The intermediate link in planning: a multicase study of the Sales and Operations Execution process

• Autor(a) principal: Carvalho, Ana Lima de
• Data de Publicação: 2018
• Tipo de documento: Dissertação
• Idioma: eng
• Título da fonte: Biblioteca Digital de Teses e Dissertações da USP
• Texto Completo: http://www.teses.usp.br/teses/disponiveis/18/18156/tde-16072018-100932/
• topic: S&OE; S&OE; Sales and Operations Execution; Sales and Operations Execution; Weekly S&OP; Weekly S&OP; Weekly Sales and Operations Planning; Weekly Sales and Operations Planning

For many years, Sales and Operations Plannning process, or S&OP, had been considered as the promise of alignment between demand and supply that would provide the solution to all planning problems to companies. However, time has shown that in volatile planning environments with high levels of uncertainty, the traditional planning hierarchi, S&OP aligned with MPS, no longer provides all the expected benefits, failing to meet the expectations of numerous organizations that have put great efforts to implement it. As result, in recent years, there have been adaptations of planning processes to meet the need for alignment in highly dynamic environments. These adaptations have often appeared in the form of a weekly \"S&OP\", with short-term horizon, weekly frequency and low level of plans aggregation. However, a more sophisticated solution found to address the need for more agile planning was the creation of a new process that aims to link S&OP to the Master Production Schedule (MPS) called Sales and Operations Execution (S&OE). Although the subject has arisen for some time, studies on the subject are scarce. Thus, the goal of this research is to formalize this process in academic literature in an in-depth way. For this, it was carried out a broad literature review, case studies in four companies that sought to explore how S&OE process occurs in practice. From the analysis resulting from the case studies, both individual and cross-case, it was proposed a model of the process using BPMN language and a list of all the main process characteristics. This model was compared to the existing literature to analyze its convergence and it can be considered transferable given the same conditions of application. It was possible to conclude that S&OE is a process that performs the breakdown of the S&OP plans to the execution in a way that is more aligned with the business goals than the traditional MPS application isolated.