CONTENTS Foreword by Gregory P. Hackett, The Hackett Group ix Foreword by Lora Cecere, Supply Chain Insights LLC xi Acknowledgments xiii Introduction 1 Seven Guiding Principles of the Design of Market-Savvy S&OP 8 PART I: CREATING VISION Chapter 1: Seeing Anew from a Market-Savvy Perspective 11 Market-Savvy S&OP Defined 13 IBP Provides the Strategy 16 Value Segmentation: The Preferred Method 26 Looking Back 44 Case Study: Sports Uniform Manufacturer 45 Chapter 2: Competing on Time and Customer Connectivity 51 The Five Fundamentals of a Value-Segment Strategy 53 Portfolio Versus Segment Strategies 55 Segment-Level Strategies for Value Chains 62 Four Traditional Value-Segment Strategy Options 64 New Segment Strategies 75 Looking Back 86 Case Study: VTech 87 PART II: CHANGING BEHAVIOR Chapter 3: Managing by Analytics 91 The 7 Characteristics of Strong Teams 92 The 7 Characteristics of a Proper Analytic 100 Market-Savvy S&OP, 70 Percent Analytics 109 Looking Back 121 Case Study: Frozen Food Producer 122 Chapter 4: Establishing a Customer-Centric Culture 127 Developing a Customer-Facing Organization 128 Establishing Collaboration 133 Driving Collegiality 139 Designing Horizontal Management Processes 145 Appointing Leaders with Passion 154 Looking Back 157 Case Study: Goodyear North American Tire (NAT) Consumer 158 PART III: DESIGNING NEW PROCESSES Chapter 5: Designing and Implementing Collaborative Planning (Segment-Level S&OP) 165 Design Starts with Education 167 Design to Implement Strategy 171 Design to Align All Planning Processes 175 Design with Interlocking Cycles 187 Design with Collaborative Goals 193 Looking Back 196 Case Study: Wright Medical Technology 197 Chapter 6: Designing a Rate-Based Planning Process 202 RBP Applicability 203 RBP Versus Traditional Scheduling Methods 204 RBP Scheduling Strategy 210 Cycle Planning 218 Inventory Standards 223 Rate-Mix Planning 226 Looking Back 230 Case Study: Canned Food Manufacturer 231 Chapter 7: Transitioning to a New Culture of Market-Driven Supply Chain 237 The Transition Plan 237 Instituting the Audits and Recognizing the Team Responsible 247 Looking Back 257 Case Study: Medical Technology Company 258 Time to Start 260 Index 263

Includes index.