Posts Tagged ‘ forecasting ’

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

February 4, 2014
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S&OP in the Heavy Machinery Industry, an Atypical Case From Caterpillar

Tweet 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 inventory and overcome the dreaded bullwhip effect. The main challenge in our environment is that sales are not managed directly, but through a…

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Back to the Future: Sales & Operations Planning (S&OP)

February 3, 2014
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Back to the Future: Sales & Operations Planning (S&OP)

Tweet For the past 30 years, the definition for Sales & Operations Planning (S&OP) has evolved within many organizations. It has manifested itself to include inventory (SIOP) and has morphed into Integrated Business Planning (IBP). However, only within the last five years, has it been heralded and crossed the chasm to mainstream business practice. We…

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Achieving Nearly 95% Forecast Accuracy at Amarr Garage Doors

January 31, 2014
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Achieving Nearly 95% Forecast Accuracy at Amarr Garage Doors

Tweet 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 to over 40 countries. Amarr’s success has been due in part to its culture and vision…

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Benchmarking Salaries of Forecasting & Planning Professionals

January 30, 2014
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Benchmarking Salaries of Forecasting & Planning Professionals

Tweet   It is not uncommon to hear the frustration about turnover of personnel in the forecasting and planning profession. “We invest a lot of money in training them, but they leave.” This may be because their salaries are not competitive, while other companies offer much more. This latest IBF benchmarking study of salaries in the forecasting and planning…

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

January 29, 2014
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Managing Executive Level Expectations of Forecast Accuracy: Yamaha’s Experience

Tweet   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 their expectations realistic? If you are currently supplying forecast accuracy measurements, does the Executive team…

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CLIF Bar: What an Effective S&OP Process Brings to the Company

January 20, 2014
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CLIF Bar: What an Effective S&OP Process Brings to the Company

Tweet CLIF Bar was formally launched in 1992. An instant hit with cyclists and climbers, CLIF Bar’s distribution began at bike shops, outdoor stores and natural food retailers. Soon CLIF Bar’s popularity grew with outdoor adventure seekers of all types, and distribution expanded to include grocery stores, convenience stores and other retail outlets nationwide. In…

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Fostering SALES & MARKETING Participation in Demand Planning – Journal of Business Forecasting (Special Issue)

January 15, 2014
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Fostering SALES & MARKETING Participation in Demand Planning – Journal of Business Forecasting (Special Issue)

Tweet In any organization, two functions that play a key role in generating business are Sales and Marketing, neither of which can do it alone. They need each other’s support, as well as that of Operations. Since each function has different roles and responsibilities and are evaluated on different sets of metrics, their agendas don’t align,…

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What Makes a Good Demand Planner? Sugar and Spice?

December 6, 2013
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What Makes a Good Demand Planner? Sugar and Spice?

Tweet Over the years, I have been asked this question many times and there are multiple thoughts on the matter. However, as a practitioner, I have a realistic, hands-on, down in the dirt, approach to the answer.  Having worked in three different manufacturing industries, I have seen several different ways the demand planner is hired…

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IBF Congratulates our 2013 Business Forecasting & Planning Excellence Award Winners

November 14, 2013
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IBF Congratulates our 2013 Business Forecasting & Planning Excellence Award Winners

Tweet The Institute of Business Forecasting & Planning, IBF, wishes to congratulate our 2013 Business Forecasting & Planning Recognition Awards Winners. The IBF has established the Business Forecasting & Planning Recognition awards to recognize the best and most innovative thought leaders, solutions and ideas in the field. This year’s winners are:   LIFETIME ACHIEVEMENT IN…

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

October 7, 2013
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How to Use What-if Analysis in S&OP – Journal of Business Forecasting

Tweet 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 and Operations Planning” By Sujit K. Singh and Jane B. Lee…

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