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Sales and Operations Planning

Sales and operations planning (S&OP) is an integrated business management process developed in the 1980s by Oliver Wight through which the executive/leadership team continually achieves focus, alignment and synchronization among all functions of the organization. The S&OP planning includes an updated forecast that leads to a sales plan, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and resulting financial plan. Plan frequency and planning horizon depend on the specifics of the industry. Short product life cycles and high demand volatility require a tighter S&OP planning than steadily consumed products. Done well, the S&OP process also enables effective supply chain management.

An effective S&OP process routinely reviews customer demand and supply resources and “re-plans” quantitatively across an agreed rolling horizon. The re-planning process focuses on changes from the previously agreed sales and operations plan. While it helps the management team to understand how the company achieved its current level of performance, its primary focus is on future actions and anticipated results. Companies that have an integrated business management process use the S&OP process to monitor the execution of the company’s strategies.

Topic Preview:

  • Establishing production plans
  • How S&OP helps improve business performance
  • How to manage forecasts
  • The critical nature of S&OP and  customer service
  • Resource planning to meet demand requirements
  • S&OP and strategic issues
  • How to optimize S&OP based within organizational constraints   

What you will learn:

  • How to create a forecast for demand management
  • How to develop and S&OP plan
  • The use of resource planning to validate S&OP
  • Establish performance metrics
  • When to initiate corrective actions
  • The ability to disaggregate S&OP from the master schedule
  • How to develop a teamwork process to achieve S&OP objectives

Registration begins at 7:30 a.m. for all classes (breakfast included). Class will run from 8:00 a.m. to 4:00 p.m.

Price:$650.00

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Center for Supply Chain Management

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