S&OP is even more relevant in today’s business environment where complexity is increasing due to:

– Short delivery time expectations
– Customization – “on size fits all” is long gone, leading to increasing product portfolio complexity
– OMNI channel environments – scattering the demand
– Higher complexity in supplier networks
– Disruptive new players changing the name of the game

The growing complexity suggests that S&OP has an even more critical role to play in the future. The process needs to be sharpened, if to continue contributing to Supply Chain competitiveness. Digitalizing the S&OP process may generate the need of further competitiveness; research shows that the digitalized S&OP process demonstrates stronger performance. The digitalized version is recognized to further increase forecast accuracy, as well as reduced inventory investment and stable/increased service level.

Benefits of a Digital S&OP process approach

A digital S&OP process creates benefits regarding integration and collaboration as well as accuracy and speed. Taken together, the digital S&OP process draws the participants’ focus to define resolutions and make decisions for critical exceptions. The digital S&OP frees up participants’ time automating recurring tasks of data collection, scrubbing and analysis. Human invention is limited to and leveraged where it beats automation.

The digital S&OP can advance integration enhancing collaboration internally and externally

Internal data integration; making details of the unified data source available to all

  • Securing that no parallel truth and related suboptimization exits

External integration: extending available data sources to include information up- and/ or downstream the supply chain

  • Forward integration – forecast data collaboration with customers
  • Backwards integration – constrain data collaboration with suppliers

The digital S&OP provide greater accuracy and speed

The greater accuracy is accomplished through applying advance analytics and combining data from multiple sources beyond those of traditional S&OP systems. Example of non-traditional S&OP data is external demand drives such as macroeconomic parameters and weather data. Applying advanced analytics drives quality regarding forecast accuracy, creating a stable planning base. The accuracy is improved over time as the algorithm is trained, learning, and adjusting from comparing discrepancies between plan and reality. Despite the fact that the digital S&OP utilizes many more data sources, data processing time cannot be compared with semi manual analysis made in spread sheets; the digitalized S&OP reduce processing times from days to minutes or hours dependent on data volume and complexity.

 

The digitalized S&OP is demonstrated to perform stronger than the manual

Manual and digital S&OP processes are evaluated on the same KPIs. Research shows impact of the digital S&OP as stated in below list. NOTE the quantified impacts are in addition to the impact already obtained through conventional S&OP:

  • 10% increase in production capacity
  • 30-50% MAPE (forecast error) improvement
  • 50% reduction in planning time (related to S&OP preparation and operational demand and supply planning)

 

Digitalizing S&OP will not fix an underperforming S&OP process

Unfortunately, digitalizing the S&OP process is not a short cut to fix existing problems in an underperforming process. Digitalized or not – a successful S&OP process requires its cornerstones to be in place:

  • Process – solid workflow fundamentals
  • People – the right governance
  • Data and analytics – a well-defined, shared data baseline

That being said – S&OP digitalization is not a short cut to excellence. Our conviction is that malfunctioning cornerstones of the process should be addressed before digitalization.

Summary

Digitalizing the S&OP process opens to leverage many more data sources and applying far more complex analytics than what can be achieved in a set of spread sheets. The gains in effectiveness are indisputable, empiric studies conclude that process performance increase. Given the potential which has been experienced when digitalizing the S&OP process, we  at Optilon advocate every Supply Chain function to add S&OP digitalization as a prioritized initiative to its development agenda. The digitalized S&OP process responds to the ever-increasing complexity of today’s business environment.

If you would to learn more about our approach to S&OP and Supply Chain planning from an end-to-end perspective, then we invite you to take a closer look at our whitepaper that you can download for free below: 

Are you a current or newly graduated Supply Chain Student? Do you have an interest for Business Development or IT? Maybe you are just new to Supply Chain or interested in Optilon’s business?

Then watch when some of our most talented people from Optilon share their knowledge within their field of business expertise and explain how it can create business benefits.

