Salespeople work with customers every day: they have invaluable information about what these customers plan to buy. Marketers focus every day on competitive activity, new products, promotional events, and pricing changes -- all of which profoundly shape customer demand. By engaging sales, marketing, and other business functions, supply chain professionals can create demand forecasts that are far more accurate -- and far more valuable in driving their plans and strategies. Now, pioneering expert Dr. Mark Moon presents the specific design characteristics of a world-class demand forecasting management process, showing how to effectively integrate demand forecasting within a comprehensive Demand and Supply Integration (DSI) process. Writing for supply chain professionals at all levels in any business, government, or military organization, Moon covers all this, and more:
- What DSI is and how it differs from SandOP
- Symptoms of failures to integrate demand and supply
- Characteristics of successful DSI implementations
- Demand Forecasting as a management process
- Understanding and applying the right qualitative and quantitative forecasting techniques
- Reflecting market intelligence in forecasts
- Measuring forecasting performance
- Achieving state-of-the-art demand forecasting
- Managing Demand Reviews
Table of Contents
Chapter 1 Demand/Supply Integration 1
Chapter 2 Demand Forecasting as a Management Process 31
Chapter 3 Quantitative Forecasting Techniques 59
Chapter 4 Qualitative Forecasting Techniques 93
Chapter 5 Incorporating Market Intelligence into the Forecast 119
Chapter 6 Performance Measurement 139
Chapter 7 World-Class Demand Forecasting 171
Chapter 8 Bringing It Back to Demand/Supply Integration: Managing the Demand Review 219
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$44.99 | ISBN-13: 978-0-13-308807-6