World Class Sales & Operations Planning

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A Guide to Successful Implementation and Robust Execution
By Donald Sheldon
Hardcover, 6 X 9, 240 pages
ISBN: 978-1-932159-53-0
September 2006

ISBN: 978-1-932159-53-0 Categories: , ,


The sales and operations planning (S&OP) process is a major baseline for high-performance companies because, when done correctly, it keeps supply and demand in balance at the volume and detailed mix level, integrates and builds teamwork between general management, sales, operations, finance and product development, and links the company’s strategic and business plans to its detailed processes and tools used to run the business on an hourly basis. However, due to a lack of state-of-the-art guidance, most firms still aren’t achieving the substantial end-to-end supply chain, profit and shareholder value improvements that this process can help deliver. This comprehensive guide delineates how to accomplish successful top management planning using a step-by-step approach and explains how to implement and execute robust S&OP process excellence. It details the ease with which S&OP can be implemented and how it can be done correctly with little capital while still returning many times the investment. While achieving excellence takes practice, you can expect to begin seeing results almost immediately.

Key Features

  • Covers all aspects of S&OP, such as proper roles, agendas, schedules, cost planning, forecasting, capacity planning, and measurements
  • Describes in an easy-to-read detailed format how senior executives must be engaged for this process to return the maximum benefits of operational excellence, improved profits and shareholder value
  • Explains how S&OP supports Lean Manufacturing, connects with ERP, and improves end-to-end supply chain performance
  • Teaches how to balance the supply and demand elements of overall sales rates with rates of production, aggregate inventories, and order backlogs
  • Discusses how S&OP can help improve supplier relations, shorten customer lead-times, lower inventories, stabilize production rates, and improve service to end-users
  • Features audit criteria for confirmation of a high-performance S&OP process
  • WAV offers free downloadable audit criteria for confirmation of S&OP process excellence and materials for training or course instruction — available from the Web Added Value™ Download Resource Center at

About the author(s)

Donald H. Sheldon, CFPIM, CIRM, is President of DH Sheldon & Associates, an international consulting firm headquartered in New York. Mr. Sheldon is a seasoned practitioner and leading expert in the various processes required to achieve world-class manufacturing excellence. He is a sought-after speaker, has been published in numerous magazines and journals and is the author of Achieving Inventory Accuracy and Class A ERP Implementation and co-authored The Road to Class A Manufacturing Resource Planning (MPR II).

Table of Contents

Chapter 1: Understanding Sales and Operations Planning
Chapter 2: Why Is the S&OP Process Important? 
Chapter 3: Business Planning Behind the S&OP
Chapter 4: Creating the Demand Plan
Chapter 5: Operations Planning for the S&OP Process
Chapter 6: The S&OP Meeting Structure
Chapter 7: S&OP Tools for High Performance
Chapter 8: Roles in the S&OP Process
Chapter 9: Connecting Suppliers to the S&OP Process
Chapter 10: Getting it Right – Evaluating Risks and Metrics Used
Chapter 11: Connecting the S&OP Process to Customers
Chapter 12: S&OP Process in Service Industries
Chapter 13: Implementation of the S&OP Process
Appendix A: Check Sheet for a Robust S&OP Process
Appendix B: When and How to Celebrate Success in the S&OP