The session includes:
– Short about Optilon
– Where is Supply Chain Management/Planning heading?
– Where can you get educated and find insights about Supply Chain?
– What is Supply Chain Planning from an ”End-to-End” perspective
– How can you digitalize the Sales & Operations Planning Process?
– How can you use AI and Machine Learning to optimize the business?
– How can you model your Supply Chain Network with modern technology?

The event is in English.

S&OP is like any other business process/ improvement initiative – if it does not produce real business value; why do it? In this post we explore; “What value does S&OP create?” The identified values will be recognized from four perspectives recognizing S&OP as:
– Facilitator: Acting the vehicle to mature the Supply Chain beyond short term operational excellence
– Booster: Amplifies the impact of related business developing initiatives
– KPI driver: Drives forecast accuracy, increasing Customer Service Performance, and decreasing Inventory
– Cultural transformer: Fosters effectiveness and agility

S&OP – a quick refresher on purpose and definition

Before digging into the value S&OP creates, we brush up the general understanding of S&OP (if you want a more thorough refresher; check out our blogpost on The Basics of S&OP).

Supply Chain excellence is generally expressed in maturity models visualized as a ladder or a staircase, where the first step(s) is to get the short term planning in control; with a narrow focus to manage mix and meet service level targets. Climbing the staircase, the scope expands to cost and inventory optimization. However, limiting planning to the short time horizon, there is a threshold to how good you can get. To address and proactively change the preconditions for the short-term planning, the time horizon must be extended to fill the gap between Detailed and Business planning. S&OP fills that gap by planning on a 18-24 months’ horizon.

S&OP amplifies the impact of related business developing initiatives

S&OP provides mid and top management a tool to regularly follow up and track business development initiatives, e.g. New product development, Lean manufacturing and 6Sigma. Business developing initiatives generates business value in themselves. But, best in class S&OP practitioners get more, they leverage the S&OP process as “a control room” for the initiatives amplifying the output between 25-50%[1].

S&OP drives forecast accuracy, increasing Customer Service Performance and decreasing Inventory

S&OP is never implemented in a static environment – generally other initiatives are launched concurrently, making it difficult to exact size S&OP impact on planning performance, customer service, inventory levels (cash flow) and costs. Still, successful practitioners report major S&OP effect[2]:

  • <90% forecast error decrease
  • 10-40% on-time delivery improvements
  • 12-70% inventory reductions

Theoretically, improvement in forecast accuracy drives impact on Customer Service (on-time delivery) and Inventory Reductions. The classic “Reorder-point formula” constitutes one way to link Forecast accuracy improvements to Customer Service and Inventory level performance; the higher forecast accuracy:

  • The lower primary stock (average forecast demand * lead-time)
  • The lower safety stock (demand error * safety coefficient, that depends mostly on the service level)

S&OP fosters effectiveness and agility

The soft sides of S&OP cannot be quantified. However, we believe that soft benefits eventually drive performance of hard KPIs. S&OP is recognized to make people more effective and agile.

The structure of S&OP covers elements which make people more effective:

  • Cross functional communication – facilitated through “the one set of numbers”/ commonly accepted data and the structure with clear forums, tasks and expectations
  • Empowerment – as decision-making is pushed down; with clear mandates and guidelines for decision
  • Clear responsibilities and enforced accountabilities – as recurring agenda items in all S&OP meetings involve; KPIs and action-lists – monitoring and follow up

The S&OP process provides pre-conditions for an agile mindset as it fosters:

  • A proactive, rational mindset – S&OP establish visibility and data driven decision making departing from “a unified data model”. Allowing to early detect sign of changes in the internal as well as external environment
  • To take the cross-functional perspective – S&OP connects operating objectives and business strategies
  • Flexibility in responding to customer requests and business opportunities – S&OP gets rid of suboptimization: establishing shared objectives and extended visibility

Summary

It is indisputable that S&OP creates value, still like any other business initiative – it should be challenged on value creation. Key ingrediencies of S&OP is workflow management, data consolidation and analysis, ingrediencies which could easily transform into time consuming exercises with limited value. To avoid getting stuck in managing necessities of a S&OP (data gathering, process steering, follow up in action items etc) We @Optilon offers a platform to support and steer the S&OP process, allowing the participants to focus on analysis and solutions.

