presents

INTEGRATED BUSI NE SS
P L A N N I N G (S&OP)
Best practices in integrated Sales an d Operations P lanning

Workshop Leader:

Dr. Mark Chockalingam

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

schedule this workshop at your company, contact us
• Designing the Process flow fortoday
Monthly SIOP
• Balancing Demand and Supply
 Day Chockalingam Ph.
Two
8:15am Review of Day D.
Dr. Mark Chockalingam is Managing Principal,
One Demand 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
Variance
The
Time Adherence and Lead time
Adherence Score-card
S&OP
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 IMP Aerospace Optos Inc.
BASF
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
Clorox Labatt Foods Sappi Fine Paper
• Summary of issues and resolutions for presentation to
Eastman Kodak Labatt USA Skyworks
executive S&OP Solutions
F. Schumaker Lifetime
• Changes to Long-term Assessment of the Business
FMC Corporation Products Sunovion
• Executive S&OP Directives
Glatfelter paper Limited Brands Teva
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.,
•to be
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