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Course Category
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→ IT Management
→ Leadership and Management
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→ Maintenance and Engineering
→ Marketing and Sales
→ Monetary Economics
→ Monitoring and Evaluation
→ Oil and Gas
→ Planning and Strategy Management
→ Port and Shipping Management
→ Procurement and Supply Chain Management
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Sales and Operations Planning ? Integrating the Business

Why Attend

This course is focused upon better business performance, through better planning and control of the business by top management. Sales & Operations Planning (S&OP) is the traditional name for the process, although some have tried to introduce alternative titles, such as Integrated Business Management and SOFplan – Sales, Operations, and Financial Planning. The process is about ensuring that the top-level plans in the business – covering product management, sales, marketing, operations, resources, finance, engineering, human resources, IT – are all balanced to achieve the strategic plans of the organization, in the medium to long term.

Overview

Course Outline

Schedule & Fees

Course Methodology

Instructor-led training that uses interactive learning methods, including class discussion, small group activities, and role-playing

Course Objectives

To ensure that participants understand what Sales & Operations Planning is; To explain the objectives of the process and the benefits that can be achieved; To describe the 5 phases of the monthly S&OP process, and to ensure that participants can recognize the appropriate people to be involved in each phase; To ensure that top management realize S&OP is their process; they are responsible for making it work for them; To realize that it is the preparation performed by people below the top-level that allows the process to work effectively and efficiently; To prepare people to go back to their companies, ready to implement S&OP; To plan for those implementations to be a success in achieving improved business performance

Target Audience

Target Competencies

n/a

Day One

Introduction to Sales & Operations Planning

  • Why do organizations need S&OP?

  • Where does it fit in the hierarchy of ERP and Supply Chain systems?

  • What are the benefits that can be achieved?

  • Who does what?

  • An introduction to the 5 step Sales & Operations Planning process

  • Step 1 of the process

  • Managing the product or service portfolio

  • New product introduction, phasing out old products

Day Two

The Demand Planning Phase

  • What is the overall objective of demand planning?

  • The essential difference between forecasting and demand planning

  • The inputs to the demand planning process

  • The logic of demand planning

  • The outputs from demand planning – the data required to be passed on

  • A demand planning exercise

  • Demand planning & demand management

  • The demand planning meeting

Day Three

The Supply & Resource Planning Phase

  • What is the overall objective of supply and resource planning?

  • The inputs to the supply planning process

  • The logic of supply planning

  • The outputs from supply planning – the data required to be passed on

  • The inputs to resource planning

  • The logic of resource planning

  • The outputs from resource planning – the data to be passed on

  • A supply and resource planning exercise

  • The supply & resource planning meeting

Day Four

The Integration and Reconciliation Phase

  • What must be integrated?

  • What must be reconciled?

  • Who must be involved?

  • What is the agenda for the pre-S&OP meeting?

  • The importance of the financial numbers

  • Identifying gaps between the budget and the S&OP numbers, and discussion potential action plans to close the gaps

  • Planning the agenda for the executive S&OP meeting

  • Publishing the information for senior management

Day Five

The Executive Sales & Operations Planning Meeting

  • Who must be involved? Who runs the meeting?

  • The agenda for the S&OP meeting

  • The review of each family to consider the balance of demand and supply

  • The review of the overall financial numbers

  • Decisions to be taken, the minutes of the meeting

  • Identifying what can be improved in the next cycle

  • Beyond plant level S&OP

  • Software advances to support the process

$2475

Cape Town

Country: South Africa

Duration: One week

Date: 11–15 Aug 2025

Register

$4475

Stavanger

Country: Norway

Duration: One week

Date: 06–10 Apr 2026

Register