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Sales and operations planning (S&OP) is the key business process to balance customer demand with supply capabilities. The general objective of S&OP is matching demand and supply in the medium term, by providing an instrument for the vertical alignment of business strategy and operational planning, and for the horizontal alignment of demand and supply plans. The Sales & Operations Planning (S&OP) process determines how much of which products to make, where to make them, and which markets to send them to on the basis of demand forecasts, cost factors, risk profile, and strategic objectives. This course provides an introduction into how to develop a dynamic sales and operations planning (S&OP) process- business processes and technologies- that will enable an enterprise to effectively respond to demand and supply variability with timely determinations of the right market and supply chain mix, all through the S&OP time horizon. After completing Sales & Operations Planning Process, students will be equipped with a basic understanding of the following: A general understanding of supply chain management is recommended, but not required Students will be assigned 5 homework assignments, and 1 final exam for each course. This course is Instructor-led and delivered through our award-winning online Learning Management System.
What is S&OP?
Advantages
Inputs
S&OP time horizon
Top down planning
Bottoms up planning
New product planning
Sales opportunity planning
Revenue, margin, opportunity planning
Alignment to corporate goals
Demand forecasting
Demand collaboration (sales, marketing, operations input)
Demand shaping (promotions, new product introduction, other events)
Consensus forecasting
Capacity planning
Inventory optimization
Material planning
Transportation
Product mix
Constraint management
What-if analysis
Allocation of demand to supply
Consensus
Key Performance Indicator (KPI) measurement
Working capital
Gross margin
Inventory turns
Plan vs actual
Forecast errors
Root cause analysis
