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 Sales and Operations Planning Business Integration R705 QR Code
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Sales and Operations Planning Business Integration



This training program provides participants with a thorough understanding of how S&OP integrates business functions. Through exploring key concepts and real-world case studies, participants will learn to align sales forecasts with production plans and financial objectives. Emphasis is placed on cross-functional collaboration to optimize operations and drive business growth. The program equips participants with strategies to enhance customer satisfaction and maximize profitability through effective S&OP implementation.

Program Objectives:

By the end of this program, participants will be able to: 

  • Ensure understanding of Sales & Operations Planning (S&OP).

  • Explain process objectives and benefits.

  • Describe 5 phases of monthly S&OP, identify involved personnel.

  • Stress top management ownership and responsibility for S&OP success.

  • Highlight the importance of lower-level preparation for process efficiency.

  • Prepare participants for S&OP implementation in their organizations.

  • Plan for successful S&OP implementation to improve business performance.

Targeted Audience:

  • Operations Managers.

  • Supply Chain Managers.

  • Sales Managers.

  • Inventory Managers.

  • Finance Managers.

  • Business Analysts.

  • Cross-functional team members involved in S&OP processes

Program Outlines:

Unit 1.

Introduction to sales and operations planning:

  • Understand the importance of S&OP in business integration.

  • Overview of the 5 phases of the monthly S&OP process: Data Gathering, Demand Planning, Supply Planning, Pre-S&OP Meeting, and Executive S&OP Meeting.

  • Explore how S&OP fits within ERP and supply chain systems.

  • Discuss the benefits of implementing S&OP.

  • Identify key stakeholders and their roles in S&OP.

  • Introduce step 1 of the S&OP process, focusing on managing product portfolios. 

Unit 2.

Demand planning phase:

  • Define the objective of demand planning within S&OP.

  • Differentiate between forecasting and demand planning.

  • Outline the inputs, logic, and outputs of demand planning.

  • Engage in a demand planning exercise to understand practical applications.

  • Highlight the importance of demand management in S&OP.

  • Discuss the demand planning meeting as part of the S&OP process.

Unit 3.

Supply and resource planning phase:

  • Outline the objective of supply and resource planning in S&OP.

  • Discuss the inputs, logic, and outputs of supply planning.

  • Examine the inputs, logic, and outputs of resource planning.

  • Conduct a supply and resource planning exercise for hands-on learning.

  • Describe the supply and resource planning meeting within the S&OP process.

  • Emphasize the importance of aligning supply with demand.

Unit 4.

Integration and reconciliation phase:

  • Discuss the need for integration and reconciliation in S&OP.

  • Identify what needs to be integrated and reconciled in the S&OP process.

  • Determine the key stakeholders involved in integration and reconciliation.

  • Outline the agenda for the pre-S&OP meeting.

  • Analyze financial considerations and gap analysis in S&OP.

  • Plan the agenda for the executive S&OP meeting.

Unit 5.

Executive sales and operations planning meeting:

  • Define the purpose and participants of the executive S&OP meeting.

  • Outline the agenda for the executive S&OP meeting.

  • Review demand and supply balances during the meeting.

  • Analyze overall financial numbers and performance.

  • Make decisions and document minutes of the meeting.

  • Identify areas for improvement in the next S&OP cycle.


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