Sales Planning – What is their value add?

Who are Sales Planners? Do you have a function called Sales Planning in your organization? Most companies have a Sales support function called Sales Planning or Sales Logistics or even called Sales Operations. Sometimes in smaller companies, the Demand Planners fulfill this sales planning role. Sales Planning function plays a key role in facilitating the […]

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Teva pharmaceuticals gets slaughtered.
Supply Chain Transformation for Pharma

I facilitated an S&OP Discussion Panel for pharmaceutical and Biotech executives last week.

Cross-section of diverse experiences from small and large pharma companies. The report card when it comes to S&OP is not very good. We need to make great strides towards streamlining Sales and Operations Planning process in Pharma for both clinical supply chains as well as commercial supply chains.






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Measuring Forecast Error – Constrained or Unconstrained Forecast?

Is it better to correct the actual sales for supply constraints and come up with a version of the actual demand that is unconstrained?

Measurement is an ex-post event that should not affect the actual forecasting process. If the Sales force is encouraged to think about a constrained forecast, the organization will lose visibility to the true unconstrained demand.

One option will be to use a disciplined process to measure true demand every month and evaluat the unconstrained forecast with this version of true demand.






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What to measure for forecast accuracy – SKU/DC, SKU/National, SKU/Plant?

Although most demand planners and COE professionals understand the mechanics of these measures, there is some confusion on what to measure and why.
Measurement depends on what you are trying to drive – what you are using the forecast for? So level of aggregations matter as well. We explain some examples on what circumstances drive which measures.






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Plan your 2017 and adopt 17 resolutions to improve your demand visibility!
17 Resolutions for a Demand Planner in 2017

Following are 17 suggested resolutions for your demand planning in 2017! 1. Trust the Stat Forecast . Although there are caveats, if tuned correctly, Stat can do wonders. 2. Spend time on Data Analytics. Even though the big data was unable to predict the presidential elections, a right direction for digging into the data mess […]

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Attend the Chennai workshop in February to improve your SCM
Demand Planning and Sales Forecasting Workshop Feb 2017, Chennai, India

Demand Planning LLC is proud to bring our hugely popular two day workshop on Demand Planning and Sales Forecasting Tutorial to Chennai, India. The focus will be on demand modeling using statistical techniques, the methodology to perform model diagnostics, forecast accuracy measurement and the process to incorporate market intelligence. Demand Planning is a skill set […]

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Role of Sales Planning in Supply Chain Transformation

Developing a process and system to do event modeling for promotional programs is the holy grail that will spark of the interest of the Sales groups in fully integrating with the S&OP process. In summary, Sales Planning functions are critical for better Sales Management as well as for an effective S&OP process.






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