Would you like to learn more about our approach to S&OP and Supply Chain planning from an end-to-end perspective then we invite you to take a closer look at our whitepaper which you can download for free right here:

[1] Dougherty, John and Gray, Christopher. Sales and Operations Planning – Best practices Lessons Learned From Worldwide Companies. Belmont: Partners for Excellence, 2006.

[2] Dougherty, John and Gray, Christopher. Sales and Operations Planning – Best practices Lessons Learned From Worldwide Companies. Belmont: Partners for Excellence, 2006.

Today’s business environment is undergoing changes at ever faster intervals. Leaders of today are constantly challenged, and it requires them to act and stay in control. How can an S&OP process benefit the company?
In this blogpost we will investigate the basics of S&OP; why it is needed, what it is and how the process benefits from technology.

S&OP – why is it needed?

A well-known and recurring challenge among manufacturing companies is to secure that the Business Plan is reflected in execution. There is inevitably a gap between a Business plan made on a yearly/ biyearly cadence from top down data, and Detailed planning, made weekly, from bottom up data and with previously planned and unplanned unknowns known. Moreover, the gap between business plan and detailed planning / execution may be further reinforced by misaligned incentive schemes, local KPI definitions and use of parallel, non-harmonized data sources:

  • Sales strive to operate with maximum flexibility towards customers and hold possibilities open if possible. Also, they want to be able to offer non-standard solutions
  • Supply Chain wishes to create productivity through stability and automatization of processes, products, and customer portfolio
  • Finance wishes to create transparency in processes so the business can create the right bottom-line impact on products and customers, while at the same time bringing down working capital

S&OP is the planning layer bridging the disconnect between Business and Detailed Planning. S&OP when performed right, tear down organizational silos, create pre-conditions for proactive decision making, as well as unite the company around one plan and one target. Typically, S&OP drives performance within Sales, Service, Liquidity (increase) and Cost (decrease).

 

S&OP – what is it?

S&OP is an exception focused mid-term decision-making process, creating pre-conditions for the short-term planning to be executed in line with the Business Plan. The S&OP process identifies and resolves gaps between Sales Plan and Actual demand, Demand and Supply as well as Supply targets and Actual output. Gaps between plans are identified through the process of making the plans comparable, translating between different Unit of Measures (Monetary vs. Qty vs. Hrs) and aggregation levels (Volume vs. SKU).

In practical terms S&OP is a cyclic, sequential process at its core structured around 4 forums:

  • Demand review
  • Supply review
  • Pre-Executive meeting
  • Executive meeting

Each forum makes decisions to close identified gaps, as far as their mandate reach. Non-resolved gaps outside the mandate are escalated for final decision in the Executive Review. The sequential aspect of the process means that decisions and feedback from current cycle is fed into the next cycle. A vital part of the process is to follow up on previous actions and track progress through KPI monitoring, to secure that previous decisions have had intended impact and if not finetune the action.

There are two key enablers for S&OP:

  • Top-management commitment
  • To reflect the planning environment in a single unified data model that is recognized across the company

S&OP – how technology drives process efficiency and decision quality

The historical disconnect between Business planning and execution is best bridged by a single, up-to-date unified data model. The data model bridges the disconnect between the Business Plan (top-down) and Operational Plan (bottom-up) by creating preconditions to transfer Business strategy down to the shop-floor. Many companies try to set up the data model and drive the S&OP process in non-integrated spreadsheets. However, we believe that S&OP efficiency, impact, and sustainability is best achieved leveraging a fit-for-purpose technical platform; automatizing input data collection, generating a forecast, enabling what-if scenarios and steering workflow.

