Demand Management & Sales & Operations Planning
Introduction
This program focuses on the critical processes of demand planning and sales & operations planning (S&OP), which are essential for achieving operational efficiency and customer satisfaction. Participants will learn how to develop accurate demand forecasts by leveraging statistical baselines and collaborative processes to incorporate customer intelligence, promotional activities, and display planning. These skills will enable organizations to reduce inventory costs, improve service levels, and create lean, customer-centric supply chains. The training also explores the close interdependence between demand forecasting and inventory management, highlighting opportunities for optimization. Additionally, participants will gain a comprehensive understanding of the S&OP process, which aligns sales plans with operational capabilities to produce actionable, consensus-based plans. This integrated process, performed monthly, brings together sales, marketing, manufacturing, sourcing, and financial strategies into a cohesive plan to help organizations achieve strategic direction and competitive advantage.
Course Objectives
By the end of this course, you will be able to:
- Learn demand planning essentials, including forecasting techniques, the role of demand planners, and their collaboration with sales teams.
- Apply tools and techniques such as statistical forecasting models, data analysis, and performance metrics to improve demand planning accuracy.
- Develop skills in promotional planning, new product forecasting, and managing demand forecasting’s link with inventory management.
- Gain insights into the objectives, benefits, and phases of the monthly S&OP process, ensuring alignment with company strategies for operational excellence.
- Understand the importance of top management’s role in leading and sustaining the S&OP process.
- Learn to create integrated, consensus-driven plans that balance service levels, costs, and inventory needs.
- Enhance capabilities in measuring, monitoring, and improving S&OP outcomes using key performance indicators (KPIs).
- Prepare to implement S&OP processes effectively within their organizations, fostering collaboration and achieving business goals.
Methodology
- Interactive Lectures
- Comprehensive Course Notes
- Engaging Videos
- Learning Assessments
Who Should Attend?
- Demand Planners
- Forecast Analysts & Forecasting Managers
- Director of Forecasting and Demand Planning
- Analysts in the Supply Chain
- Inventory Planners
- Supply Planner Planners
- Sales Representatives
- Financial Analysts
Training Delivery
- Face to Face Training
or
- Remote Online Training via Zoom Platform
- Day One
- Day Two
Day One
MODULE 1: INTRODUCTION TO DEMAND PLANNING AND MANAGEMENT
MODULE 2: DEMAND FORECASTING
MODULE 3: SUBCONSCIOUS NEEDS IDENTIFICATION
MODULE 4: LINKING OF DEMAND PLANNING AND INVENTORY PLANNING
Day Two
MODULE 5: INPUTS TO S&OP PROCESS AND THE MONTHLY S&OP MEETING
MODULE 6: REVIEW OF SUPPLY CHAIN METRICS AND THE S&OP SCORE CARD
MODULE 7: IMPLEMENTING SALES AND OPERATIONS PLANNING
COURSE SUMMARY – DEVELOPING YOUR ACTION PLAN
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