Key Points:
1. Aligning your business to your customer reality
2. Choosing the right planning strategies to ensure you use the demand signals to drive stocking and replenishment.
3. Forecasting only improves when we use it, learn from deviations and manage your business with one set of numbers and assumptions.
Sales forecasts should represent our best assumptions of customer requirements, when we commit to using the sales forecast to drive planning through the Supply Chain through SAP we create the platform for cross-functional integration. Are we mature enough to stop second-guessing the forecast data in our functional silos and start working collaboratively to improve the underlying assumptions, stock strategies and replenishment models to increase our flexibility, responsiveness and cross-functional effectiveness?
