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

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PART I:

FUNDAMENTALS

OF DEMAND

MANAGEMENT

  

WHAT IS DEMANDMANAGEMENT?

The following conversation was overheard at a client company:

Forecaster to supply planner: "Why didn't you use the demand plan numbers as the basis for the production plan?”

Supply planner to forecaster: "Because I don't trust the forecast.”

Forecaster to supply planner: "But the demand plan is what customers, the marketing people, and the sales organization have told us that customers are going to buy.”

Supply planner to forecaster: “I still don't trust the forecast. It's never right.”

The example above illustrates some of the common frustrations that surround demand ...

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