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Category: S&OP

End spreadsheet chaos, bridge supply and demand silos, and achieve new levels of collaboration as we deliver advice and tactics on Sales and Operations Planning (S&OP).

MRP – A Key Enabler of Agile Manufacturing

Over its roughly fifty-year lifespan, Material Requirements Planning (MRP) has been established as one of the most powerful and influential innovations in manufacturing technology. Introduced and popularized by Joseph Orlicky through his book Material Requirements Planning (MRP): The New Way [...]

Collaboration Between Sales and Demand Planning

Creating channels for efficient communication and collaboration between your sales department and demand planning can have great results. The Institute of Business Forecasting & Planning said, “This allows the organization to capture what we know in current sales levels and [...]

46% of Companies are Making this Mistake When it Comes to S&OP

Consumers are fickle. It’s a fact. According to a recent research by Accenture, people report switching brands more than they did a few years ago, despite the fact that brands are investing $90+ billion in loyalty programs. As channels expand, [...]

The Forecast and the Plan: What’s the Difference?

Imagine a new professional, walking into her first Sales and Operations Planning Meeting at the multinational corporation who hired her only a few weeks earlier. This is a big moment for the new employee. The meeting might be awash with [...]

Sales & Operations Planning: The Key to Managing Change

A bedrock principle of Supply Chain Management is its recognition that all value-adding functional activities within an enterprise are interconnected. Once a company realizes this interdependence, the challenge becomes one of operationalization: how does the organization work this insight into [...]

The Benefits of an Effective S&OP Process

The Institute of Business Forecasting & Planning said, "Sales and Operation Planning (S&OP) is probably the least understood aspect in Supply Chain Management. It provides the key communication links for top management to coordinate the various planning activities in a [...]

Dangers of the Executive S&OP Review

It can seem like you're walking into a lion's den. All eyes are on you. They're hungry and ready to pounce. But you're not facing lions, you're facing the members of the executive S&OP review committee. From the moment you [...]

Roles & Responsibilities Matrix for Teams & Individuals in S&OP

Anyone implementing an S&OP should check out this matrix to help understand the S&OP structure, hierarchy, and roles and responsibilities of both individuals and teams across the sales and operations process. Known as the RACI Matrix, which stands for Responsibility, [...]

Understanding the Goal of S&OP

Sales and Operations Planning (S&OP) has several moving parts, including data collection, demand planning, production (supply) planning, reconciliation, and executive meeting. Understanding the benefits of S&OP, and the software used to facilitate all those moving parts, will help companies understand [...]

Is Your Sales Department MIA?

After decades of S&OP, sales people still aren't involved in the S&OP process in most companies. They don't seem to show up to S&OP seminars or conferences, and you rarely see their names on the bi-lines of blogs or social [...]

The Difference Between S&OP and Budgeting & Why It Matters

The easiest analogy to understand the difference between sales and operations planning and budgeting is to think of your business as a football game. Before the start of a game, the coaches will devise a plan, comprised of various plays, [...]

Part 2: S&OP Kick Off Guide

Part 1 of this series talked about essential requirements for people and processes to ensure successful S&OP. Part 2 explores how S&OP leaders, and the teams who support them, must understand the business they are in. It's imperative to understand [...]

CEOs Must Embrace Sales & Operations Planning (S&OP)

S&OP has been around for decades, but is especially relevant today as a practical way to navigate today’s unpredictable global marketplace. As commerce becomes increasingly dependent on data, analytics, artificial intelligence (AI), and digital technology, a well thought-out S&OP program [...]

Best of the Best Conference Highlights: S&OP Maturity Brings Balance

Sales and operational planning (S&OP) is not a new concept. Organizations have been relying on this discipline for decades to balance forecasting, supply/demand planning, and operational delivery. What is happening now is people, processes, and tools have matured—and some are [...]

Tips for S&OP Implementation & Sustainability

These are the essential criteria for successful S&OP, that will both facilitate its implementation and sustainability. Did you know that only one third of sales and operation initiatives wind up adding true value? In this S&OP Kickoff Guide, you'll get [...]

From Excel Spreadsheets to Robust Cloud S&OP Software: Why CFOs Are Trading Up

You can almost hear a group of employees saying it: “But that’s the way we’ve always done things!” It’s the legacy thinking siren song, but spend any time at all doing a gap analysis on S&OP processes and you’ll see [...]

Chew on These Demand Planning Conversations

Chewy. What exactly is a "chewy" conversation? This particular example from Patrick Bower, senior director of global supply chain planning and customer service for Combe, is specific to consumer packaged goods, but the lessons within apply to just about any [...]

How to Show Forecast Accuracy for Commercial Buy-in

There are several key ways to get Commercial’s buy-in into the S&OP process, not the least of which is to show forecast accuracy as a cause-and-effect relationship. Calculations and formulas are sometimes off-putting to those who are not mathematically inclined. [...]

Building Strategic S&OP Capabilities

Some of the failures of S&OP deployment happen in the early months of execution. However, engagement and support for the process also diminishes over time, slowly eroding its value to the point where it is no longer a key process [...]

K.I.S.S. Your Complicated S&OP Goodbye

Is your S&OP process too complicated? If so it’s time to KISS that headache good-bye. A sales and operations planning (S&OP) process should simplify and streamline the company, not add additional complications. If this is not your reality, it’s time [...]

Planning at a Crossroads

Planning took center stage at the Best of the Best S&OP conference in June 2017. Pamela Lindsey, director of global supply chain operations for Ciena, talked about the job of linking supply, demand and revenue. Pete Alle, VP of supply [...]
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