You are a member of the supply chain organization of a consumer products manufacturer whose products are sold primarily through eight large retail chains. You have an idea to implement a new sales forecasting information system to replace the existing system that relies on historical sales data and marketing plans. The new system requires that the manufacturers eight large retail customers enter their own weekly sales forecast of what they expect to order over the upcoming six weeks. The individual retailers forecasts will then be aggregated to develop the demand forecast for each six-week period. The supply chain organization will use this aggregate demand forecast to manage its inventory and production. Retailers will receive a discount for submitting a forecast that closely matches their actual orders.

a. What other organizations within the company must be sold on this idea?

b. How will you deal with the natural reaction of others to resist this change?

c. How can you sell this idea to your companys major retail customers?

d. How might you use Leavitts Diamond to help sell others on your idea?