INTEGRATED BUSINESS

P L A N N I N G (S&OP)
Best practices in integrated Sales an d Operations Planning

www.valuechainplanning.com
www.demandplanning.com
INTEGRATED SALES & Who Should attend?
OPERATIONS P L A N N I N G 1. Demand Planners
This workshop is a practical guide to designing and 2. Demand Planning Managers
implementing an internal collaboration process which would 3. Director of Forecasting and Demand Planning
improve your value chain planning and integrate into the 4. Director of Supply Chain
business management. 5. Inventory and Operations Planners
6. Director or VP of Sales
Does your organization have a financial forecasting process that 7. Sales Managers
is distinct from your supply chain planning process? This could 8. Finance Managers
potentially result in a disconnected supply chain plan, causing 9. Marketing Managers
sub-optimal inventories and inferior customer service.
Implementing an efficient and cost-effective Sales and What will you learn?
Operations Planning Process brings together all elements of
Sales, Marketing, Finance and Operations into one integrated  The key components of an effective Sales and
set of plans. This integrated planning forum greatly enhances Operations Planning process
communication of key market and customer intelligence into  How to implement a quick-hit S&OP process
the supply chain. using
our five-step approach
Sales and Operations Planning is the best practice planning  How to achieve a consensus demand forecast for use
solution that starts with creating an unbiased demand forecast, in supply chain planning
reviews the feasibility of the demand plan in the face of supply  How to identify and present supply constraints
constraints and arrives at a constrained operational plan. In this  How to create and use sales, production and inventory
training workshop, we will explain the design and mechanics of plan templates to balance supply and demand
this internal collaboration process to bring together all  How to create and use a supply chain score-card
stakeholders.We will discuss the key components of the  How to apply the principles of exception in S&OP
S&OP process – the mechanics, reports, consensus and hand- Topics Covered:
offs as well as the metrics. Participants will walk away with
practical insights to all aspects of S&OP and pre-formatted excel  S&OP Overview - Key components
templates for use in their process.  Demand Forecasting Process
 Integrating the Sales Force to achieve Consensus
 Supply Review of Demand
Testimonials  S&OP Process
“I now have a better understanding of how to forecast.This will  S&OP Templates and Reports
also allow me to direct the S&OP meetings with more tools and  S&OP Score-card
more confidence.”  Preparing for the Executive S&OP
Operations/Logistics Manager at AarhusKarlshamn USA  Exception Management in S&OP
 Implementation Methodology
“Great workshop - great examples to be able to apply the
learning material to actual use. - will take a lot back to my desk”
“Love the homework :)”
Printing and Carbonless Paper Demand Manager at Glatfelter

“Mark kept the entire class engaged - the day went by quickly. I felt
very comfortable during discussion and liked that nobody was ever
“put on the spot” very good class!”
Director of Demand Planning at John Deere

“Fantastic facilitator, great location, great overview of the

entire process.”
Senior Demand Planner at Hershey’s

To schedule this workshop at your company, contact us

today
[email protected] Phone: (781) 995-0685
 Day W ORKSHOP AGENDA
One
08:30 – 10:00 am S&OP Overview • S&OP Meetings
- Resolutions
Sales and Operations Planning – What,Why and How?
• Do you regularly see lost sales due to stock-outs? - Recommendations to the Executive Team
• Does your organization run into the problem of zero • Executive S&OP Meeting
inventory of your most popular items?
• Are you keeping excess inventory of your “slow- moving”
2:30pm Assignment of group case study to
stock?
participants
Why S&OP? 3pm Coffee
• Fragmented Planning Activities
- Supply chain challenges – break
Service, costs and 3:15 to 4:45pm Rough -
inventories Cut Capacity Planning and Production Smoothing
• Disparities between the Financial
forecast and • What are the Supply Chain Constraints?
operational forecasts • Short-term Constraints – Schedule, Raw Material
• Bottom Line challenges from Availability
Fragmented Planning • Long-term Constraint – Capacity
• Benefits of a holistic S&OP Design • Rough Cut Capacity Planning
Core components of SIOP: • Family Level Charts for Demand, Production and Inventory
• Consensus Demand Planning • Review by Supply Resource availability
• Rough Cut Planning and Supply • Identify and review Supply Chain constraints
Collaboration • Capacity issues – Resolutions and Recommendations
• Executive Presentation • Production Smoothing
• Demand-Supply Balancing • Material/Supplier Sourcing Issues
• Over-all Process flow for Supply Collaboration
10:00AM coffee break
Valtitude / Demand Planning,
10:15 to 12:15pm Demand Forecasting Process – How LLC
is a boutique consulting firm specializing in Business
to integrate Sales and Marketing information to arrive
at a consensus demand plan? Process and Strategy consulting in the fields of Demand
• Introduction to Demand Planning- What,Why and How? Forecasting and S&OP for medium-sized businesses.We
• The Service – Cost – Balance Model offer specialized consulting services in the following
• What to forecast – shipments vs. orders practice areas:
• Key Terminology – Forecast Horizon, Buckets & Periodicity • Demand Forecasting and Management
• How do you define the Forecasting Level? • Sales and Operations Planning (S&OP)
• Organization Structure and Culture • Supply Chain Analytics and Measurement
• Role of the Demand Forecaster • Inventory and market share forecasting
• Demand Communication to Sales and Marketing
• Account Based Forecasting and CPFR©
• Demand Collaboration
- Roles and Responsibilities of Sales, Marketing, Finance
and Supply Chain Our training programs, webinars and customized on-
- Arriving at Demand Consensus with Sales
site workshops include:
and Marketing
• What to include in the forecast – firm, • Demand Planning
may be and ideas • Metrics Design
• Supporting plan for incremental • Inventory Optimization and Management
demand • Sales and Operations Planning (S&OP)
• Forecast Reconciliation with the financial • Market (POS) and Industry forecasting
forecast • Customer Planning and Supply Chain
• Dollarizing the Forecast Collaboration
• Price vs. Mix • Forecasting and Planning for the Retail Sector
• Agree to Disagree
• SAP APO Training
• Business Unit Lead Presentation and Buy-in

