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Next Generation Demand Management

Book Description

A practical framework for revenue-boosting supply chain management

Next Generation Demand Management is a guidebook to next generation Demand Management, with an implementation framework that improves revenue forecasts and enhances profitability. This proven approach is structured around the four key catalysts of an efficient planning strategy: people, processes, analytics, and technology. The discussion covers the changes in behavior, skills, and integrated processes that are required for proper implementation, as well as the descriptive and predictive analytics tools and skills that make the process sustainable. Corporate culture changes require a shift in leadership focus, and this guide describes the necessary "champion" with the authority to drive adoption and stress accountability while focusing on customer excellence. Real world examples with actual data illustrate important concepts alongside case studies highlighting best-in-class as well as startup approaches.

Reliable forecasts are the primary product of demand planning, a multi-step operational supply chain management process that is increasingly seen as a survival tactic in the changing marketplace. This book provides a practical framework for efficient implementation, and complete guidance toward the supplementary changes required to reap the full benefit.

  • Learn the key principles of demand driven planning
  • Implement new behaviors, skills, and processes
  • Adopt scalable technology and analytics capabilities
  • Align inventory with demand, and increase channel profitability

Whether your company is a large multinational or an early startup, your revenue predictions are only as strong as your supply chain management system. Implementing a proven, more structured process can be the catalyst your company needs to overcome that one lingering obstacle between forecast and goal. Next Generation Demand Management gives you the framework for building the foundation of your growth.

Table of Contents

  1. Foreword
  2. Preface
    1. Changing Influences
    2. Automated Consumer Engagement
    3. New World Order
    4. Game Changer
  3. Acknowledgments
  4. About the Author
  5. Chapter 1: The Current State
    1. Why Demand Management Matters More Than Ever
    2. Current Challenges and Opportunities
    3. Primary Obstacles to Achieving Demand Management Planning Goals
    4. Why Do Companies Continue to Dismiss the Value of Demand Management?
    5. Summary
    6. Key Learnings
    7. Notes
    8. Further Reading
  6. Chapter 2: The Journey
    1. Starting the Supply Chain Journey
    2. Introducing Sales & Operations Planning (S&OP) into the Supply Chain Journey
    3. Sales & Operations Planning Connection
    4. Transitioning to a Demand-Driven Supply Chain
    5. The Digitalization of the Supply Chain
    6. Leveraging New Scalable Technology
    7. Benefits
    8. Summary
    9. Key Learnings
    10. Notes
  7. Chapter 3: The Data
    1. What Is Big Data?
    2. Why Is Downstream Data Important?
    3. Demand Management Data Challenges
    4. CPG Company Case Study
    5. Does Demand History Really Need to Be Cleansed?
    6. How Much Data Should Be Used?
    7. Demand-Signal Repositories
    8. What Is Demand Signal Analytics?
    9. Demand Signal Analytics Key Benefits
    10. Summary
    11. Key Learnings
    12. Notes
    13. Further Reading
  8. Chapter 4: The Process
    1. Centers of Forecasting Excellence
    2. Demand Management Champion
    3. Demand-Driven Planning
    4. What Is Demand Sensing and Shaping?
    5. A New Paradigm Shift
    6. Large-Scale Automatic Hierarchical Forecasting
    7. Transactional Data
    8. Time Series Data
    9. Forecasting Models
    10. Skill Requirements
    11. Summary
    12. Key Learnings
    13. Further Reading
  9. Chapter 5: Performance Metrics
    1. Why MAPE Is Not Always the Best Metric
    2. Why In-Sample/Out-of-Sample Measurement Is So Important
    3. Forecastability
    4. Forecast Value Added
    5. H<sub xmlns="" xmlns:epub="" xmlns:m="" xmlns:svg="" xmlns:ibooks="">o</sub>: Your Forecasting Process Has No Effect: Your Forecasting Process Has No Effect
    6. Summary
    7. Key Learnings
    8. Notes
    9. Further Reading
  10. Chapter 6: The Analytics
    1. Underlying Fundaments of Statistical Models
    2. How Predictable Is the Future?
    3. Importance of Segmentation of Your Products
    4. Consumption-Based Modeling
    5. Consumption-Based Modeling Using Multi-Tiered Causal Analysis
    6. Consumption-Based Modeling Case Study
    7. Summary
    8. Key Learnings
    9. Notes
    10. Further Reading
  11. Chapter 7: The Demand Planning Brief
    1. Demand Planning Brief
    2. Overview
    3. Background
    4. Recommended Forecast Methodology
    5. Model Hierarchy
    6. Model Selection Criteria
    7. Supporting Information
    8. Analytic Snapshot
    9. Model Selection and Interpretation
    10. Scenario Analysis
    11. Summary
    12. Key Learnings
  12. Chapter 8: The Strategic Roadmap
    1. Current State versus Future State
    2. Current State
    3. Future State
    4. Gaps and Interdependencies
    5. Strategic Roadmap
    6. Summary
  13. Index
  14. End User License Agreement