Would you like to learn more about our approach to Supply Chain planning from an end-to-end perspective, then we encourage you to take a closer look at our whitepaper, which you can download here

A little bit of background: There is a technology, people, and process dimension to S&OP – but sometimes the strategic dimension is overlooked.

Henrik Nyman, Supply Chain & AI Expert and Principal lecturer at Arcada University, talks about the importance of understanding strategic intent as a starting point for S&OP, what that means in practice, and how that affects S&OP design and implementation.

As you probably already know, cross-functional collaboration is key when it comes to managing an efficient and profitable organization. In many companies it is a challenge to translate the plans marketing are creating into operational plans. There is a need to bridge the gap between marketing and operations. If that is also true for your organization that could mean that you are missing out on 10-15% of bottom-line potential.

In this blog post we will investigate what it takes to realize the potential by digitizing the process and thereby bridging the gap between marketing and operations.

Bridging the gap is about creating transparency
Marketing and supply chain do not speak the same language. They have different views of the world: marketing with an external customer and competitor focus, supply chain with an internal vendor and network focus. One area of alignment should be service levels, but how do you collaborate to optimize inventory and thus service levels when you don’t speak the same language? Even harder, how do you do this effectively when you’re dealing with planning promotions? It can feel impossible. Many organizations struggle with this challenge, leading to siloed planning approaches and dark data that can cause more harm than good.

Siloed planning leads to lost sales and reputational damage. To combat this you have to bridge the gap between marketing and operations. This will improve your forecast accuracy, and subsequently raise service levels. Clean and structured data is essential. Marketing should be able to plan, design and review their promotions in a transparent way that provides invaluable data to streamline the supply chain.

Why is it necessary?
When the operations team does not know what marketing is planning, they will continue to optimize based on historical demand patterns. That may be fine if nothing changes. However, as soon as you throw promotional activities in the mix you change the demand patterns.

If operations isn’t adequately prepared–and by adequately we mean with enough lead time to react to the change–you can end up with insufficient stock to meet the promotional demand. Poor service levels and upset customers make for a frustrated marketing team.

It isn’t just about marketing communicating with the supply chain team, this challenge is in effect for the opposite direction as well. If marketing isn’t aware of supply constraints, we can end up with the same challenge of unmet service levels and disappointed customers.

This probably isn’t new information for anyone who has worked in marketing or supply chain. Since everyone knows this dynamic is at play, many people overcompensate. Marketing might turn in forecasts that are slightly inflated to their needs so that they can ensure enough stock. Operations might under-promise and over-deliver to avoid the “situation” they faced during the last promotion. The end result, costly excessive stock.

A new way of managing data in the promotion planning process
Far too often, marketing’s forecasts are kept in spreadsheets, disconnected from other data sources. Changes made in the spreadsheet do not quickly or easily translate into the operational plans. Having a single source of structured data with promotions planning is the best way to ensure this alignment.

Why doesn’t marketing directly input the promotions plans into the supply chain planning software? Maybe they could… but that pesky language barrier can cause problems there as well. The data and information that is relevant for marketing and that which is relevant for the supply chain team can be quite different in terms of scope and granularity.

What does it take?
Cross-functional teams can benefit from digitizing the processes between marketing and operations by implementing a platform which synchronizes demand shaping campaigns and promotions with operations. It can provide a common platform giving all planning stakeholders a single view of operational data that is relevant to their individual roles.

It gives marketing professionals a powerful tool to view and scenario-plan campaigns and promotions in synch with supply chain operations. In turn, the forecasted impact of marketing’s campaigns on the baseline forecast are fed back into operations teams, so they can adjust their plans accordingly.

