Increase sold-out line profitability by improving coordination between Sales and SCM

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Summary:
This project examines how demand signals from CRM systems are translated into production planning decisions in a Make-to-Order, capacity-constrained specialty-chemicals environment. It investigates how probability-based order conversion practices and sales behaviors create planning instability on sold-out production lines. The study aims to identify process and behavioral gaps in the opportunity-to-order cycle and propose improvements to better align commercial signaling with effective production planning.

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