Sales and Operations Planning

“An Experiential Workshop”




This workshop is available as an all day experience.  Contact me for costing


Work Shop Overview


This workshop will be a review of the upper level business planning process.  Business success depends on viable senior level planning.  Subjects include:

l   Business planning process

l   Forecasting demand

l   Sales and operations planning process

Companies doing a first-rate job of sales and operation planning cite benefits in two main categories: hard and soft. Hard benefits include higher customer service, more stable supply rates resulting in higher productivity (for production, procurement, and contract manufacturers), faster and more controlled new product introductions, lower finished goods inventories, and shorter customer order backlogs. In addition to these solid or hard benefits, the soft benefits that result from sales and operation planning can prove substantial.

Sales and operation planning is a critical cross-functional business process that will help your company compete more effectively. Given the dynamics of today’s rapidly changing marketplace, Sales and operation planning has become one of the hottest topics in operational planning.

Sales and operation planning consists of a five-step process:

l   data gathering

l   demand planning

l   supply planning

l   the pre-meeting

l   the executive meeting


It frequently deals with issues involving strategy, policy, and risk. Highly cross-functional at both the operating and executive levels, sales and operation planning involves people from sales and marketing, operations, finance, and product development.


Participants at this workshop will be first presented with the fundamentals of sales and operation planning.  Then each participant will be assigned a role in a simulated fictional company and given a library of data on this fictional company.  They will then be asked to develop the monthly sales and operations plan for this company.  After working with the data used in this company and being involved in the pre-meeting plan development, workshop participants will develop and make presentations at the executive session where the final plan will be hammered out.


Companies that develop and use a comprehensive sales and planning process find that they are able to make more effective use of their ERP systems.  They are able to make their operational plans consistent with the business plan.  They find they have a tool for managing a dynamic business on a regular basis.  They develop the ability to establish realistic targets and measure performance.  They find that the sales and operation planning process increases team work and collaborative skills.


Workshop Topics


l   Sales and Operations Planning Process

l   Demand Planning

l   Supply Planning

l   How manufacturing strategy effects planning

l   The inputs and outputs of the sales and operations planning process

l   The balance of demand and resources

l   The balance of work, time and resources

l   The business planning hierarchy


Workshop Schedule


8:00 a.m. – 8:30 a.m.


8:30 a.m. – noon

Morning Session/break

Noon – 12:45 p.m.


12:45 p.m. – 4:30 p.m.

Fictional Company Simulations including executive sales and operation planning meetings

Participants are encouraged to bring laptops.


Workshop Instructor


F. Darnall Daley, Jr., CFPIM, CSCP, is a senior supply chain management consultant with F. D. Daley & Associates and a long time APICS Qualified Instructor.  He has more than 40 years of engineering, sales, materials management, and operations management experience.


Who Should Attend


This workshop is designed for anyone involved in the monthly and annual business planning process.  Managers and workers in Sales, Finance, Engineering, Procurement, Planning, Inventory Control, Materials Management, Supply Chain Management and Manufacturing Operations will find this workshop useful.  In additions to a review of the fundamentals participants will be given an opportunity develop the sales and operation plan for a fictional company.



Workshop Objectives


–        Describe the ongoing sales and operations planning process and its relationship within master planning of resources

–        Explain the role of volume and mix in the sales and operations planning process

–        Describe the steps in the sales and operations planning process

–        Distinguish between the terms sales and operations planning and production plan

–        Identify the participants and the decision-makers in the sales and operations planning process

–        Describe the inputs and outputs of the sales and operations planning process

–        Identify and describe production strategies used in sales and operations planning

–        Identify and briefly describe the steps in the resource planning process

–        Give participants a hands-on experience in the sales and operations planning process


Please contact Darnall Daley at 610-363-3478 or, if you are interested and for additional information.