S&OP planning (Sales and operations
planning)
Book P. 36-57
Introduction
Phase 1: Forecasting
Forecasting models
Forecasting via Roll-up and Force down process
Phase 2: Demand planning
Phase 3: Supply Planning
Q1: Enough raw materials?
Two processes run !
Other methods:
Q2: Enough Machine Capacity?
Level Production
Chase Production
Q3: Enough People Capacity?
Phase 4: Implementation
Introduction
Sales and operations planning = plan what we want to sell
= Overview over the entire system, coordination of all processes (how many products do we need t
stocks do we need to keep?, How quickly do we need to buy raw materials)
Phase 1: Forecasting
Try to make a forecast of future sales
Different ways:
Put real sales in system & extrapolate for the future (look at the figures of the past and base yo
Own forecasting on basis of research (look at the future)
Marketer: develop new customers, markets and Demand planner: Create realistic and achie
new products logistics and production can be organised in
of delivering a forecast in numbers.
(= dreamer, the optimistic dude)
⇒ (second phase) (realistic dude)
Forecasts are always wrong, never 100% correct. Reliable foundation of SOP, overstocked / unders
profits
planning)
Book P. 36-57
Introduction
Phase 1: Forecasting
Forecasting models
Forecasting via Roll-up and Force down process
Phase 2: Demand planning
Phase 3: Supply Planning
Q1: Enough raw materials?
Two processes run !
Other methods:
Q2: Enough Machine Capacity?
Level Production
Chase Production
Q3: Enough People Capacity?
Phase 4: Implementation
Introduction
Sales and operations planning = plan what we want to sell
= Overview over the entire system, coordination of all processes (how many products do we need t
stocks do we need to keep?, How quickly do we need to buy raw materials)
Phase 1: Forecasting
Try to make a forecast of future sales
Different ways:
Put real sales in system & extrapolate for the future (look at the figures of the past and base yo
Own forecasting on basis of research (look at the future)
Marketer: develop new customers, markets and Demand planner: Create realistic and achie
new products logistics and production can be organised in
of delivering a forecast in numbers.
(= dreamer, the optimistic dude)
⇒ (second phase) (realistic dude)
Forecasts are always wrong, never 100% correct. Reliable foundation of SOP, overstocked / unders
profits
