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Demand Management Best Practices


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Table of Contents

IntroductionPart I: Fundamentals of Demand ManagementWhat Is Demand Management? Is Demand Management Worth the Effort? Principles of Demand Planning Principles of Communicating Demand Principles of Influencing Demand Prioritizing and Managing DemandPart II: Issues and Techniques Multiple Views of Demand The Human Quotient Planning Strategies for Managing Uncertainty Performance Measurements Role of TechnologyPart III: Collaboration, Consensus, and Integration Demand Collaboration Demand Consensus and Integration Index

About the Author

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.


"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

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