Available‐to‐Promise and Capable‐to‐Promise (ATP/CTP): Validation and Planning

The entry recommends process‐based metrics to reduce conflicting goals and diminish the impact of functional silos. An overarching metric is “percent of orders flawlessly filled.” These are supported by functional metrics for purchasing, manufacturing, logistics, and customer service/sales. The entry contains a case from golf equipment manufacturer TaylorMade. It states that the culture must move to a pull mentality, where everyone thinks in terms of “Let's make what we sell. (or what the customer wants),” and not “You better sell what we make.”