sales and operation planning
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- Identify the important drivers of competition in the industry within which ETPI competes (that is, companies who publish and distribute books of academic interest, but not textbooks).
- Assess ETPI’s strengths and weaknesses relative to these important competitive drivers and draw conclusions about the likelihood of ETPI’s competitive survival.
- Does ETPI have an S&OP process? Give a brief description.
- How would you suggest ETPI improve its S&OP process?
- Validate the new process with the order winning and order qualifying characteristics given in the case.
- Justify how the new process will reinforce and improve the order winning and order qualifying characteristics.
- Develop, describe, and justify appropriate process metrics.
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