Sales &
Operations Planning Handbook
Table of Contents
Section Topic Page
1. How to use this
Handbook 1
2. What is Sales
& Operations Planning 5
3.
The
Five Steps of Sales & Operations Planning 11
S&OP Flow Chart 16
4. Demand Planning Process 17
A. What
is Demand Planning? 19
B.
Linking to the Customer 21
C.
Advantages of a Good Sales Plan 22
D. One
Approach to Generating a Sales Plan 23
D1. Big
Events List 24
D2. Big
Events Action List Explanation 25
D3. Big
Events Action List Description 26
E. Root
Cause Analysis Using “The 5 Why's” 27
E1. Root
Cause of Variances 28
F.
Demand Planning Meeting Agenda 29
G. Sales
Planning Action Items 30
5. Supply Planning Process 31
A. What
is Supply Planning? 33
B.
Supply Planning Meeting Agenda 34
C. Root
Cause Analysis Using “The 5 Why’s” 36
C1. Root
Causes of Variances 37
D.
Supply Planning Action Items 38
E.
Rough-Cut Capacity Planning 39
E1. Steps to Set Up a Rough-Cut
Capacity Tool 40
E2. Load
Profile 41
E3.
Monthly Rough-Cut Worksheet 42
6. Partnership Meeting 43
A. What
is a Partnership Meeting? 45
B.
Partnership Meeting Sample Agenda 46
7. Executive S&OP Meeting 47
A. What
is the Executive S&OP Meeting? 49
B.
Executive S&OP Meeting Agenda Topics 50
C.
Sample S&OP Agenda 52
8. Executive TO-DO List 55
9. Steps to Get Started with S&OP 59
10. Definitions of S&OP Terms 63
11. Sample S&OP Policy 69
12. Multi-Site Steps 75
13. Effective Meeting Habits 79
14. Problem Solving Tools 83
A.
"The 5 Why's" 86
15. Worksheets 87
A. Make to Stock 89
B. Make to Order 90
16. Reference Material 91
A. Of
Course We Do S&OP 93
B. Sure
You Have a Headache...( One Company’s Experience with
S&OP)
95
C. Does
You Company Need an S&OP Tune-up? 99
17. S&OP Assessment Checklist
105
18. Performance
Measurements 117