Demand Management with SAP

Demand Management with SAP

by Christopher Foti, Jessie Chimni

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Product Details

ISBN-13: 9781592292677
Publisher: Rheinwerk Publishing, Inc.
Publication date: 09/28/2009
Series: Standard
Pages: 398
Product dimensions: 7.10(w) x 9.30(h) x 1.20(d)

About the Author

Over the past 14 years, Chris Foti has worked with dozens of manufacturers and distributors interested in improving their supply chains. He has studied industrial engineering and logistics at both Rennselaer Polytechnic Institute and the Massachusetts Institute of Technology. Chris has worked for SAP for the last 8 years, and is currently the Director of Supply Chain Management Customer Networks.

Jessie Chimni, Vice President Consulting Services at Bristlecone America has over 17 years of professional experience in the areas of supply chain management and business intelligence processes and solutions, particularly in the electronics, semiconductor and CPG industries. Jessie serves as co-leader for the high technology area of Americas SAP User Group (ASUG), and is a regular presenter at supply chain management conferences.

Table of Contents

... Acknowledgments ... 15 ... Preface ... 171 ... Introduction ... 21
... 1.1 ... Defining Demand Management ... 22
... 1.2 ... The Relevance of Managing Demand ... 24
... 1.3 ... The Balance Sheet and the Income Statement ... 27
... 1.4 ... The Role of Demand Management within Sales and Operations Planning ... 29
... 1.5 ... SAP Solutions Overview ... 30
... 1.6 ... Summary ... 332 ... Projecting Demand ... 35
... 2.1 ... Assembling the Parts into a Whole ... 35
... 2.2 ... Ascertaining the Size and Shape of a Market ... 38
... 2.3 ... Sales and Operations Planning within APO Demand Planning ... 41
... 2.4 ... Summary ... 433 ... Engaging in Demand Planning ... 45
... 3.1 ... How Companies Engage in Adopting Demand Management ... 45
... 3.2 ... Finding the Value to Create a Business Case ... 50
... 3.3 ... What SAP Solutions Can Support This ... 65
... 3.4 ... Summary ... 774 ... Statistical Forecasting ... 79
... 4.1 ... Looking Back to See Ahead ... 79
... 4.2 ... Basic Statistical Forecasting Algorithms ... 81
... 4.3 ... Planning Books ... 94
... 4.4 ... Summary ... 995 ... Interactive Planning and Advanced Statistical Forecasting ... 101
... 5.1 ... Characteristic Combinations and Data Selections ... 101
... 5.2 ... Statistical Forecast: Core Functionality Setup ... 111
... 5.3 ... Running the Forecast in Interactive Planning ... 121
... 5.4 ... Using Like-Modeling and Phase-In/Phase-Out to Support Product Planning Across Its Lifecycle ... 131
... 5.5 ... Incorporating Custom Forecasting Algorithms ... 138
... 5.6 ... Statistical Forecasting in SAP ERP and SAP APO ... 139
... 5.7 ... Summary ... 1436 ... Leading Indicators ... 145
... 6.1 ... Examples of Business Indicators ... 145
... 6.2 ... Complementary Products ... 147
... 6.3 ... Causal Forecasting in SAP APO Leveraging Multiple Linear Regression ... 148
... 6.4 ... Summary ... 1537 ... Downstream Demand ... 155
... 7.1 ... Vendor-Managed Inventory and Collaborative Planning, Forecasting, and Replenishment Leveraging SAP APO ... 155
... 7.2 ... CPFR Process Overview ... 157
... 7.3 ... Comparison of VMI and CPFR Processes ... 165
... 7.4 ... Collaborative Planning Process in SAP APO ... 167
... 7.5 ... Consumption Data and the Vision Chain Demand Signal Repository ... 183
... 7.6 ... Customer Collaboration with SAP SNC ... 187
... 7.7 ... Summary ... 2028 ... Marketing ... 205
... 8.1 ... The Gap Between Projections and Expectations ... 206
... 8.2 ... The Four Ps of Marketing ... 215
... 8.3 ... Promotions in SAP APO ... 219
... 8.4 ... Promotional Forecasting in Customer Collaboration ... 232
... 8.5 ... Summary ... 2449 ... Sales ... 245
... 9.1 ... Guidance, Incentives, and Information ... 246
... 9.2 ... Configuring SAP APO Demand Planning for Sales Input ... 247
... 9.3 ... Sales Input through Duet Demand Planning ... 254
... 9.4 ... Summary ... 26010 ... Pulling It All Together ... 261
... 10.1 ... Map, Mirror, Headlight, and GPS ... 261
... 10.2 ... Consensus Demand Planning ... 262
... 10.3 ... Demand Combination in SAP APO ... 269
... 10.4 ... Summary ... 27411 ... Realize Demand ... 275
... 11.1 ... The Balance Sheet and the Income Statement ... 275
... 11.2 ... Strategic (Long-Term) Decisions ... 278
... 11.3 ... Operational (Medium-Term) Decisions ... 280
... 11.4 ... Tactical (Short-Term) Decisions ... 284
... 11.5 ... Impact of Downstream Events on Demand Management ... 285
... 11.6 ... Operationalizing the Demand Plan ... 293
... 11.7 ... Summary ... 30512 ... Process and Performance Management ... 307
... 12.1 ... Identify and Confront Bias ... 307
... 12.2 ... Assigning Responsibility for Accuracy ... 309
... 12.3 ... Absolute and Weighted Metrics ... 309
... 12.4 ... Lagged Accuracy ... 313
... 12.5 ... Reporting Forecast Accuracy with SAP APO and SAP NetWeaver BW ... 314
... 12.6 ... Summary ... 32813 ... Managing a Change Process ... 331
... 13.1 ... Selecting a Team or Partner ... 331
... 13.2 ... Governance Model ... 337
... 13.3 ... Sequencing and Scope of Solutions Implementation ... 345
... 13.4 ... Project Management Methodology ... 348
... 13.5 ... Global Engagement Delivery Model (GEDM ... 350
... 13.6 ... Defining Project Success Criteria ... 357
... 13.7 ... Tracking the Value ... 362
... 13.8 ... Summary ... 36314 ... Conclusion ... 365
... 14.1 ... Financial and Strategic Implications of Managing Demand ... 365
... 14.2 ... Project, Impact, Realize, Correct ... 366
... 14.3 ... SAP Solutions ... 369
... 14.4 ... Case Study ... 371
... 14.5 ... Benefits of Demand Planning Systems ... 373
... 14.6 ... Summary ... 377A ... Business Planning ... 379
... A.1 ... Expectations and Guidance by Public Companies ... 379
... A.2 ... Establishing the Product Mix ... 381
... A.3 ... Setting Sales Targets ... 382
... A.4 ... Business Planning and Consolidation ... 387
... A.5 ... Summary ... 387B ... The Authors ... 389 ... Index ... 391

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