Oliver Wight Release New Demand Segmentation White Paper

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Friday, May 2, 2014

Oliver Wight Release New Demand Segmentation White Paper

Oliver Wight have released an exciting new white paper providing practical advice on demand segmentation for organizations across the globe.

Business improvement specialists, Oliver Wight, have published a new white paper, 'Demand Segmentation: ahead of the curve.' The first in a series of 'post-recession' white papers, it provides practical advice for organizations on how to advance segmentation, so they can continue to meet changing consumer needs, effectively and profitability, not just now but in five, 10 and 15 years' time.

Authored by Debbie Bowen-Heaton of Oliver Wight EAME and Todd Ferguson of Oliver Wight Americas, this is the first in a new series of white papers designed to help organizations deal with the fresh challenges presented by the recovering economy. Combining in-depth thought leadership and actual case study examples, the white paper explains how demand segmentation is the surest way for businesses to deliver an effective customer response, now and into the future.

"With the ever-evolving habits of consumers and fast-changing nature of technology, organizations need to refocus on how to respond to their customers," says Bowen-Heaton. "It is important to understand that not all customers, channels to market, or products are the same; and that a segmented supply chain response is needed to manage this complexity, especially in light of a global economic recovery."

To achieve the benefits of advanced demand segmentation - better decision-making, simplicity in complex supply chains, operational efficiency, and competitive advantage - organizations must:

- Put customers' needs first
- Deploy segmentation as part of the sales and marketing strategy
- Segment the supply chain response
- Implement Integrated Business Planning to advance segmentation

"But segmentation is not just about responding to the varying needs of consumers today," says Ferguson. "Looking ahead, businesses can anticipate future trends and predict what customers want, even before they do. This means they can define the precise supply chain response needed to satisfy the customer of tomorrow, ultimately gaining true competitive advantage and staying ahead of the curve."

About Oliver Wight

Oliver Wight has a 40-year track record of delivering business improvement to some of the world's best-known organizations. With a team of professionals offering a wealth of experience, Oliver Wight is the largest consultancy of its type, with offices throughout Europe, South Africa, North and South America, and the Asia Pacific region. We believe that sustainable business improvement can't be delivered by external consultants but only by our clients' own people so, unlike other consultancy firms, we transfer our knowledge to our clients, helping deliver performance levels and financial results that last.

Integrated Business Planning
At the leading edge of management thinking and practice, our Integrated Business Planning (IBP) model lies at the heart of our clients' journey to outstanding business performance. Oliver Wight originated sales and operations planning (S&OP), and IBP can most simply be described as advanced S&OP. However, unlike S&OP, IBP brings a truly strategic perspective, integrating diverse processes - in the extended supply chain, product and customer portfolios, customer demand, and strategic planning - into one seamless management process.

Supply Chain Design and Optimization
Oliver Wight supply chain design and optimization allows organizations to understand their position within the extended supply chain; identify where value is being created and destroyed; develop profitable relationships with suppliers, customers, and consumers; and optimize their supply chain (however complex) for the ultimate in customer service and business performance.

Performance Benchmarking for Supply Chain
Oliver Wight Performance Benchmarking provides a qualitative and quantitative assessment of supply chain performance, allowing organizations to identify opportunities for improving customer service at the same time as dramatically reducing supply chain costs.

Meeting the Class A Standard
The Oliver Wight Class A Checklist is the longest-standing and most successful business assessment tool. The latest, Sixth Edition, raises the bar, and sets evermore demanding standards for companies on their journey to business excellence and the Oliver Wight Class A standard.