Sales and Operations is a powerful business process that integrates Sales & Marketing, Operations, Product Development, and Finance. Tom Wallace describes how it works and lays out a detailed plan for making it happen. This valuable handbook covers all aspects of a successful implementation, from the composition of the Executive S&OP team to the nitty-gritty of S&OP spreadsheet design.

Table of contents

Part One - What is sales & Operations planning?
Chapter 1 Sales & operations planning overview
Chapter 2 The Structure and logic of sales & operations planning
Chapter 3 Inputs to S&OP
Chapter 4 The Monthly S&OP process

Part Two - How to Make it Work
Chapter 5 The S&OP implementation path - Overview
Chapter 6 Initial briefing, education and go/no-go decision
Chapter 7 Assign responsibilities
Chapter 8 Establish families, subfamilies, and resources
Chapter 9 Develop S&OP spreadsheet
Chapter 10 Pilot one or two families
Chapter 11 Develop S&OP policy
Chapter 12 Develop supply (capacity) reports
Chapter 13 Bring all families onto S&OP
Chapter 14 Automate feeds into the S&OP spreadsheets
Chapter 15 Continuous improvement
Chapter 16 Special situations
Chapter 17 What’s coming

Appendix
Index