Demand Management Best Practices: Process, Principles, And Collaboration (J. Ross Publishing Integrated Business Management Series) 1st Edition Colleen Crum (Author), George Palmatier (Author) - Solutions

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Who needs to be involved in trading partner collaboration from each trading partner business entity? What are their roles?
What is one future model for integrating trading partners’ plans throughout the value chain?
What questions should be asked and answered during the executive sales and operations planning meeting?
What is the purpose of the executive sales and operations planning meeting?
What are the steps in the sales and operations planning process?
What are the reasons for operating with a “silence is approval” philosophy?
What is the purpose of the demand consensus review meeting?
Who should participate in the demand consensus review meeting?
If you were the vice-president of sales and marketing, what would be the agenda for your monthly demand consensus review meeting?
What is the role of the demand plan in developing a single set of numbers?
What are the advantages of operating with a single set of numbers?
Is the demand plan in the best financial interest of the company?
Can the supply organization produce the product in the quantity and timing needed to fulfill the demand plan?
What is the role of technology in demand collaboration?
What are the four critical success factors for demand collaboration?
How can trust among trading partners be fostered?
What are the advantages of agreeing on time zone parameters for demand information?
Should a customer that communicates demand information to its supplier receive different pricing than a customer that does not? Why or why not?
What elements of demand management are employed in a trading partnership for demand collaboration?
Why should customer demand information not be taken at face value?
What demand information is typically communicated as part of a partnership for demand collaboration?
What is the role of the senior leadership team in establishing trading partnerships for demand collaboration?
What steps are involved in establishing a business focus for demand collaboration between partners?
How does the bullwhip effect add costs to a value chain?
What is the bullwhip effect?
What can the supplier do to overcome the customer’s point of dissension?
What can the customer do to overcome the supplier’s point of dissension?
What are the major points of dissension between customer and supplier in establishing successful trading partnerships for demand collaboration?
Why are go/no-go decision points utilized?
What are the advantages of involving process users in process redesign and technology specification?
What are the reasons for educating first, redesigning business processes second, and then buying technology?
What approach should be used to ensure that technology investment is not wasted?
Why is it advantageous to develop a vision of operations before investing in technology?
You are the president of a manufacturing company. What process would you use to decide whether or not to invest in technology for demand management?
How is mix accuracy calculated?
Why is it necessary to measure demand plan accuracy at the item level?
How is demand plan accuracy at the item level calculated?
What questions does the measure of demand plan accuracy at the aggregate level help to answer?
How is demand plan accuracy at the aggregate level calculated?
What questions should be asked about the assumptions when demand plan accuracy is below the target?
When the demand plan accuracy is below the target, what should be reviewed— the numbers in the demand plan or the assumptions upon which the plan is based? Why?
When the demand plan accuracy is under the target three months in a row, what should the leader of the demand organization’s response do to understand the reasons for the inaccuracy?
How is correlating demand plan accuracy with inventory and financial measures useful?
What questions should be asked when there are differences between market metric performance and the strategic objective? Why are these metrics important?
You are the demand manager. What performance metrics would you want to review each month? Why?
You are the brand/product manager. What performance metrics would you want to review each month? Why?
You are the vice-president of sales and marketing. What performance metrics would you want to review each month? Why?
Is the demand plan accuracy getting better or worse?
Are there uncertain market conditions that make it difficult to predict aggregate demand?
What assumptions were neglected altogether and should be considered for the next demand plan?
What did we not consider in defining the assumptions that should be taken into account?
Was bias involved in determining this assumption?
Is there a more accurate source of information upon which to base the assumption?
Who in the organization should make the decision on how to best manage the risk caused by demand uncertainty?
What tactics can be used to buffer against demand uncertainty?
How are decision points used in planning demand for project-based business?
What calculation is used to determine the volume of demand when the probability of projects materializing varies?
What information should be included in a project or opportunity database to help better plan demand?
How would you approach planning demand for a project-based business?
What questions should be asked and answered when rationalizing whether products should continue to be offered?
What are the advantages of simplifying product lines?
What is the value of scenario planning when demand is uncertain?
What questions would you ask about the assumptions underlying the demand plan to determine the degree of certainty of the plan?
How would you determine the degree of uncertainty in demand for every product line?
If you were the senior-most leader in the demand organization, how would you develop competency in your demand organization in demand manage
What are the qualities the leaders in the demand organization need to be successful?
What are the roles and responsibilities of the leaders in the demand organization?
What are the roles and responsibilities of the product/brand management organization?
What are the roles and responsibilities of the product/brand management organization?
What are the roles and responsibilities of the sales organization?
What are the qualities a demand manager needs to be successful?
What are the roles and responsibilities of a demand manager?
Why are people the most critical element of demand management?
What is the most efficient method for communicating this information?
What is the minimum information that needs to be communicated to provide sales management with an understanding of the progress and any problems in booking sales?
What is the minimum information that needs to be communicated as input to the demand plan?
How is the identification of key business drivers useful? What additional insight does this provide?
What are the advantages of monitoring the accuracy of assumptions?
How are the assumptions, upon which the demand numbers are based, used to validate the demand plan?
How much importance should be attached to the statistical forecast? Why?
How does an effective demand planning process provide value to those who provide demand input?
Should the sales, marketing, and product/brand management organizations all be responsible for providing demand input for the entire planning horizon?Why or why not?
How would you design the communication process to reduce the administrative burden in providing input into the demand plan? Address the information that is communicated as well as the means of communication.
Give two examples of abnormal demand. What are the characteristics of the process to manage abnormal demand?
Demand is greater than planned in the firm zone. You are the demand manager.What actions will you take to ensure that demand matches supply?
Demand is less than planned in the firm zone. You are the demand manager.What actions will you take to ensure that demand matches supply?
What are the advantages of using stability zones to manage changes in demand?
Give three examples of how decision points can be used to manage and prioritize demand.
How would you decide upon firm, trading, and stability zones and their time fences or decision points?
What are the advantages of the demand organization determining how to manage and prioritize demand, rather than the supply organization?
How is it determined that, in response to changes in demand, the demand organization manages demand to match supply?
How is it determined that, in response to changes in demand, the supply organization manages supply to match demand?
You are the vice-president of sales and marketing. Your sales team has worked for more than six months to land an order that will increase volume for one product line by 20 percent. You expect that a contract will be signed with the customer, and the customer will want to start taking delivery of
What is involved in demarketing and unselling?
Why is profitable growth, rather than growth alone, the objective of influencing demand?
What are the four elements of customer-oriented marketing?
Why is a formal, ongoing customer feedback mechanism needed?
What are the four elements of marketing?
What considerations need to be taken into account when determining the proper product mix?
Why is replanning important?

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Demand Management Best Practices: Process, Principles, And Collaboration (J. Ross Publishing Integrated Business Management Series) 1st Edition Colleen Crum (Author), George Palmatier (Author) - Solutions

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