Most research regarding revenue management in manufacturing has considered only a short-term planning horizon, assuming supply and production data exogenously given. Motivated by the case of the Canadian softwood lumber industry, this paper offers additionally a medium-term visibility for firms with limited capacity and faced with seasonal markets. We propose a demand management process for Make-To-Stock environments, integrating sales and operations planning (S&OP) and order promising based on revenue management concepts. Given heterogeneous customers, divergent product structure and multiple sourcing locations in a multi-period context, we first define a multi-level decision framework in order to support mediumterm, short-term and real-time sales decisions in a way to maximize profits and to enhance the service level offered to high-priority customers. We further propose a mathematical formulation integrating an S&OP network model in the Canadian softwood lumber industry and an order promising model using nested booking limits. This new formulation allows reviewing previous order promising decisions while respecting sales commitments. A rolling horizon simulation is used to evaluate

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G uill a u m e D ess e vr e a , J a c q u es L a m ot h e b , R o b ert P ell eri n a , M a h a B e n Ali a , Pi err e B a ptist e a a n d Vi n c e nt P o m p o n n e c a D é p art e m e nt d e M at h é m ati q u es et d e G é ni e I n d ustri el, P ol yt e c h ni q u e M o ntr é al, M o ntr é al, C a n a d a; b U ni v ersit é d e T o ul o us e, C e ntr e G é ni e I n d ustri el, I M T Mi n es Al bi, Al bi, Fr a n c e; c Pi err e F a br e O p ér ati o ns, C astr es, Fr a n c e

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