O processo de S&OPSales and Operations Planningintegra o planeamento estratégico de vendas e operações em empresas de pequeno e médio porte, but mainly in large companies. It is an approach aimed at making management and decision-making more efficient through the integration of various sectors that make up an organisation, synergy that provides comprehensive visibility of processes, helping to balance demand and supply
To implement this process effectively, it is essential to understand how sales and operations work, conducting preliminary business analyses. Meanwhile, before starting this journey, it is necessary to assess some points and indicators, to ensure that the task is carried out efficiently
1 – Understanding the demand
Understand the historical demand, as well as the country's macroeconomic situation, the effect of the climate, the seasonal dates, a situação política e qualquer outra circunstância adversa que impacte ou possa impactar a procura é essencial para o S&OP, since future sales forecasts depend on past patterns. It is necessary to identify which products and families have the highest volume, turnover and margin, besides which clients or channels are more representative. It is also necessary to verify the existence of seasonality, effects-whip, and if there are sales losses due to stock shortages. The basic assessments include: monthly sales per product family over the past three years, charts of channel and family representation over the past 12 months, seasonal indices for each family and channel, variability ofvender internamente versus vender externamente, percentage of orders canceled orbacklogof historical orders
2 – Simulated statistical forecast
Statistical forecast simulation uses models to anticipate demand, assessing how these projections performed in the past and how they will perform in the future. Relevant issues may include understanding the performance of each model in recent months, the variation of this performance with different lead times, and which products, places or channels that require greater attention in the process. Reliable analyses cover the accuracy and bias table of the best model estimates in the last 6 to 12 months, the comparison of accuracy across different lead times and the classification of the item portfolio using the ABC vs XYZ matrix to prioritize planning
To optimise stock management, it is essential to analyse stock behaviour, aiming to reduce employed capital and improve the service. Issues of substance include average coverage in the last 12 months, the total cost considering shortage and excess, the need for additional products due to seasonality or production stoppages, compliance with established stock policies, the current capacity of warehouses and the assessment of the rupture percentage by product family and distribution centre
4 – Map the critical assets
Mapping of critical assets is essential to strategically direct planning efforts. This involves identifying and assessing the company's most important assets, analysing your occupation, efficiency and long-term availability. It is also necessary to check for external critical resources, como fornecedores com capacidade limitada. Important analyses include the assessment of the historical occupancy of assets, the verification of efficiency through indicators such as OEE, the accuracy of demand plans over time and the analysis of stockouts related to capacity shortages
Establishing a baseline for S&OP is essential to assess the success of implementation by comparing pre- and post-process results. Charts are valuable tools for visualising the costs associated with poor planning, helping to answer questions about the current level of uncertainty, the service levels and stored items, and the efficiency in the use of critical assets. Examples of assessments include measuring the historical accuracy and bias of predictions, the assessment of service level through OTIF, the identification of ruptures andpendentesto improve stock management, and the analysis of distribution centre coverage to optimise replenishment processes
