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SALES

Change Management in S&OP – What’s In It For Me (WIIFM)?

Rachel StaffordApril 3, 2014

Rachel Stafford I imagine we've all been in situations where we are trying to implement a change of some sort for the good of the business, and those around us just don’t seem to get it! Frustration builds up on both sides and momentum can be lost.... Read More...

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S&OP in the Heavy Machinery Industry, an Atypical Case From Caterpillar

Hichem MustaphaFebruary 4, 2014

Hichem Mustapha - Caterpillar Sales and Operations Planning is critical in achieving business targets for Caterpillar. Sales cycle length and financial impact of working capital in this capital-intensive industry makes it a priority to optimize inv... Read More...

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Achieving Nearly 95% Forecast Accuracy at Amarr Garage Doors

David ReedJanuary 31, 2014

Over the years, Amarr has grown into a national and international leader in the manufacturing and distribution of residential and commercial garage doors. Amarr operates over 70 Distribution Centers in the US, Canada, and Mexico, and also exports t... Read More...

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Managing Executive Level Expectations of Forecast Accuracy: Yamaha's Experience

Michael MorrisJanuary 29, 2014

It seems that forecast accuracy is shrouded in more mystery than accuracy itself, especially to Executive management. Does the Executive team have a preconceived idea what is acceptable? There is certainly a lot of pressure to deliver? Are ... Read More...

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How to Use What-if Analysis in S&OP – Journal of Business Forecasting

Andrew ScuolerOctober 7, 2013

Volume 32 Issue 3 Fall 2013 Click here to DOWNLOAD a sample copy of the latest Journal of Business Forecasting (JBF) Click HERE to become an IBF member and get a JBF subscription FREE FEATURED ARTICLES: "How to Use What-If Analysis in Sales an... Read More...

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Dancing to S&OP to See Who Hears the Music and Joins In

John HobbySeptember 3, 2013

“The first follower transforms a lone nut into a leader” – Derek Sivers Implementing an S&OP process is a daunting task at most companies, but it is also a great opportunity for mid-level managers to demonstrate leadership and directly affect th... Read More...

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Is your S&OP Vulnerable to "Kryptonite"

Richard KerivanJuly 9, 2013

S&OP is an incredibly powerful, and effective business planning & execution process. It has seen a resurgence in interest over the past 12 months as so many businesses emerge from what history may eventually coin as the ‘Great Recession’. So ... Read More...

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Lean Forecasting: A Competitive Edge

adminJuly 3, 2013

Volume 32 Issue 2 Summer 2013 Click here to DOWNLOAD a sample copy of the latest Journal of Business Forecasting (JBF) Click here to become an IBF member and get a JBF subscription FREE FEATURED ARTICLES: "Lean Forecasting: A Competitive Edge" By Jo... Read More...

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You Cannot Have New Product Planning without S&OP

Richard KerivanJuly 1, 2013

At the recent “Best of the Best S&OP” conference jointly sponsored by IBF and APICS, one of the Marquis topics, and one which generated much positive feedback, was presented by Douglas Kent, former SVP at Avnet and adjunct professor at the Intern... Read More...

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Executing the New Product Launch: Why Your Forecast is Critical Throughout the Process

Joy WhiteMay 28, 2013

I recently attended an IBF conference session by Michael Birch, Vice President Operations at Ping Golf on why forecasting is so critical to the product launch. Michael spoke about the multiple stages of a product launch, the various stakeholders inv... Read More...

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