With the right platform you can improve your promotion planning process through better collaboration and help functions stay aligned with a single source of structured data.”

A retail case
A retail company discovered the power of bridging the gap between marketing and operations:

“When we started using the new promotions software, we migrated from planning promotions in spreadsheets to an easy-to-use multi-user platform. All of a sudden, we could easily bridge the gap between the design of the promotions that the marketing team was responsible for with their integration into the supply chain forecast.

Among other things, this has facilitated the collaboration both internally within the marketing department as well as with the rest of the operations teams. Ultimately, we were able to get the right stock at the right place and reap the benefits of better forecast accuracy.”

Is excel your answer if asked how you manage the S&OP process? Then you might want to see this recorded webinar episode of the Tuesday Guest.

The topic for this episode is: What is S&OP and how can it benefit the business?

Ever wondered what pilots are doing in the cockpit of the airplane? It is quite like the job of the Chief Supply Chain Officer (CSO) (in Supply Chain Planning) or CFO of a company. Before pilots take off, they have planned their journey ahead and counted in the different variables that could affect the planned journey. They have planned and practiced for different scenarios that could take place and what actions they require. Just before take-off they check the latest information about weather, data around the equipment and ask for clearance. Should they encounter some turbulence in the air, or other challenges, they use their cockpit to steer the plane on a new course, but according to pre-defined policies.

They still have the end destination as their goal. Sometimes they use the control tower to check on the course, but they want to avoid using it. Visibility, decisionmaking and actions based on the latest information from various sources is how they, the pilots, stay in control.

Why should you read this whitepaper about Supply Chain Planning now?

In the fresh light of the Covid-19 disruption, many business leaders are looking for ways to mitigate risks and control of cash flow by bridging strategy and operations and creating a foundation for resolving demand and supply imbalances. In terms of competitiveness we typically see that bridging this gap and start working with planning of the Supply Chain from an end to end perspective could mean: 20-50% Inventory reduction, 75-90% Reduced workload, and 98-99,8% Stable Customer Service Level over time.

With this whitepaper you will:

• Get an introduction to why bridging the gap between operations and business plans is key to ensure top and bottom-line growth in volatile environments

• Understand why it is important to have focus on it now

• Learn how you can benefit from working Supply Chain Planning from an end to end perspective

• Get an understanding of how you can work together with a professional partner to create the foundation for an effective integration with your people, processes and technologies

 

 

Webinar: How can you plan your promotions instantly and connect marketing and operations in a digital way? This webinar episode is centered around Promotion planning.

Planning promotions effectively is extremely difficult.

  • There is often a disconnect between marketing and operations.
  • The siloed planning approaches can lead to excessive stock or unmet service levels and disappointed customers.
  • Demand signals, lead times and other factors can vary significantly at the channel or store level, making promotions planning extremely complex.

In this webinar session we invite you for some inspiration on:

  • What promotion planning is
  • What challenges it helps solve
  • What the difference is between traditional planning and promotional planning
  • How promotional planning fits into end-to-end planning
  • And if you are ready for a surprise – then we will also share with you a conceptual approach on Promotion Planning from our Advanced AI Lab!

 

Having an end-to-end Supply Chain planning approach can turn out to be a competitive advantage in the market. Though, in order to leverage your Supply Chain for a competitive advantage it is important, to utilize technology so that it adds business value. In this blogpost we will share with you how it can benefit the business strategy.

The Supply Chain is transforming
The Supply Chain as we know it today is under pressure. Global Supply Chains are operating in volatile environments. The impact of political instability around the world is impeding the efforts of global companies to efficiently drive cross border trade.

At the same we will see the disruption of global sourcing strategies designed to make in-bound Supply Chains leaner through accessibility to a greater diversity of sources. Indeed, political risk is the “next normal”, as regulatory changes challenge global Supply Chains. Adding to that we have the ”Uberization” and the climate change which challenges the designs of the Supply Chain.

