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"There's no clearcut boundary, but I'd say that Phase 1 marks the start of S&OP and that your S&OP process reaches maturity in Phase 2 S&OP is a monthly management process It provides a link between strategy and execution that engages senior management in a tangible way to make decisions in order to balance company goals and direction with sales and operational capability Getting to a to a level of maturity where this can happen is a tall orderSales & Operations Planning Visibility Advanced Analytics Evaluation of multiple levers to shape profitable demand

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S&op process steps

S&op process steps-The 6 Steps of the S&OP Processes Product Review In this first phase of the S&OP process, planners involved in R&D, product development, and new product introduction analyze the health of products in the market, examine product pipelines, and arrive at decisions about product planning These decisions might include setting dates for newRegional & Global Executive reviews Review;

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Step 1 Map to Profit Center Leadership Drive Alignment to Business Goals The starting place is to build an organizational map by profit center For the greatest success, the S&OP process should report to a profit center manager The number of S&OP processes align toSales and Operations Planning is typically realized following a fivestep process that has a monthly or weekly frequency and is applied to product families Each of the five steps forming the S&OP process involves people belonging to different areas and the time horizon covered by their activities goes from 12 up to 18 or even 24 months Contextually organize People, Documents, S&OP Process Steps, S&OP Data, Action items, Decisions, Alerts, etc around the S&OP Process;

Define and orchestrate the S&OP process(s) Enable People to stay on top of relevant, contextual updates; Monitoring the S&OP comes down to monitoring the assumptions Download Whitepaper 8 essentials of an S&OP Software Key Steps for Monitoring S&OP Performance The first step is to identify the key assumptions If the S&OP process includes promotions as in the CPG industry, promotion success may be critical Sales and operations planning is a monthly business process enabling a company to determine the organizational goals It allows the organization to meet its operational, sales, and financial targets The process is typically the responsibility of a specific sales and operations planning team This includes the company's decision makers and

 S&OP Process Mapping Select the process Get the right people together Establish process boundaries List steps, activities and decisions Map the "asis" process Simplify the process Collect Data Is the process stable?Data integration is a oneway highway The S&OP process should be separated from operational planning without losing the link, though The S&OP planning process should always be built on a realistic foundation, as the base line determines the trustworthiness of the S&OP planSteps to S&OP There are two distinct phases to S&OP 1) process design, and 2) process conduct In the design phase, all of the technical workings are engineered, and in the conduct phase S&OP is used as a business management process The following 10 steps describe how to go about these two phases Steps 15 are design and steps 610 are conduct 1

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Its purpose is to aid you in understanding the planning balance betweenThe objectives and the process are the same Use of the term S&OP is not meant to imply, in any way, any diminished importance of inventory planning Table of Contents S&OP Process Challenges3 5 Steps to S&OP Success5 Step 1 Innovation and Strategy Review 5Gartner, for instance, has reported that about 70 percent of global organizations are only in Stage 1 or Stage 2 of the four stage S&OP Maturity Model Most organizations acknowledge the need for a stepchange improvement to their S&OP process At the start of our journey, the S&OP process took six weeks to prepare

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S&OP Integration with other Plans Source Adapted from "Operations ManagementProcesses and Value Chains", Krajewiski et al, 08, PHIL P Ltd, Milliken (07) and Lapide (04) identify S&OP asS&OP Implementation process the 10 steps Case Study from FMCG industry New Zealand Also included with this document is a bonus zip of 41 Lean documents (includes templates, case studies, articles, posters, charts, and more) The S&OP process The process consists of focused review meetings for each discipline and an Executive meeting for decisions The diagram shows a standard model, but the actual number of review meetings are decided within each organisation For example Finance input is part of the preexecutive meeting

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FiveStep Process (Agenda & Critical Characteristics) Data Gathering & Statistical Analysis;Implementing a Sales and Operations Planning (S&OP) Process Step 1 Gather and Manage Data This step entails the collection of data on past sales, trend analysis, and assessments Step 2 Develop Demand Plan Demand planning includes validating forecasts, understanding sourcesThe Sales and Operations Planning (S&OP) process is a vital synchronization tool in supply chain management In most companies, the monthly S&OP meeting brings executives from all major operational departments – sales, marketing, materials/procurement, manufacturing, transportation, and finance – together to determine how best to manage company resources

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 A Standard Operating Procedure (SOP) is a document that provides stepbystep instructions on how to complete a specific task properly An SOP may have several distinct parts to help organize and outline all parts of the process These parts may include a title, purpose (what), scope (who), responsibility (why), materials, and procedure (how)Consensus / Integration Review; You determine the pace and sequence of the steps in line with your own priorities So in fact, you can take a completely modular approach to implementing S&OP" Where does S&OP end and IBP start?

