Enterprise Sales and Operations Planning

Retail Price: $54.95

Direct Price: $49.95

Synchronizing Demand, Supply and Resources for Peak Performance
By George Palmatier with Colleen Crum
Hardcover, 6×9, 280 pages
ISBN: 978-1-932159-00-4
October 2002
Co-Published with APICS

ISBN: 978-1-932159-00-4 Categories: , ,


Operational excellence cannot be achieved by technology alone. An effective sales and operations planning (S&OP) process is essential to successfully implement any integrated management system, such as enterprise resources planning or supply chain management. This book illustrates the effective real world implementation of this powerful process. It is written as a case narrative with an instructional style that managers can relate to.

Key Features

  • Illustrates how sales and operations planning can improve operational performance, including on-time customer deliveries, inventory control, quality and profits.
  • Explains how people and processes, not just technology, ensure success.
  • Demonstrates how to implement the mechanics of S&OP to improve a company’s top line revenue and bottom-line performance by linking strategy to execution.
  • Describes how S&OP can be used successfully to anticipate downturns and upturns in business, so that companies can consistently achieve their financial goals.
  • Shows how companies using this method have improved execution of business strategies, which leads to increased market share and shareholder value.
  • Provides keen insights into ensuring that resources, supply and demand are synchronized to achieve superior profits and competitive advantages.

About the author(s)

George Palmatier, a leading consultant with Oliver Wight, was one of the early pioneers in the development and evolution of the sales and operations planning process. This veteran, with more than 30 years experience, was a major contributor to the first book on sales and operations planning entitled Orchestrating Success. He was also lead author of the ground breaking best selling book on demand management entitled The Marketing Edge. Oliver Wight is recognized as the leading manufacturing consulting firm in the world. Many of the previous best-selling books developed by this firm are now considered classics or seminal works in the field.

Colleen Crum, a leading consultant with Oliver Wight, has helped companies implement sales and operations planning and demand management for many years. She is an experienced editor and author and has also developed teaching curriculum on forecasting and demand management. Ms. Crum is a sought after speaker and active member of APICS and numerous other leading associations.

Table of Contents



“This is a great work with many important insights into fundamental operating principles to successfully deploy manufacturing management. Told as a “story” about a fictional company facing significant dysfunction and challenges, George Palmatier weaves a very engaging and important message-what ensures success is people using the appropriate operating principles and processes with the diligence and discipline. It’s an excellent book and one of the best of the year.”

-The CEO Refresher