In other words, because the likelihood is that centre-of-gravity of a Supply Chain is going to change frequently in the future, given the volatility of the business environment, the need for flexibility in the supply/demand network increases.

Supply Chain designs to date have predominantly followed an ‘inside-out’ approach, where personnel inside the business take a view of what they think customers’ needs are, and proceed to build the corresponding infrastructure, processes and technology. When times are stable, and growth is positive, everything you do in this respect seems to work. But as we move into more volatile operating environments, and customers become more vocal and empowered, it becomes obvious that a single ‘ideal’ supply chain configuration will be unable to service the full spread of customer expectations.

Many organizations want to digitalize their supply chain planning, but few supply chain planning leaders know what this really means. If you want to know more about what Supply Chain planning is all about then you can read this blogpost (https://optilon.com/optilon-academy/what-is-supply-chain-planning/)

How can the business benefit from an end-to-end approach?

It can help leverage the volume of data
Anyone working within the supply chain and planning process is familiar with the endless array of data coming from the increasing number of systems in play. The question lies in how organizations can leverage the volume of data to achieve faster transfer of information for powerful insights and holistic visibility of their Supply Chain across multiple functions. To evaluate and improve the efficiency of their Supply Chain, organizations need solutions that makes sense of the data and that connects the organization for effective informed decision making.

It can reduce resource consumption
Automating non-value adding manual tasks with Supply Chain planning technology is more efficient, accurate and cost effective than manual labor. It helps improve operational efficiency. It typically reduces workload by 50-90% and frees up time for planners to improve the business through more analytical and proactive tasks. This could be analytical work, communication, mitigating risks or comparing plans.

It can reduce complexity
By utilizing Supply Chain planning technologies it is easier to understand and visualize the complex and uncertain world. It is easier to simulate and get a feeling of the outcome of the decisions and to use one set of data. It is also a way of capitalizing on the data that the company possesses.

It can enable visualization
Digital technologies also provides an opportunity for using a digital twin to simulate or model your existing Supply Chain and visualize the “to be” as well as analyze the “cost to serve” and if you like, highlight the trade-off’s between the Sustainable impact and the cost.

It can provide faster business growth
Systemizing your inventory management from an” inside out” perspective to an “outside in” by focusing on customer service instead of traditional approaches decrease key issues like stockouts and overstocks. It helps you with more accurate inventory. Streamlined workflows and processes can be scaled up easily, leading to faster business growth.

Simultaneously you can expect a reduction in lost sales and markdowns due to increase in on-shelf availability. Reduced time between ordering and fulfillment has a positive impact on customer satisfaction. Increased customer service and the right product mix drives sales revenue.

It can reduce costs
Automating your processes and freeing up time means reducing expediting and operating costs. With data driven inventory decisions you can replace excess inventory with data to drive better performance. You can reduce your inventory with 20-30%. Simply because you can put the right products in the right place at the right time for more efficient order fulfillment. You are also able to develop a smarter assortment and stock mix.

It can improve agility, better decision making & collaboration
With the right platform you can easily respond to market changes. Reporting and forecasting tools can be used to make smarter, data informed decisions. Having a centralized source of truth for data enables transparency across teams and customers, while it raises motivation to go that extra mile.

We could say that the processes, behind the technology, should bridge the organizational silos and make up the decision center for a forum that unites decision makers to solve business criticalities.

It can help close the gap between Finance and operations
Companies, which are taking this even further also want to close the gap between Finance and Operations and make the Supply Chain data an integral part of the company’s planning and forecasting processes. They want to make their financial controlling processes an unlimited interaction with stakeholders across the business.

Would you like to know more about end-to-end Supply Chain planning then we suggest that you download our whitepaper right here.

Join us at the Optilon Supply Chain Conference 2023!

Learn from experts and supply chain leaders, and discover innovative solutions to help you stay ahead of the game. This event is free but there are limited tickets available.