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Sales Operation Planning

In: Business and Management

Submitted By paul123
Words 2417
Pages 10
Executive Sales and Operations Planning
Main Street August 7, 2009
Company Presented by:

LOGO - PCI Associates President
Adjunct Instructor – IU Kelley School of Business - IUPUI

John S. Pennington

Why Plan?  Planning is a strategy for survival.

Planning can be anywhere on the spectrum from the dream to the nightmare.
PCI Associates 2

Why Do Organizations Plan?
 To anticipate and prepare for the future  To ensure adequate and available resources  To complete projects on time  To avoid problems  To establish backup plans  To ensure we don’t forget tasks  To determine potential results
PCI Associates 3

What’s The Alternative?
The alternative to planning is NOT planning, & businesses that do not plan are extremely difficult to control and manage:
    

EXPEDITING is endemic Drift from Crisis to Crisis Priorities change from minute to minute High Stress diminishes customer service Costs are difficult to contain

PCI Associates

4

What needs to be planned?
         Resources Information Systems Finances Services Products Materials Labor Equipment Facilities
5

PCI Associates

SALES AND OPERATIONS PLANNING

PCI Associates

6

Sales and Operations Planning
All functions are aligned on one business plan

CUSTOMER
Strategic Plan Business Plan

Sales and Operations Planning (Integrated set of Numbers)
Mfg. Lab Finance HR Sales & Mktg. Aggregate Sales Plan Key Accounts Recruitment and Training Plans Territories

Prd’n Plan

Master Schedules
Inventory Plan Raw Material Schedules

New Product Development Plans

Data Integrity Simplified Reporting and Accounting Capital Expenditure Plans

People and Skills Req’ts

Detailed Plans and Milestones

Countries

PCI Associates DM Program Resources and Education on US-Dylan - Doc #379 --S&OP Executive Overview.ppt

7

S&OP 101
 S & OP is a process led by senior management that, on a monthly basis,

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