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

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IS DEMANDMANAGEMENTWORTH THE EFFORT?

Clients frequently express disappointment that their statistical forecasting tools do not predict future demand with a high degree of accuracy. Their distress is heightened because they want the ability to develop forecasts with little human intervention. After all, suppliers of forecasting software have led them to believe that this is possible.

Effective demand management — and accurate demand plans — require the leadership and participation of the sales, marketing, and product organizations and the operation of a regular, routine process. Many executives ask: Is it worth the effort?

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