Revenue management in order-driven production systems

This article investigates the effectiveness of a tactical demand-capacity management policy to guide operational decisions in order-driven production systems. The policy is implemented via a heuristic that attempts to maximize revenue by selectively accepting or rejecting customer orders for multiple product classes when demand exceeds capacity constantly over the short term. The performance of the heuristic is evaluated in terms of its ability to generate a higher profit compared to a first-come-first-served (FCFS) policy. The policies are compared over a wide range of conditions characterized by variations in both internal (firm) and external (market) factors. The heuristic, when used with a Whole Lot order-processing approach, produces higher profit compared to FCFS when profit margins of products are substantially different from each other and demand exceeds capacity by a large amount. In other cases it is better to use the heuristic in conjunction with the Split Lot order-processing approach.