets

Replenishment
from central
warehouse

Quite often orders


to the suppliers

Copyright 2007 Eliyahu M. Goldratt

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19th International Conference of the Practitioners Alliance - TOCPA

GRUPO MEDITOP.
Financial analysis

MAR 2014

MEDITOP
3500000
3000000
2500000
2010
2011
2012
2013

2000000
1500000
1000000
500000
0
VENTAS
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CTV

TRUPUT

GO

19th International Conference of the Practitioners Alliance - TOCPA

FINANCIAL ANALYSIS GRUPO MEDITOP.


MAR 2014

257.246
60.753

30.7%

8.7%

APR-1 JULIO 2014

FINACIAL DATA COMPARATIVE 2013-2014

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19th International Conference of the Practitioners Alliance - TOCPA

VIABLE VISION AGREEMENT GRUPO MEDITOP

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19th International Conference of the Practitioners Alliance - TOCPA

QUESTIONS?
www.e-toc.com
rafaelconde@e-toc.com

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19th International Conference of the Practitioners Alliance - TOCPA