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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).

Is S&OP owned by supply chain?

S&OP is commonly under supply chain, but should it be? The Institute of Business Forecasting & Planning said, “As S&OP maturity evolves the requirement for ownership of the process becomes more and more focused on business leadership and decision-making.” It [...]

Why you should be using an S&OP Calendar

Do you use your S&OP calendar? It is a great tool to help you meet your goals and work together. The Institute of Business Forecasting & Planning noted, “By consistently indicating where they contribute in the process, and indicating that [...]

Working on your S&OP tech

Technology can be instrumental in bettering your sales and operations planning. The APQC blog said, “Specific industries are adopting technology such as AI and data analytics to address planning challenges, which indicates a critical competitive shift other organizations will soon [...]

S&OP vs. SIOP: What’s the Difference?

From one perspective, there is very little difference between “sales and operations planning (S&OP)” and “sales, inventory, and operations planning (SIOP)” because the overall objective is the same for both: Get the right inventory to the right place at the [...]

Seven Advantages of Integrated Demand and Supply Planning

A championship football team reaches such heights because of teamwork, practice, and a clear strategy.  Both offensively and defensively, team members are drilled over and over to work together and know the plan so that on game day, everyone is [...]

Are you utilizing technology for S&OP?

Technology keeps getting better in sales and operations planning, and businesses are really utilizing it! Supply Chain Management Review reported, “Nearly 70% of the respondents in APQC’s survey of S&OP professionals consider technology to be an extremely critical or very [...]

Places to Improve in your S&OP Process

Process and technology may be improving S&OP, but there are always places to improve. As much as possible, try to get your executive team informed and in the loop. Kumar Singh said, “Supply chains are becoming increasingly complex and as [...]

Is your Sales and Operations Planning just Mediocre?

Even in the places you think you’re doing a good job, there is often room to improve. Ventana Research reported that many companies are not doing as well as they might think saying, “The Dynamic Insight analysis suggests that many [...]

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 Operational Planning

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 Sales and Operations Planning Tools

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 [...]

The purpose of S&OP for CEOs

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 S&OP process map not [...]
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