... 31 3length, 175Sales, 218– 235 , 31 4business results premise, 230 , 234 , 30 1commission, 228– 230 POOGI bonus, 230 , 31 2compelling offers, 230 – 232 , 30 2Delta-T selling, 232 , 30 4false start, 232 opportunity ... 25Owners, 64, 31 1Paradigm(s), 31 1 accounting, 45cost world, 21– 23, 26, 30 , 33 , 37 ,45–46, 48, 56, 58, 59,65–66, 73, 74–80, 95, 129, 230 – 231 , 265, 268–269,272, 30 3shift, 34 , 31 1throughput ... buffer, 30 4expedite zone, 176–177, 30 5feeding, 200, 30 5hole(s), 176, 176–187, 30 0detecting, 178–179percentage trend, 180–192Pareto analysis, 185–186 management, 1, 3, 28, 31 34 , 37 , 39 , 41, 30 2reporting,...