Category archives: demand planning
Precise means being exact, accurate and careful about details. The difference between good and great. As we discussed in our recent Supply Chain webinar, this is not an easy task if you have a lot of fluctuating demand and uncertainty in your production process. During the webinar, Paul Coombe (Supply Chain Director at Nampak Glass) shared his insights on making the best possible use of your production facilities and optimizing the way you respond to changes in demand. This is particularly difficult at Nampak, a business that aims to produce 350 tons of glass per day while managing different production processes for different bottle types and maintaining customer service at a profitable level. The interview below summarizes how Nampak tackled this challenge.
Picture this: you are in charge of demand planning at a firm supplying essential base material to various markets, involving OEMs and CP companies. Your challenge is to balance the carefully established forecast with client demand. Since clients usually don’t adhere to the forecast, your task is to address the gap that emerges between your plan and actual demand, and assign the ‘pain’ to either sales or supply. Armed with ‘rules of thumb’ (product demand with high margin prevails over lower margin) and ‘guidelines’ (segment A clients have priority) you pass your judgment. Day after day, you experience that reality requires many more trade-offs than your guidelines allow for. How often are your verdicts met with approval?
Back in 2008, companies tried to release cash from inventory reductions to respond to the first recession’s wave. But this had some unintended consequences. Roughly 80% of them ended up with more inventory levels. Why? Because they adopted a quick fix, an opportunistic approach which forced them into silo planning and severe departmental disconnection. How could they have avoided this? When you look back, the answer is simple: Integrated Business Planning (IBP) and Optimization. My colleague Marcel has written about IBP and Optimization before, and walked you through some of its real business gains. In this post, I will attempt to explain why demand modeling and planning is an imperative in the IBP cycle and what the symbiosis between sales and marketing looks like within the cycle. Continue reading »