The Market-Driven Supply Chain – A Revolutionary Model for Sales and Operations Planning in the New On-Demand Economy


the-market-driven-supply-chainBook Title:  The Market-Driven Supply Chain – A Revolutionary Model for Sales and Operations Planning in the New On-Demand Economy

Author:  Robert P Burrows III

Publisher:  AMACOM

List Price:   US$39.95;  Publication Date:   2012

Format:  hard cover; 271 pages

ISBN: 13: 978-0-8144-3163-4

Reviewer:      Carol D Kacinko

Review Date:              March 2013


Introduction to the Book

The Market-Driven Supply Chain describes how many businesses are caught in their old Sales and Operations Planning (S&OP) techniques based upon a singular market strategy from the past. The Introduction provides a summary of the book as well as a brief description of the primary topic covered chapter by chapter.  At the end of the Introduction is a listing of the ‘Seven Guiding Principles of the Design of Market-Savvy S&OP’ with an overview of the primary topic covered within each of the seven chapters.

The book describes how to create and implement a new market-savvy S&OP based upon today’s on-demand market segmentation.  Definition of a new vision for creating this strategy, identified within the first section of this book, is the fun and exciting aspect of this effort.  Changing the behavioral of an organization through teamwork of cross-functional teams with the use of analytics along with the focus on customer values, in the adaption of a customer-centric culture, are key to the creation of this market-savvy S&OP in Part II.  Part III deals with the design and behavioral changes necessary, as well as the actual implementation of the processes for this new S&OP.

Overview of Book’s Structure 

The book is divided into three different parts, or sections, with related chapters associated to that particular topic.  Part I, Creating Vision defines the starting point for understanding the creation of market-savvy Sales and Operations Planning for the new on-demand market through the two principals of ‘market in’ and ‘segment level’ in chapters 1 and 2; ‘Seeking Anew from a Market-Savvy Perspective’ and ‘Competing on Time and Customer Connectivity’.  Part II, Changing Behavior deals with the more difficult aspect of behavioral change to implement this new strategy in chapters 3 and chapter 4; ‘Managing by Analytics’ and ‘Establishing a Customer Centric Culture’.  The final Part III of this book, Designing New Processes focuses on the implementation of new processes for change management within chapters 5 though 7;

‘Designing and Implementing Collaborative Planning (Segment-Level S&OP)’,’ Designing a Rate-Base Planning Process’ and ‘Transitioning to a New Culture of Market-Driven Supply Chain’. 

Each part starts with describing the purpose of that section along with a synopsis of the chapters included. The actual chapter itself is broken into topics included, providing a smooth and understandable flow of the material.  Graphs and charts are used to expand upon the chapter’s content and further explain a topic of discussion.  A ‘Looking Back’ topic summarizes the key points of the subject matter covered within the chapter prior to a pertinent Case Study that ends the chapter by providing a real-world example. 


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About the Reviewer

carol-kacinkoflag-usaCarol Kacinko

Carol Kacinko is an IT Consulting Executive with over 30 years managing diverse business protocols for global operational perspectives in North America, Europe, India and Asia Pacific.  Proficient in establishing PMO’s, infrastructures, and implementing policies, procedures and processes with continuous improvement initiatives.    She has led multi-million dollar, multi-year projects; one awarded the ‘Smithsonian Institute Award for Technological Innovation’, established Project Management Offices (PMO) where one CIO was recognized in the ‘Top 10 CIO’s of the Year’ for the Governance implemented, established strategy and led design through implementation of successful Business Intelligence solutions to major corporations.   As Principal of her own consulting company she has provided services to Fortune 500 companies and Federal Government Agencies.  Carol has provided instruction for both Oracle and IBM.

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