White Paper

Successful Sales and Operations Planning in 5 Steps

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A robust and successful SCM system that supports Sales and Operations Planning (S&OP) is vital for bringing together executives from major operational departments like sales, materials/procurement, manufacturing, transportation, marketing, and finance. Every successful S&OP process requires a strong SCM system with reliable, accurate information. Multiple tasks and analyses must be completed prior to the executive S&OP meeting to make best use of the monthly planning session to speed up the decision-making process. That process includes:

  • Demand Review of base-line demand as well as demand sensing and demand shaping activities
  • Supply Review of inventory levels and production capabilities Innovation and Strategy Review of the impact of new product introductions (NPIs)
  • Financial & Executive Business Review of company financial objectives and ability to stay within working capital constraints and impacts of decisions regarding all major departments.

This white paper provides tips to establish a successful S&OP process that allows teams to confidently make tough decisions like various trade-offs between customer service, inventory investments, production capabilities, supply availability and distribution concerns.

A robust and successful SCM system that supports Sales and Operations Planning (S&OP) is vital for bringing together executives from major operational departments — sales, materials/procurement, manufacturing, transportation, marketing and finance — and determining how best to manage company resources and make future investments. Using the SCM system, team members can routinely see and discuss the S&OP process and the various trade-offs between customer service, inventory investments, production capabilities, supply availability and distribution concerns.

Every successful S&OP process requires a strong SCM system with reliable, accurate information regarding time-phased demand, production capabilities, inventory status, and any limitations on resource availability, such as warehouse space, transportation capacity, and limits on cash or credit. A number of tasks and analyses must be completed prior to the executive S&OP meeting in order to make best use of the monthly planning session. These include:

  • Innovation and Strategy Review of the impact of new product introductions (NPIs)
  • Demand Review of base-line demand as well as demand sensing and demand shaping activities
  • Supply Review of inventory levels and production capabilities
  • Financial Review of company financial objectives and ability to stay within working capital constraints
  • Executive Business Review of future plans and impacts with regard to all major departments

These tasks gather and prepare the full range of information the S&OP team requires for a good decision-making process. The team can confidently make tough decisions that will ultimately determine how well the company performs against its priorities and challenges.

This white paper provides tips to establish a successful S&OP process, including the need to have up-to-date information regarding future time-phased demand, production capabilities, inventory status, and any limitations on resource availability and their influence on each other and overall company results.

MORE ABOUT THIS WHITE PAPER:

WHO SHOULD READ THIS WHITE PAPER?

Business executives search to align their team on decision making, demand and supply planners, and other leaders interested in revamping their S&OP process and similar concepts.

WHAT CONCEPTS ARE COVERED IN THIS WHITE PAPER?

This white paper covers concepts such as demand review, supply review, financial, and executive business review. Planning software provides the ability to develop what-if plans and scenarios to test possible changes in policies, the effect of constraints and varying conditions. The eBook covers examples of what the review process might look like.

WHY THIS WHITE PAPER IS A MUST READ FOR SUPPLY CHAIN ORGANIZATIONS

The more thorough the preparation process before the meeting, the more efficient and productive the meeting will be. This white paper provides specific examples of how to achieve that efficiency through a repeatable process that empowers executives to develop and execute the best possible plan, saving time and money.

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