Many companies have a sales & operations planning (S&OP) process where they are forecasting at the product level what is apt to be ordered by their customers in the coming months. Then companies seek to examine whether they have the manufacturing capacity to actually make what they believe will be ordered by their customers. The result is an operating plan for what will be produced in the coming month.

But companies often do not achieve their revenue, market share, service level, or profit goals. A new process – called sales & operations execution (S&OE) – is being promoted as a process that will allow companies to better achieve the goals set forth in the S&OP executive

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