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Demand Management Best Practices: Process, Principles and Collaboration by George Palmatier, Colleen Crum

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PERFORMANCEMEASUREMENTS

Some people believe that measuring demand plan accuracy is an exercise in futility. After all, demand plans are always wrong. So what is gained by measuring demand plan accuracy?

Those who most frequently express this sentiment have seen demand plan accuracy measurements used in a punitive way. Demand planners and demand managers are frequently criticized for demand plan errors. They take heat from the supply organization, sales and marketing managers, finance executives, and, all too often, the general manager or president.

Case in point: A client wanted to hire a demand manager from within the company. The management ...

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