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Demand Management Best Practices

Demand Management Best Practices

Process, Principles, and Collaboration
By Colleen Crum with George Palmatier
Hardcover, 6x9, 256 pages
ISBN: 978-1-932159-01-1
July 2003
Co-Published with APICS

Availability: In stock

Retail Price: $54.95
Direct Price: $49.95
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Read the Reviews

"This is as complete a study that has ever been done on product forecasting. For the first time, there is a place to go to discover the issues and nuances of demand management."

-Mike Campbell, President and CEO, Demand Management, Inc.


"Demand Management has become a critical business process and an increasing number of companies are focusing on developing demand management. Why? Customer retention and company financial performance depend on it. Demand Management Best Practices presents solutions for improving overall business performance for the end-to-end supply chain and all functions that are impacted by the demand management process. The authors show you where to focus your time and attention to improve demand management processes and discuss what results to expect. This book demonstrates how an effective demand management process contributes to sales revenue growth, lower inventories and increased profit margins. It presents fundamentals for developing more reliable forecasts and schedules and shows how to build the successful relationships and skills needed for collaborative forecasting and scheduling. The authors provide case examples that illustrate the concepts, principles and best practices of demand management that can give your company a competitive edge."

-Joel D. MacClaren, The Business Times

About the Item

Demand Management Best Practices outlines an effective demand management model process tied to an integrated business process that will give your organization a competitive edge. The book helps you effectively respond to ever-increasing expectations for improved supplier delivery performance, product availability, and responsiveness and ongoing pressure from shareholders and stock market analysts to produce promised sales revenue and profit margins. It presents solutions for improving overall business performance for the end-to-end supply chain, shows you where to focus your time and attention to improve demand management processes, and discusses what results to expect. The authors provide insights on how to apply best practices in developing a forecast and demand plan, reducing uncertainty of demand, reaching consensus internally, and collaborating with customers and suppliers within the supply chain.

Key Features
  • Presents the fundamentals for developing more reliable forecasts and schedules and shows how to build successful relationships and skills needed for collaborative forecasting and scheduling.
  • Demonstrates how an effective demand management process contributes to sales revenue growth, lower inventories, increased profit margins and defines what is reasonable to expect from the process.
  • Addresses technology, the human quotient, and common decision making elements of demand management that are often overlooked, under-utilized or over-blown and puts them in proper perspective.
  • Includes case examples to illustrate the concepts, principles and best practices of demand management and presents scenarios at the end of each chapter to spur further thought and provide insight on how to apply these principles and best practices.
  • Provides answers for frequently asked questions and complex issues and tackles the myths of forecasting and demand planning.
  • About the Author(s)
    Colleen Crum, a leading consultant with Oliver Wight, has helped companies implement sales and operations planning and demand management for many years. She is an experienced editor and author and has also developed teaching curricula on forecasting and demand management. Ms. Crum is a sought after speaker and active member of APICS and numerous other leading associations.

    George Palmatier, a leading consultant with Oliver Wight, was one of the early pioneers in the development and evolution of the sales and operations planning process. This veteran, with more than 30 years experience, was a major contributor to the first book on sales and operations planning entitled Orchestrating Success. He was also lead author of the ground breaking best selling book on demand management entitled The Marketing Edge. Oliver Wight is recognized as the leading manufacturing consulting firm in the world. Many of the previous best-selling books developed by this firm are now considered classic works in the field.
    Table of Contents

    Introduction

    Part I: Fundamentals of Demand Management
    What Is Demand Management? 
    Is Demand Management Worth the Effort? 
    Principles of Demand Planning 
    Principles of Communicating Demand 
    Principles of Influencing Demand 
    Prioritizing and Managing Demand

    Part II: Issues and Techniques 
    Multiple Views of Demand 
    The Human Quotient 
    Planning Strategies for Managing Uncertainty 
    Performance Measurements 
    Role of Technology

    Part III: Collaboration, Consensus, and Integration 
    Demand Collaboration 
    Demand Consensus and Integration
     

    Index

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