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Enabling Sales and Operations Planning Through Technology

September 12, 2005

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The sales and operations planning (S&OP) process has been around for decades. I have discussed it in most of my presentations on demand planning and forecasting since the mid-1990s and have been polling audiences along the way. One-third of the early audiences were composed of individuals from companies that had implemented S&OP, while for recent […]

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Inquiries and Insights on Supply Chain Collaboration

September 12, 2005

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In late 2003, Accenture published a cross-industry paper, “Connecting with the Bottom Line: A Global Study of Supply Chain Leadership and Its Contribution to the High-Performance Business.” Among the report’s conclusions were two particularly salient findings. First, a direct, statistically viable connection was made between supply excellence and increased market capitalization levels. In effect, the […]

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Kinaxis Focuses on Operational Performance Management

September 12, 2005

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Assessment Increasingly, OEMs, manufacturers and distributors are realizing that their decisions regarding demand, supply, capacity and products can carry unintended consequences. Often they make decisions without anticipating what prove to be inevitable trade-offs, such as the effect that taking an unplanned order may have on purchase cancellations and overall profitability. The source of the problem […]

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Lucent Illuminates the Path To Collaborative Success

September 12, 2005

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The Transition to a More Leveraged Model Lucent Technologies, a global leader in the development and deployment of advanced communications networks, owned and controlled most aspects of the design and manufacture, implementation and support of its products. By early 2000, Lucent’s business units had long-established processes for parts numbering, product design and local communication on […]

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Salient Zeroes In on Price and Margin for Performance

September 12, 2005

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Assessment Salient got its start by offering a price-and-margin application sold to soft-drink bottling companies such as Coca-Cola, Pepsi and Royal Crown. Dealing in high product and transaction volumes and low profit margins, these businesses had to react quickly to changes in markets and operations while responding to fluctuations in consumer demand. To do all […]

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Next-Generation Logistics Networks

September 12, 2005

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The term “on demand” is graining mass appeal among software vendors who sell their software as a service. The movement, fueled by IBM’s marketing efforts, has captured the imagination of the software industry. Software manufacturers and software consumers have accepted the emerging trend as a viable alternative to large-scale, client-server custom solutions. The transportation management […]

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The Return of Sales and Operations Planning

September 12, 2005

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View It has been nearly 20 years since Dick Ling and Walter Goddard first wrote about sales and operations planning in their book Orchestrating Success. Drawing on years of consulting engagements, the authors described how successful companies link their sales and marketing planning directly to the operations side of the business. They noted how the […]

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Rebuilding the 21st Century on Demand

September 12, 2005

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Demand-driven supply networks (DDSN) may seem like just another term for supply chain management. Don’t be fooled. DDSN tackles business areas overlooked by traditional supply chain management and promises huge new efficiencies and growth. Proclaiming that the customer is king is not enough. Rebuilding the supply chain is essential for profitable growth in the 21st […]

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What”s Missing from Business Intelligence for Supply Chains?

September 12, 2005

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Assessment In the 1980s, finance and telecommunications companies pioneered the use of business intelligence (BI) technology to support financial and market analysis of the large volumes of electronic data they had begun to accumulate. The need for BI capabilities grew in the ’80s and ’90s in other industries, as companies began capturing data electronically across […]

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