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The Perfect Pass: What the manager can learn from the football trainer by Ed Weenk

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Appendix 4: Sales & Operations Planning

(From the web-site of T.F. Wallace, author of various textbooks on S&OP, www.tfwallace.com).

What is S&OP

Sales & Operations Planning (S&OP) is a set of decision-making processes to balance demand and supply, to integrate financial planning and operational planning, and to link high level strategic plans with day-to-day operations.

Why Do Companies Use S&OP?

Many companies have difficulty in establishing valid game plans for sales, production, procurement, and inventory levels -- and then tying them to day-to-day scheduling and execution. As a result, performance suffers: customer service is poor, production and procurement are inefficient, inventories are too high or too low, or all of the above. Sales ...

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