We also provide on-demand e-learning courses

12:15 to 1:15pm – Lunch through our knowledge portal DemandPlanning.Net.

1: 15 – 2:30pm S&OP Process Flow

• Designing the Process flow for Monthly SIOP
• Balancing Demand and Supply
 Day Chockalingam Ph.
Two
8:15am Review of Day D.
Dr. Mark Chockalingam is Managing Principal, Demand
One Planning, LLC. Mark specializes in demand
8:30 to 10:15am Review of Supply Chain Metrics and forecasting, Sales and Operations Planning,
the S&OP Score-card Customer Planning and supply chain strategy. Mark
• Balancing the Value Chain through Holistic Metrics
• Customer Service Metrics
has helped consulting clients in CPG,
• Decomposition of Service Pharmaceuticals, Chemicals and Retail
Failure to implement best practices to sharpen complex supply
• -Demand
WAPEMetrics chains and help them be more customer-focused. He
- Forecast Bias has worked on high profile projects with companies
- SKU-Mix Error
such as Abbott, FMC, Procter and Gamble, Au Bon
Inventory
- Days on Hand
Pain,Teva Pharmaceuticals, and Miller SAB,W yeth etc.
Metrics
-Average Inventory Mark has a Ph. D. in Finance from Arizona State
Dollars University, an MBA from the University of Toledo and is a
- and
Plant Turns
Supplier member of the Institute of Chartered Accountants of
Metrics India.
•
-- LeadSchedule
Time Adherence and Lead time
Adherence Score-card
The S&OP
Variance
A Sample List of
Clients
Abbott Labs Hewlett Packard Nomacorc
10:15am coffee
AVON Honeywell NSTAR Electric
break BAE Systems Hypertherm, Inc. NTN USA
10:30 to 12:15pm Executive BASF IMP Aerospace Optos Inc.
S&OP Cabot John Deere OSRAM Sylvania
•• Review
PreparingGAPs between
for the the S&OP
Executive financial plan and the
Creamery Johnson & Pacific Cycles
Constrained Pizza Hut
Campbell Soup Johnson KNEX
demand forecast SAB Miller
• Celanese AG Kraft Foods
Evaluating Risk and Opportunities to the Corporate Plan Sappi Fine Paper
• Clorox Labatt Foods
Summary of issues and resolutions for presentation to Skyworks
Eastman Kodak Labatt USA
executive S&OP Solutions
• F. Schumaker Lifetime
Changes to Long-term Assessment of the Business Sunovion
• FMC Corporation Products
Executive S&OP Directives Teva
Glatfelter paper Limited Brands
12:15 to 1: 15pm – Grace Foods McCain Foods Pharmaceuticals
Lunch Harley Davidson New Balance Texas Instruments
1: 15 – 2:30pm Implementing Sales and Hershey’s Newell US Navy
OperationsPlanning Rubbermaid Pfizer
– our five step approach Contact
In this session, we will review the steps in mapping and
implementation of a formal S&OP process.We will outline the Us: Valtitude /Demand Planning,
challenges in bringing all the stakeholders together, to get buy-in
on the consensus format, meeting methodology and willingness LLC 26 Henshaw st.,
• be
to Define the problem
measured using a and the metrics
shared S&OP Business
process.Opportunity Woburn MA 01801
for
the company
• Review the process for Sponsor support and approval, and
Stakeholder education and buy-in
• Meeting Sequence and Methodology
• Illustration of Meeting templates
• Define consensus and how consensus is achieved
• Review of enabling technology.
2:30-2:45pm Coffee “Learn best practices in
Break
2:45-4:30pm Case
SIOP!
Presentations W alk away with practical
4:30pm-End of Day
Feedback insights and toolkits”
To schedule this workshop at your company, contact us
today