AN EFFECTIVE MANAGEMENT TOOL: SALES & OPERATIONS PLANNING (S&OP) and MATURITY MODEL

Year 2017, Volume: 4 Issue: 2, 76 - 88, 30.06.2017

Batuhan Kocaoglu

https://doi.org/10.17261/Pressacademia.2017.453

Abstract

Purpose – The
center of the transformation of companies’ supply chain development is sales
and operations planning (S&OP). Although S&OP is emphasized in previous
researches, the related resources and the literature are very limited. For this
purpose, it is aimed to develop a mixed framework for firms to analyze their
S&OP processes and to monitor these processes within a maturity model.

Methodology - It has
been researched how the S&OP maturity model can be used to determine the
stages and the stage in which the firm is located. Literature research was
carried out and synthesized. By examining these studies, concepts are blended
in terms of academic and practitioner perspectives.

Findings - S&OP
literature is limited, there is no Turkish resource about the maturity level.
By way of existing S&OP models, a more understandable collective model has
been proposed. In addition, an efficiency evaluation checklist, which can be
used with the maturity model, is presented.

Conclusion - The
recommended checklist shows how a company should develop the S&OP process
and where it is weak; Maturity model is useful for understanding the current
state of the S&OP process as well as the appropriate next improvement
steps. This will guide the companies that are in the S&OP process. 

Keywords

S&OP, sales and operations planning, maturity model, integrated business planning, ERP

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