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LEITAX: Consensus Forecasting Process (CFP) in Supply Chain Planning Before Redesign Project (FY 2002): Traditionally, Leitax's sales directors forecasted sell-in sales (Distribution Centers (DCs) to resellers), which tended to be a distorted signal of demand since the sales force had an incentive to influence sellin in the short-term and retailers had time-varying appetites for inventory. These sales' forecasts were often mistrusted when they crossed into other functional areas. For example, with inventory shortages as its primary responsibility, the operations group would frequently generate its own forecasts to minimize their perceived risk of an inventory discrepancy, and marketing would devise its own forecast when they suspected possible deviations to the sales forecast because of promotions (Fig. 1). Moreover, the sales organization believed that the final group exerted too much pressure on forecasts, urging sales to increase forecasts that didn't enable the company to meet its financial goals. Other aspects of a true...

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