The Market-Driven Supply Chain: A Revolutionary Model for Sales and Operations Planning in the New On-Demand Economy - Hardcover

III, Robert

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9780814431634: The Market-Driven Supply Chain: A Revolutionary Model for Sales and Operations Planning in the New On-Demand Economy

Hardcover

ISBN 10: 0814431631 ISBN 13: 9780814431634

Publisher: AMACOM, 2012

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Using a sophisticated approach that unifies the three key areas of supply chain strategies, sales and operations planning (SOP), and lean manufacturing, The Market-Driven Supply Chain is the only book that takes a comprehensive approach to succeeding in today’s on-demand environment. You’ll learn how to keep pace with accelerating service demands and response times by: using robust analytics for conducting value segmentations and simulation analyses, developing a customer-centric culture and a collaborative organizational structure, dynamically rebalancing the inventory mix to improve capacity and reduce costs, and retooling twenty-six management processes to achieve market-savvy SOP. Customer demands for individual attention and specialized products are transforming commerce at every stage--including the supply chain. But achieving successful sales processes is not as daunting as it sounds. With ample tools, tips, and case studies, this practical yet expansive book helps organizations ensure those at the end of their supply chain--the customers--remain loyal.

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Book Description:

Customer demands for individual attention and specialized products are transforming commerce at every stage—including the supply chain. Today’s highstakes economy requires dynamic, market-savvy sales and operations planning (S&OP) to keep pace with accelerating service demands and response times.

It’s not as daunting as it sounds with the tools, tips, and case studies in The Market-Driven Supply Chain. This practical yet expansive book helps organizations transition from outdated supply-driven processes to new market-driven models. Readers learn how to:

� Use robust analytics for conducting value segmentations and simulation analyses

� Develop a customer-centric culture and a collaborative organizational structure

� Dynamically rebalance the inventory mix to improve capacity and reduce costs

� Retool 26 management processes to achieve market-savvy S&OP

Unlike other books that focus on only supply chain strategies or S&OP or lean manufacturing, this book’s sophisticated approach unifies all three areas, and it’s the only one to explain how to operate in today’s on-demand environment.

From the Inside Flap:

An astounding 70 percent of U.S. companies struggle with immature sales and operations planning (S&OP), according to eye-opening research from Gartner Inc. Is yours one of them?

The problem is that most S&OP is stuck in a ‘60s supply-driven model, or, at best, an operations- or demand-driven construct, where internal economics and inventory inform decisions. But that doesn’t work in today’s challenging economy, where customers require individual attention and specialized products. Successful supply chains must become market-driven.

The Market-Driven Supply Chain delivers an original, in-depth methodology and detailed case studies to help you transform your traditional, internally focused supply chains into advanced, market-driven S&OP—a gateway to enhanced market share and liberated cash flows. The book’s conceptual framework is complemented by step-by-step guidelines and easy-to-use tools that show you how to:

� Use analytics to conduct value segmentation based on customer needs and differences, and develop a go-to-market strategy for each segment

� Improve your organization’s performance using time advantage and customer connectivity strategies

� Replace “conventional wisdom” based on past behavior with facts and market analysis that look to the future

� Create open and productive collaboration across, up, and down the organization

� Implement monthly planning processes for effectively managing demand

� Design a weekly rate-based planning pro�cess at the operational level—the key for becoming market-driven in inventory replenishment, procurement, and production

� Retool 26 management processes to achieve advanced, market-savvy S&OP

Today’s high-stakes economy requires dyna�mic, market-driven S&OP to keep pace with accelerating service demands and response times. Yet market-savvy S&OP is practiced by fewer than 5 percent of U.S. firms, and even fewer of the world’s manufacturers. It is a true “secret weapon” for increasing share price 3 to 9 times over in just a few years—and an unpre�cedented opportunity to put your orga�ni��zation in a competitive position, ahead of the pack and prosperous for years to come.

ROBERT P. BURROWS III is founder, managing principal, and chief strategy officer of the On-Point Group, a firm that applies the quantitative science of operations research to supply chain management. His extensive client base includes multinationals and mid-market companies in manufacturing and distribution of both consumer and in��dustrial products. He lives in Cleveland, Ohio.

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