Focus Workshop - Sales & Operations Planning

One-day Workshop

Click here to see our Focus Workshop Series schedule.

It is the role of Sales and Operations Planning (S&OP) to provide the process for continually revising the strategic business plan and synchronizing the plans of the various departments to meet changes in the marketplace and the capabilities of the business. S&OP is a cross-functional plan that involves sales and marketing, operations, and senior management.

This one-day workshop will focus on S&OP and Aggregate Operations Planning.

Sales & Operations Planning

This session focuses on the management process of synchronizing the aggregate plans arising out of sales, marketing, production, and inventory. The management of these aggregate-level plans is known as sales and operations planning (S&OP). Topics discussed include:

  • S&OP in the Manufacturing Planning Hierarchy
  • S&OP detailed planning process
  • Product families
  • S&OP inputs
  • S&OP outputs
  • The S&OP grid
  • Working with MTS and MTO
  • Benefits of S&OP

Aggregate Operations Planning

The goal of the S&OP process is for the S&OP management team to reach consensus regarding the forecasts, production and inventory plans that will determine the aggregate product family sales and build plans guiding the firm over the medium business horizon. Functional managers will continuously review the impact and performance of these plans Topics discussed include:

  • S&OP detailed process
  • Understanding the sales and marketing planning processes
  • Product life cycles and delivery network structures
  • S&OP product family forecast disaggregation
  • Production planning process and strategies
  • Financial impact of the production plan
  • Resource requirements planning
  • Inventory planning
  • Distribution plan
  • Logistics and transportation requirements

Source:      Principles of Operations Planning, sessions 5 & 7

Potential Audience

This workshop may be of interest to: All management levels, master scheduler


A general understanding of manufacturing is preferred.


Participant guides will be provided.

Recommended reading (optional – will not be used during the workshop):

  • Introduction to Materials Management, 7th edition Arnold, Chapman, Clive
  • APICS Dictionary, 14th edition

Both books are available for purchase through the chapter.


For more information, please contact