Demand Planning: CPIM

1
Demand Planning CPIM

• Damon Gonzales
• Joe Marcus
• Josh Vogt

2
Overview

• Market Driven
• Customer Expectations and Definition of Value
• Customer Relationships
• Demand Management

3
Market Driven

• Market Research
• Customers
• Internal
• External
• Competitors
• Competitive stances
• Economy and Regulatory

4
Customer Expectations - Definition of Value

• Order Winners/Qualifiers
• Competitive advantage
• Quality
• Delivery
• Reliability and Speed
• Price
• Flexibility

5
Customer Expectations - Definition of Value

• Marketing Strategy
• Market Definition
• Target Market
• Marketing Mix
• Pricing
• Advertising
• Trade/Sales Promotion
• Customer Promotions

6
Customer Relationship

• Maintain Customer Satisfaction
• Requires constant measurement
• Expanding Product/Service Offerings
• Design Assistance
• Information/Communication
• EDI

7
Demand Management

• Sources of Demand
• Known Demand
• Forecast Demand
• Forecast Management
• Characteristics of Demand
• Dependent/Independent
• Demand Patterns
• Principles of Forecasting
• Characteristics
• Methods
• E.g. Exponential Smoothing, Historical Data,
  Moving Average
• Forecast Error
• MAD

8
Demand Management

• Distribution Requirement Planning
• Time Phased Order Point
• Replenishing by DRP
• Saving from DRP

9
Whats New ?

• NOT MUCH!
• Marketing Aspects
• Pricing
• Discoursing New Competitors
• Market Skimming
• Loss Leader
• Cost Pricing
• Value Pricing
• Etc.

10
Tips ?

• Keep Your 463 465 Books
• Know Your VOCABULARY
• Most Questions Are Vocab
• Know APICS Style of Questions
• Eliminate Answers That Are Not Correct First!

11
Questions?