Imagine sales is worried about having enough supply to meet its targets. Lacking trust in the supply chain, sales inflates demand to ensure plenty of product. Sure, there may be too much inventory, but no one will get fired for that. Missing a sales target is a much worse offense. But supply chain knows sales is prone to inflating demand, so it produces less than forecasted. A vicious cycle of mistrust ensues and eventually the planning process is destroyed. This research helps sales and operations planning (S&OP) practitioners identify and remove forecast bias by creating accountability, aligning their plans, and having supply chain, rather than sales, own the demand-planning process.
Complete the form to get your free copy.