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World Class Sales and Operations Planning by Donald Sheldon

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CONNECTING THE S&OP PROCESS TO CUSTOMERS

For obvious reasons, customers are much more difficult to manage than are suppliers. The linkage between the S&OP processes, in good supply chain management, is no less valuable, however. There are no secret weapons aimed at getting the right level of influence over customers. Each situation is a little different, and each organization needs to establish relationships, given the opportunity. However, to know the end result is to have the right objectives in mind as the journey begins. The S&OP process, if fully integrated with the customer’s S&OP review, gives way to much improved service as well as ...

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