Dynamic implementation of Sales and Operations Planning: main challenges

Author(s)

Carolina Belotti Pedroso ^[1] ; Andrea Lago da Silva ^[2]

Affiliation

^[1] Universidade Federal de São Carlos. Departamento de Engenharia de Produção - Brasil

^[2] Universidade Federal de São Carlos. Departamento de Engenharia de Produção - Brasil

• Document type: Journal article
• Source: Gestão & Produção; v. 22, n. 3, p. 662-677, 2015-09-29.

Abstract

The need to build greater synchronization between the demand side and the supply side of the business is among the many challenges faced by a company. The objective of this paper is to characterize the dynamics of the S&OP process by identifying the motivation, goals, challenges and results achieved by organizations that have adopted these processes in Brazil to promote this synchronization. To this end, a systematic literature review followed by a multi-case study on three Brazilian organizations were carried out. The initial objective was to improve the planning, in particular the capacity, while including Sales in the process. The main challenges were to improve the fragmented communication process and build visibility regarding capacity management across the organization. Improvement in communication, optimization of capacity planning and greater assertiveness in sales forecasting were some of the results of the S&OP process implementation. The main contribution of this research was the identification of the idea that S&OP implementation requires the facing of several challenges so that the process can deliver the expected results for operations management. (AU)

• FAPESP's process: 11/06008-8 - Inter-functional integration dynamics among marketing, logistics and production: new developments to operations management
• Grantee: Andrea Lago da Silva
• Support Opportunities: Regular Research Grants