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 16 S&OP @ 100,000 Feet Executive S&OP A process to reconcile, agree upon, and communicate the company game plan Product Development (New Product Introduction) Finance (Dollars) Sales & Marketing (Units/$$ by product family) Operations (Units/Hours/Materials) 17General S&OP Steps While the sales and operations planning process can differ greatly among organizations, there tend to be certain major steps that virtually all planners follow The ones below were developed by Thomas Wallace and Robert Stahl, coauthors of the definitive guide, Sales & Operations PlanningDefinition is the first crucial step in any S&OP initiative With that in mind, consider the definition of S&OP in the APICS Dictionary, 13th Edition A process to develop tactical plans that provide management the ability to strategically direct its businesses to achieve

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S&OP, or sales and operations planning, is an integrated business management process that drives organizational consensus to balance supply and demand The S&OP process, which typically happens monthly, aligns operational areas – such as sales, marketing, product development, manufacturing, procurement, finance, and accounting – so they work in concert to meet financial The first step is to improve the existing S&OP process to bestinclass Whether starting from scratch or making a few minor tweaks, the establishment of a strong S&OP process is the foundation for SI&OP The aspects of a bestinclass S&OP are also characteristics that make up a successful SI&OP With a more mature S&OP process, it is about managing tradeoffs like these and other functions through structured process steps These usually include Product Review To discuss current and future product portfolio, New Product Launch/End of Life strategy and portfolio optimization as well as SKU complexity and component rationalization

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Identify the key wants/needs of your major players (Finance, Sales, Operations) and begin modeling a straw man process You may need to "dial it in" to continually improve the process Data collection steps We recommend using a highlevel SI&OP process that operates on aTo work properly, a process must be periodic Each months, several meetings needs to happen in order to reach at the end on the month an S&OP plan for the considered period This plan needs to be updated progressively depending on the meetings and the process We suggest to follow a 5 steps process for a full and efficient Sales & Operation A company might follow one of a few slight variations of the stepbystep S&OP process The accompanying graphic shows a monthly fivestep process data gathering, demand plan, supply plan, preS&OP, and finally the executive S&OP meeting, where decisions are made

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The maturity of 5 Steps S&OP Process on Scale of 15 (1 Lowest & 5 Highest) S&OP Advance Stage Questions; These include Timely and accurate communications across regions and functions To make certain this happens, adopt easytouse tools Align goals and objectives across regions and functions to ensure participants are not punished for shifting their focus Design and implement global IT supportWe've enthused about S&OP (SIOP) in some of our previous posts (SIOP Process)– we really think it's one of the bedrocks of an efficient organizationThe problem is that many organizations find it difficult to implement While S&OP isn't rocket science (if you use a common sense approach you'll do well) many organizations find it extremely challenging to get right

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S&OP facilitator helps discover why opinions differ while keeping the S&OP process on track S&OP Silos Potential silo conflicts outside of the S&OP process that hinder S&OP performance conflicts of interest, such as one department lowering its costs by offloading expenses onto another department failure to share information, orHighlevel results with respect to S&OP • How we measured S&OP implementation • Fully implemented S&OP process • Decision makers participate in S&OP meetings • Organization follows S&OP process/plan • Further case analyses and interviews • Results in a nutshell • Many companies are trying (have tried), but only few succeed(ed) Gartner says that one common issue to address right away is to identify the S&OE content in the S&OP process and move it to the S&OE agenda These need to be two separate processes, both clearly defined with purpose and scope The S&OP process focuses on the tactical horizon, typically from 3 to 18 or 24 months When developing the process timing, the key point

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Content Covered in Session 3 Time 3513 S&OP as a major effort in orchestrating crossfunctional team's interactionsSales and operations planning (S&OP) is an integrated business management process through which the executive/leadership team continually achieves focus, alignment and synchronization among all functions of the organizationThe S&OP process includes an updated forecast that leads to a sales plan, production plan, inventory plan, customer lead time (backlog) plan, new productIn this S&OP course International conference speaker and trainer Dr Muddassir Ahmed describes how S&OP Process can be used as the platform to drive continuo

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Simplistically speaking, the S&OP process does exactly what it says on the tin – it provides a general overview of company's Sales and Operations Planning method!

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