Sales and operations planning: learnings from 15 Brazilian companies
ABSTRACT Goal: The goal of this paper is to investigate 15 Brazilian companies, which execute S&OP cycles periodically, in order to characterize the processes implemented and discuss challenges and improvement opportunities. Methodology: Initially, a multiple-case study approach is appli...
| Main Authors: | , , |
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| Format: | Article |
| Language: | English |
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Associação Brasileira de Engenharia de Produção (ABEPRO)
2021-04-01
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| Series: | Brazilian Journal of Operations & Production Management |
| Subjects: | |
| Online Access: | https://bjopm.emnuvens.com.br/bjopm/article/view/1135 |
| _version_ | 1818368197268602880 |
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| author | Marcelo Xavier Seeling Carlos Eduardo Panitz, Professor Ricardo Augusto Cassel, Professor |
| author_facet | Marcelo Xavier Seeling Carlos Eduardo Panitz, Professor Ricardo Augusto Cassel, Professor |
| author_sort | Marcelo Xavier Seeling |
| collection | DOAJ |
| description | ABSTRACT
Goal: The goal of this paper is to investigate 15 Brazilian companies, which execute S&OP cycles periodically, in order to characterize the processes implemented and discuss challenges and improvement opportunities.
Methodology: Initially, a multiple-case study approach is applied embracing 15 Brazilian companies. Then, a survey is conducted in the same organizations to deepen the investigation. Two recognized S&OP frameworks from the literature are used to structure the research.
Results: Some of the main research findings include: some companies consider “Data Gathering” a normal task and no longer a S&OP cycle step; some organizations include a new step one named “Portfolio Management”, preceding “Demand Planning” to leverage step two’s outcomes; there are improvement opportunities identified in “Pre-meeting” and “Executive Meeting” steps regarding capacity to simulate different scenarios from a financial perspective; and most of the studied companies do not adopt a S&OP software facing limitations to manage information and perform what-if analysis.
Research Limitations: Only companies located in Brazil are investigated.
Practical implications: The study provides useful information for practitioners on the characterization of the S&OP process, implementation challenges, and improvement opportunities.
Originality / Value: The paper applies different research methods (multiple-case study and survey) and two recognized frameworks from the literature in the study of the S&OP process performed by 15 companies, providing a broad characterization of the processes implemented and valuable findings about challenges and improvement opportunities. Although all the researched companies are Brazilian, evidences indicate the results are generalizable. |
| first_indexed | 2024-12-13T23:04:07Z |
| format | Article |
| id | doaj.art-ffdbf4dfaf774fa792fe04ec0c939298 |
| institution | Directory Open Access Journal |
| issn | 2237-8960 |
| language | English |
| last_indexed | 2024-12-13T23:04:07Z |
| publishDate | 2021-04-01 |
| publisher | Associação Brasileira de Engenharia de Produção (ABEPRO) |
| record_format | Article |
| series | Brazilian Journal of Operations & Production Management |
| spelling | doaj.art-ffdbf4dfaf774fa792fe04ec0c9392982022-12-21T23:28:19ZengAssociação Brasileira de Engenharia de Produção (ABEPRO)Brazilian Journal of Operations & Production Management2237-89602021-04-0118310.14488/BJOPM.2021.019Sales and operations planning: learnings from 15 Brazilian companiesMarcelo Xavier Seeling0Carlos Eduardo Panitz, Professor1Ricardo Augusto Cassel, Professor2PUC-RIOUniversidade federal do Rio Grande do SulUniversidade Federal do Rio Grande do SulABSTRACT Goal: The goal of this paper is to investigate 15 Brazilian companies, which execute S&OP cycles periodically, in order to characterize the processes implemented and discuss challenges and improvement opportunities. Methodology: Initially, a multiple-case study approach is applied embracing 15 Brazilian companies. Then, a survey is conducted in the same organizations to deepen the investigation. Two recognized S&OP frameworks from the literature are used to structure the research. Results: Some of the main research findings include: some companies consider “Data Gathering” a normal task and no longer a S&OP cycle step; some organizations include a new step one named “Portfolio Management”, preceding “Demand Planning” to leverage step two’s outcomes; there are improvement opportunities identified in “Pre-meeting” and “Executive Meeting” steps regarding capacity to simulate different scenarios from a financial perspective; and most of the studied companies do not adopt a S&OP software facing limitations to manage information and perform what-if analysis. Research Limitations: Only companies located in Brazil are investigated. Practical implications: The study provides useful information for practitioners on the characterization of the S&OP process, implementation challenges, and improvement opportunities. Originality / Value: The paper applies different research methods (multiple-case study and survey) and two recognized frameworks from the literature in the study of the S&OP process performed by 15 companies, providing a broad characterization of the processes implemented and valuable findings about challenges and improvement opportunities. Although all the researched companies are Brazilian, evidences indicate the results are generalizable.https://bjopm.emnuvens.com.br/bjopm/article/view/1135S&OP; Supply chain; Planning process; Multiple-case study. |
| spellingShingle | Marcelo Xavier Seeling Carlos Eduardo Panitz, Professor Ricardo Augusto Cassel, Professor Sales and operations planning: learnings from 15 Brazilian companies Brazilian Journal of Operations & Production Management S&OP; Supply chain; Planning process; Multiple-case study. |
| title | Sales and operations planning: learnings from 15 Brazilian companies |
| title_full | Sales and operations planning: learnings from 15 Brazilian companies |
| title_fullStr | Sales and operations planning: learnings from 15 Brazilian companies |
| title_full_unstemmed | Sales and operations planning: learnings from 15 Brazilian companies |
| title_short | Sales and operations planning: learnings from 15 Brazilian companies |
| title_sort | sales and operations planning learnings from 15 brazilian companies |
| topic | S&OP; Supply chain; Planning process; Multiple-case study. |
| url | https://bjopm.emnuvens.com.br/bjopm/article/view/1135 |
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