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Sales and Operational Planning  - “S&OP”
Solving your problems and increasing Sales, Cash, Profits and Service

Having a good S&OP process does not necessarily require fancy software or high investment in capital or human resources.  The key is having a disciplined sales/marketing plan aligned with the capability of the Operation and Supply Chain to deliver it!  This sounds simple, but sometimes hard to get in place without all the right tools, measures, and capabilities.

Most, if not all companies suffer from one or more of these problems or “opportunities”.

• Not able to meet your sales demand and fill orders
• Service issues with on-time and complete falling below expectations
• Promotions and special events not filled to completion or on-time
• New Product launches delayed or delivered late and/or incomplete.  Frequently, with lower quality than expected due to a last minute rush.
• Excessive inventory, at times with all the wrong items
• Remnants eating up your profits and taking up space and time
• Emergency shipments or even high cost air freight eating up profits
• High overtime in manufacturing and distribution to meet unplanned demand
• High frustration and low morale from virtually all functions; blaming each other for the missed opportunities, poor results, and disappointed customers

These problems are frequently a sign that your company and organization suffers from poor operational alignment with sales and the market demands.  This seems obvious, but many companies do not put the proper resources, capabilities, and processes in place to ensure this alignment. 

Sales and Operational Planning, or S&OP, is widely practiced in some form or another in most companies.  Many companies have it mostly right and limit their exposure to the problems stated above.  Other companies are missing some key pieces of the process or need a “renewal” or “tune up”.

In basic terms; S&OP is a process that aligns the “Sales Plan” with the “Operational Plan” to deliver as expected from all functions.  There are no surprises, no last minute herculean efforts, no unnecessary expenses or cash, and rarely a customer disappointed. This comes from the discipline and transparency that the S&OP process brings.

CCC has the skills and experience to help you get an S&OP process in place or help you with a ‘tune up”.  Give us a call to schedule an assessment of your current problems and capabilities.  We will give you a full report and recommendations on how to improve.

The author, Joe Doner, is a CCC Senior Consultant with over 30 years of experience in Manufacturing, Engineering, Logistics, Product Development, Process Development, Equipment Development, Organizational Development and Quality Improvements/Cost Reductions.  He spent over 20 years in Senior Management and Executive Level positions. 

Contact Information

Contact either Judd Weis, President & CEO, CCC, Ltd. at jweis@cincconsult.com or 513-516-0539, or Joe Doner, at jdoner@cincconsult.com.

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