Enterprise Sales and Operations Planning: Synchronizing Demand, Supply and Resources for Peak Performance (Integrated Business Management) [Hardcover]

George E. Palmatier (Author), Colleen Crum (Author)

Book Description

ISBN-10: 1932159002 | ISBN-13: 978-1932159004 | Publication Date: September 12, 2002

Operational excellence cannot be achieved by technology alone. An effective sales and operations planning process is essential to successfully implementing any integrated management system. "Enterprise Sales and Operations Planning" illustrates the effective real-world implementation of this powerful process.

Editorial Reviews

Review

"Book is great…I want to congratulate the authors for making this book so interesting and so different from regular textbooks." -- Harry Lo

"One of the best business books I’ve ever read and a must read for everyone in upper and middle management" -- David Aichinger

"This is a great work with many important insights into fundamental operating principles to successfully deploy manufacturing management." -- The CEO Refresher

George Palmatier and Colleen Crum deliver this practical business concept in a fashion that is easy to understand and digest. -- Bill Walton, Director of Marketing, Flowserve

This book masterfully explains both the fundamentals and the intricacies for properly and completely implementing sales and operations planning. -- Sam Beaird, Principal Consultant, Kirby Associates

This book puts sales and operations planning into context. It is a must read! -- Roger Brooks, Author of Inventory Record Accuracy

About the Author

George Palmatier and the Oliver Wight team pioneered the development and evolution of Sales and Operations Planning. Mr. Palmatier was a major contributor to the first groundbreaking book on the topic entitled Orchestrating Success. He also authored the groundbreaking best-selling book on demand management entitled The Marketing Edge.

Colleen Crum, a leading consultant with Oliver Wight, has help companies implement sales and operations planning and demand management for many years and develops teaching curriculum on these topics.

Product Details

• Hardcover: 288 pages
• Publisher: J. Ross Publishing (September 12, 2002)
• Language: English
• ISBN-10: 1932159002
• ISBN-13: 978-1932159004
• Product Dimensions: 9.4 x 6.2 x 0.8 inches
• Shipping Weight: 1.1 pounds (View shipping rates and policies)
• Average Customer Review: 4.0 out of 5 stars  See all reviews (2 customer reviews)
• Amazon Best Sellers Rank: #162,815 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

11 of 11 people found the following review helpful:

4.0 out of 5 stars Excellent Reality Check - People and Process, May 12, 2006

By 

Ramlee Ibrahim, Ph.D (Singapore) - See all my reviews

This review is from: Enterprise Sales and Operations Planning: Synchronizing Demand, Supply and Resources for Peak Performance (Integrated Business Management) (Hardcover)

Never before has the subject of S&OP been presented in a novel-like style that highlights the people issues involved in a cross-funtional implementation. The authors did well to present real issues in bringing about what they refer to as "organized common sense" within the context of a hypothetical company with players comprising almost every function in an enterprise. This book provides insight into real challenges and issues in implementing S&OP. If you are looking for a 'How To' book, best you look at other literatures on the subject that deals with the details. This one gives you the 'whys' and 'why nots' of S&OP ... ideal primer for executive management.

4.0 out of 5 stars Good, but could have been great, September 24, 2011

By 

Troy Davis "Troy Davis" (Marietta, GA USA) - See all my reviews
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This review is from: Enterprise Sales and Operations Planning: Synchronizing Demand, Supply and Resources for Peak Performance (Integrated Business Management) (Hardcover)

This book does a good job of describing what S&OP is and how it should be implemented. The book does a great job of showing how the "people" component of implanting the process is very key. I have two issues with it:
1. The book is presented as a fictional novel, however it definitely could have used the services of someone who writes in that style for a living. Just not well written, even when compared with another business book written in that style, "The Goal" by Goldratt (a fantastic book, by the way)
2. More seriously, and maybe this was intentional, the consultant depicted in the story is extraordinarily arrogant, and I have worked with some real doosies before. I would have fired him early on ... One example is on pages 99-100 where he basically calls the business leader an idiot and tells him sorry, if he doesn't like it, go find someone else. This is never the way to treat a client, especially one who is really trying to do the right thing. Factual explanations or thoughtful, leading questions in a friendly tone are always more effective.
In all, a good book that tries to make a story format work. A better writer with a more thoughtful approach to the complex relationship between advisor and client and it would have been great.