Sales and Operations Planning

As-is analysis & target image

The common thread for a customized S&OP process

Planning silos and a lack of coordination as well as immature or missing processes make it difficult to make the right decisions. The S&OP process aims to remove these obstacles and enable optimal collaboration between the most important business areas. To achieve this, a precise comparison of the actual and target situation is essential as a starting point.

In a pre-S&OP meeting, we work with all departments involved (e.g. procurement, production, finance, marketing and sales) to carry out an individual assessment. Based on the company’s specific requirements and objectives, we then define the concrete target status. By comparing the current situation with the target situation, we develop a suitable project roadmap that provides you with a transparent overview of the project procedure.

Service packages

• Coordinate and conduct pre-S&OP meeting
• As-is analysis taking into account all relevant areas
• Target definition based on your individual requirements
• Develop a structured project roadmap

Your benefit:

1. You receive a planning process tailored to your requirements
2. They ensure that all stakeholders are involved in the process
3. You benefit from an actual/target comparison and a company-specific target image
4. You get a transparent overview of the procedure

S&OP tool selection

Sustainably competitive with modern technologies

The basic prerequisite for a targeted S&OP process is high data quality. Incomplete, inconsistent or unstructured data impairs process quality. The first step is therefore data preparation. The second step is to select a suitable tool in order to create a transparent integrated process with this data.

To carry out the process steps of Sales & Operations Planning within the familiar ERP environment, we use modern business software tailored to your company-specific requirements. The functional scope of such programs enables, among other things, short-term adjustments to fluctuations in demand. In addition, scheduling parameters such as safety stocks can be optimized in a targeted manner.

Service packages

• Increase data preparation and data quality
• Selecting the right tools
• Introducing and implementing the tools
• Experienced qualification of staff, e.g. through training courses

Your benefit:

1. You benefit from an optimized and consistent data structure
2. They increase transparency as a sound basis for planning
3. They adapt flexibly to fluctuations in demand
4. You optimize the scheduling parameters precisely

We provide you with vendor-neutral advice and work with you to select the S&OP tool that meets your individual requirements. Central functions of S&OP tools include, for example

• Planning scenarios: With the help of simulations, software tools such as ToolsGroup SO99+ analyze the effects of market changes (e.g. price increases) on the profit and loss account as well as the service level. Modern algorithms also take into account uncertainties in demand and the supply chain.
• Coordination of financial and operational planning: In addition to matching supply and demand, comprehensive tools such as SAP IBP also enable the integration of financial and operational planning as well as strategic business plans. On this basis, feasible delivery plans with efficient capacity utilization can be developed.
• Forecasting: Automated forecasting procedures optimize the decentralized planning process. S&OP forecasting tools such as GIP Forecast use a comprehensive database from various possible sources. The result: greater forecasting accuracy for better demand and production planning.

Demand Planning

Better planning accuracy in forecasting as the foundation for successful sales & operations planning

If it is unclear how demand will develop, sales planning will be correspondingly imprecise. As a result, resources cannot be used effectively. To counteract this and achieve the highest possible planning accuracy, we analyze sales performance in detail in close coordination with sales, product management and marketing. To do this, we segment products and customers according to demand profiles.

This lays the foundation for optimal capacity and resource planning. A customer-oriented sales plan allows you to use production resources more effectively and make well-founded strategic decisions. It is important to coordinate the planning levels of demand and supply.

Service packages

• Analyze market shares
• Segment products and customers according to demand profiles
• Well-founded forecast for optimal resource and capacity planning

Your benefit:

1. You communicate systematically and interlink the individual specialist areas
2. You benefit from our many years of experience in process consulting
3. You anchor the methods and strategies developed in the operational processes in a sustainable manner

Supply Planning

Efficient production planning in coordination with inventory and capacity planning

Numerous factors need to be taken into account for effective production planning. In addition to capacity planning, requirements in materials management and inventory management influence your production plan. Events such as machine maintenance, public holidays or special shifts also influence planning.

By taking all relevant factors into account and segmenting by product group and SKU level, for example, we develop a production planning and control process that is tailored to your individual production and inventory strategies. This reduces lead times and work-in-process (WIP) inventories and increases inventory turnover rates. In order to optimally coordinate demand and supply planning, the next step is a detailed comparison of production and sales planning.

Service packages

• Analyze the individual stages and segments of production planning
• Design an optimized, holistic process for production planning
• Develop a planning process based on capacity planning, material requirements planning, production program planning and much more

Your benefit:

1. You benefit from planning that is tailored to your individual requirements
2. It optimizes delivery reliability and stock turnover rates
3. You minimize throughput times and inventories

Demand & Supply Alignment

A detailed comparison of supply and demand for an optimal forecast

In practice, S&OP processes often fail due to a lack of cooperation and transparency. Successful company-wide planning is only possible if demand and supply are optimally coordinated. This ensures that the markets are supplied on time and that there are no surplus or remaining stocks.

This is why we enable purchasing, production and logistics managers to carry out a well-founded assessment of whether the forecast demand can actually be met with the current capacity and resource planning. In order to decide how differences between sales and production plans can be eliminated, we compare various scenarios using supply chain simulations. Based on these, financial forecasts can be derived and competing planning targets such as adherence to delivery dates, inventory levels and plant productivity can be aligned to an overall optimum. The coordinated sales and production plan is approved by the management. This means that the current planning figures are also used in the financial plan.

Service packages

• Coordinate the sales and production plan effectively with management
• Compare different scenarios in supply chain simulations
• Operationalize the planning

Your benefit:

1. You work with company-wide standardized planning principles
2. You receive financial forecasts for improved economic planning
3. You exploit the overall optimum of all planning objectives

Project management

Successful sales and operations planning under experienced project and change management

The development and integration of a successful S&OP process requires the continuous coordination of all relevant disciplines. With a methodical approach and experienced project management, we involve everyone involved and ensure that everything runs according to plan – from conception to implementation. We manage the sustainable adaptation of the new process with professional change management.

In this way, we work with you to create an optimized, uniform and transparent planning basis. This allows you to plan measures faster and more efficiently and flexibly optimize order processing according to current requirements. The increased forecasting accuracy promotes overall increased productivity, delivery capability and adherence to delivery dates – and therefore makes a significant contribution to sustainable competitiveness.

Service packages

• Coordinate and harmonize all areas involved
• Monitor and maintain the project schedule
• Professional change management and staff qualification
• Internal and external communication

Your benefit:

1. You have a contact person at for all project matters
2. You receive a transparent overview of the current project status
3. Your employees are professionally prepared and trained
4. You adapt the S&OP process sustainably throughout the company