Sales & Operations Planning -- The How-To Handbook (Paperback)

by Thomas F. Wallace (Author) "Let's eavesdrop on an executive staff meeting at the Acme Widget Company..." (more)
Key Phrases: target line fill, target customer service level, customer order backlog, Operations Planning, Acme Widget, Supply Planning (more...)

Editorial Reviews

Product Description
Sales and Operations is a powerful business process that integrates Sales & Marketing, Operations, Product Development, and Finance. Tom Wallace describes how it works and lays out a detailed plan for making it happen. This valuable handbook covers all aspects of a successful implementation, from the composition of the Executive S&OP team to the nitty-gritty of S&OP spreadsheet design.

About the Author
Tom Wallace has been involved with a substantial number of companies successfully implementing Sales & Operations Planning. He knows how to do it, and avoid the pitfalls. An author, educator and consultant, Tom serves as a Distinguished Fellow of the Ohio State University’s Center for Excellence in Manufacturing Management.

Product Details

• Paperback: 151 pages
• Publisher: T F Wallace & Co (November 1, 1999)
• Language: English
• ISBN-10: 0967488400
• ISBN-13: 978-0967488400
• Product Dimensions: 10.8 x 8.2 x 0.6 inches
• Shipping Weight: 1.1 pounds
• Average Customer Review: 4.7 out of 5 stars See all reviews (6 customer reviews)
• Amazon.com Sales Rank: #816,701 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

3 of 3 people found the following review helpful:

5.0 out of 5 stars Straight forward S&O Planning , April 10, 2007

By	O. David (Schweiz) - See all my reviews (REAL NAME)

This review is from: Sales & Operations Planning: The How-to Handbook, 2nd Edition (Paperback)

I bought this book a few years ago and it was very helpfull to create an own approach for the business I'm in. It is my personal oppinion, that the topic about balancing demand and supply within a company is underestimated. There are many conflicts in companies but the one between Sales and Production is one of the most important to be solved. I'm coming from the market/strategy and operations side of a company and the book was very helpfull in explaining step-by-step the importance of a minimal planning tool based on stock, production quote and actual/ forecasted sales. Even though forecasting is always "wrong", there are certain things upstream the production line that must be planned in advance.

The author distinguishes between make-to-stock as well as make-to-order companies (or even a mix is possible although not described). Simple examples help to install a simple planning tool, bringing especially the Sales people on the round table is naturally up to you. Continuos improvement of a simple Sales & Operations Planning tool will not only improve scheduling at your operations but give your Sales people an advantage as well: first of all you can measure and improve your on-time-delivery performance and second your Sales people might even get the chance for a simple tool, quoting lead times better during the the request for quotes.

S&O Planing is especially a strong help, when your company has a robust job scheduling policy for triggering when orders are released to a line (CONWIP-release, material availability condition etc.). Forecasting methods are not described in this book and can be found mainly in Operations books (as factory physics etc.). Although it is not the aim of this book to provide information about forecasting and methods, I strongly recommend to spend some times about supply chain management and to learn about the basic flaws of forecasting as bullwhip-effects and other pitfals leading to a bad performance when applying S&O Planning. The farer your forecasts reach, the worse any prediction will be - so reducing operational and office lead-time goes hand in hand with any succesfull S&O Planning.

Best Regards,
Oliver

1 of 1 people found the following review helpful:

5.0 out of 5 stars T. F. Wallace Series Books, January 24, 2007

By	Ronald J. Fardell (Bloomfield, Michigan, USA) - See all my reviews (REAL NAME)

This review is from: Sales & Operations Planning: The How-to Handbook, 2nd Edition (Paperback)

This is a simply, yet comprehensive guide to implementing a foundational lean leadership tool. Mr. Wallace takes you through the S&OP process, which aligns the organization on the demand, supply and operating plans. Mr. Wallace captures the essence of Materials Management as a core competency and illustrates how the entire organization plays a role in a lean environment. I highly recommend this series of books for lean practitioners, executives, and materials professionals. I have purchased several copies and distributed them through out our organization

Ronald Fardell
Corporate Lean Director
Textron Corporation

14 of 21 people found the following review helpful:

5.0 out of 5 stars S&OP for Dummies, October 4, 2001

By A Customer

Should be called "Sales & Operations Planning for Dummies". This book has all the basics to get you started.