Demand planning hasn't gotten the attention that Enterprise Resource Planning systems (ERP) or Customer Relationship Management (CRM) have received in recent years. But that's not to say it isn't a sore spot for many in the manufacturing and distribution communities. "When I speak in front of industry groups and ask how many people are happy with their sales forecasts, I don't see any hands at all," says John Pavain, President of Norwalk, Connecticut—based MaxQ Technology, a developer of demand management systems and a Microsoft® partner. "Demand planning is an area that most companies need help in."

Demand planning software packages can help manufacturers to:

• Establish baseline sales forecasts, incorporating multiple inputs
• Perform sophisticated analysis that improves their use of human and capital resources
• Optimize pricing capabilities
• Better understand their markets and customers