During an Income|Outcome workshop for a group of ag-chemical salespeople, something remarkable happened. Before the simulation even finished, the entire group had a breakthrough about working capital management.

The Issue:
Their managers had been pushing them to sell aging stock, but it was easier to sell newer products. As a result, warehouse space kept expanding to store the older inventory.

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The Insight:
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In the workshop, the sales team realized that selling aging stock would bring immediate benefits to the company:

• Reduced inventory would free up cash.
• Reduced warehouse space would cut operating costs.

The realization was so powerful that the group dismissed the class early and went to start solving the problem.

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What Happened Here?

Insight: The team connected inventory reduction to cash flow improvement.

Action: They took immediate steps to sell aging stock, reducing the need for additional warehouse space.

Result:

• Improved cash flow and lower operating expenses.
• A fast, proactive response driven by financial acumen.

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→Improved Control of Working Capital is a Better Business Result!

→ Reduced Operating Expense is a Better Business Result!

→ Buy-In to Management Goals is a Better Business Result!