Tag Archive: sales

Forecasting: How Far Should You Look into the Future?

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Whether setting strategy or designing a SIOP (sales, inventory and operations planning) process, one of the most important questions to consider in forecasting is how far into the future will you look? And why? As we think about whether the answer should be 1 month, 1 quarter or 1 year, check your thinking. When assessing the future it is important to think through the elements that may impact your forecast. 10 Questions to Ask When Forecasting and Designing SIOP 1. Do you have customer contracts in your business/ industry? If so, how far out do they go? 2. Regardless of the…
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SIOP is Not a Supply Chain Project

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According to the head of the Drucker school’s supply chain program, SIOP (sales, inventory and operations planning) is a hot topic with executives and supply chain leaders. I’ve found that our 4 EXCEL proprietary SIOP process has gained HUGE benefits for clients, and so I concur! However, SIOP is NOT a supply chain project; the significant growth, profit, margin, cash and service benefits come to those who treat it as an organization-wide strategic initiative. Although the supply chain and operations resources typically coordinate the SIOP process as their skills align best with the majority of the processes, the reason for…
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SIOP Success is a Straight Line to People

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As with everything in business success, SIOP (sales, inventory and operations planning) success is a straight line back to people. Thus, it is the reason I started my business with the “Profit through People” brand and continue with it as one of our service lines and for our newsletter. In the last 5 years, we have completed many SIOP projects and have found the keys to delivering rapid, bottom line results – exceptional customer service, significant growth, improved margins, accelerated cash flow and high morale. These keys to success are built into our proprietary process for SIOP, 4 EXCEL, which…
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Involve Your Supply Chain for SIOP Success

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The best SIOP (Sales, Inventory & Operations Planning) processes that deliver significant returns on investment involve the extended supply chain. Since SIOP is about how to align demand with supply – and align all the process owners and executives on one page, it has far reaching implications beyond any one project, person or result. I find the most successful SIOP processes deliver the optimal combination of: Business growth backed by operational readiness Improved customer service levels Accelerated cash flow Increased margins Thus, it is a worth-while endeavor for any business as not only a way to stay competitive but it…
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Key to Sales (and Career) Success

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I was in a meeting with one of the members of the executive team of a new client who is responsible for the customer experience this morning, and I asked why their customers buy from them. He had a great answer and turned the question around on me. I was thinking about the topic and what I knew of this client in my answers which led me astray vs. common sense. Why do we leave our common sense at the door at times?!?! In essence, he referred to what he said anyone who has gone door to door would know (if…
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