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The Market-Driven Supply Chain by Lora Cecere, Robert P. Burrows III, Gregory P. Hackett

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CHAPTER 2

Competing on Time and Customer Connectivity

In chapter 2, we remain focused on demand generation, the vision portion of the change management process for implementing market-savvy S&OP. The guiding principle of market-savvy S&OP design covered in this chapter is: Demand is most effectively generated at the segment level by leveraging a market-segment-specific strategy securing competitive advantage.

This chapter begins by describing the five fundamentals of a value-segment strategy: Segment Level, Market-Driven, Advantaged, Collaborative, and Delivers Value. The chapter describes a short history of strategy development since the 1970s to distinguish between a portfolio strategy that helps determine what businesses should be kept and ...

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