Sales and Operations Planning (S&OP) is a methodology used by most companies to make planning decisions on medium-term horizon. This associated tools have been designed for relatively stable environment. However, this assumption not relevant anymore, practitioners face difficulties perform S&OP in highly uncertain opportunistic environments. Therefore, paper proposes pave the way towards soluti...

We investigate the impact of early adoption of an innovative analytics approach on organizational analytics maturity and sustainability. With the sales operation planning involving the accurate determination of physician detailing frequency, multiple product sequencing, nonlinear promotional response functions and achievement of the right level of share of voice (SOV), an analytical approach wa...

The European vehicle industry employs a cascading planning process, for medium-term sales and operations and mediumto shortterm production planning. Due to a lack of coordination and feedback between the different planning phases, costly problems in production arise. This paper describes an integrated planning solution for the harmonisation of sales, purchasing, supply chain and production plan...

To make informed forecasting and replenishment decisions, many companies bring together operational elements of production and distribution with sales and marketing, executing Sales and Operations Planning (S&OP) collaborative improvement processes. As cross-functional and consensus-based processes, S&OP activities create value by keeping supply and demand in balance. But most S&OP arrangements...

Today, enterprise resource planning (ERP) software systems are one the fastest growing segments of the business–software industry. They offer a single system linking all corporate operations, including planning, manufacturing, sales, vendor relations, inventory control, human resources, and accounting. Companies around the world spent billions of dollars and expended untold man-hours installing...