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sales and operation planning

  1. 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).
  2. Assess ETPI’s strengths and weaknesses relative to these important competitive drivers and draw conclusions about the likelihood of ETPI’s competitive survival.
  3. Does ETPI have an S&OP process? Give a brief description.
  4. How would you suggest ETPI improve its S&OP process?
  5. Validate the new process with the order winning and order qualifying characteristics given in the case.
  6. Justify how the new process will reinforce and improve the order winning and order qualifying characteristics.
  7. Develop, describe, and justify appropriate process metrics.

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