Supply Chain Management
Seven Winning Tips that Every Salesperson Should Know
Bidur Dhaul and Enver Yücesan
One of the key challenges in supply chain management is alignment –both internally across various functional areas and externally along the ecosystem. The lack of alignment is not only a major source of frustration across various departments, but also a key driver of value destruction as it renders virtually impossible the satisfaction of customer needs in a timely fashion. The objective of this book is thus to promote internal alignment between the Sales and Supply Chain organizations. In particular, it aims at familiarizing the Sales organization with the capabilities and skills as well as the constraints and pain points of the Supply Chain organization so that they can collaborate effectively to create and deliver value to the customer.
The book consists of seven chapters that address the key issues in Supply Chain Management. In particular,
| Chapter | Key messages |
| Cracking the S&OP Process | § Importance of converging to and working with a single set of numbers § Pre-requisites for a successful S&OP process for internal alignment |
| Preventing a Supply Chain Tsunami | § Devastating effect of the bullwhip phenomenon § Pre-requisites for external alignment |
| Tackling the Cost-Service Trade-off | § Translation of customer requirements into internal process capabilities § Innovative product, process, and supply chain design to mitigate the trade-off |
| Monitoring Performance | § Utilization of KPI’s to coordinate business practices § Consolidation of KPI’s into a coherent organizational scorecard |
| Bolstering Collaboration | § Design of effective incentive mechanism to encourage collaboration internally and externally |
| Designing Tax-Efficient Supply Chains | § Inclusion of local rules and regulations in supply chain design for value creation and value capture § Compliance assurance |
| Product Life Cycle Management | § Dynamic perspective of managing customer offers § Approaches to facilitate the development of differentiated supply chain solutions |
Each chapter starts with a motivational example, provides best-in-class statistics, develops in depth the associated topics along with a wide variety of illustrations, and clearly delineates the responsibilities of the Sales and Supply Chain organizations to complement each other’s capabilities to delight the customer. The book also emphasizes the reinforcing interactions among the seven topics in order to create a collaborative platform between the Sales and the Supply Chain organizations.
