Evaluation of the maturity of the S&OP process for a written materials company: a case study

Abstract This paper aims to evaluate the maturity stage of S&OP process in a written materials company to identify main deficiencies of this process and to suggest actions to its evolution. Three models were selected to do this task: two qualitative models, proposed by and a quantitative one. There were significantly differences between results from the quantitative and the qualitative models, especially because the quantitative model used generic reference value for the metrics, without considering industry in which the company is located, the number of clients as well as the characteristics of its products and processes. For the demand planning accuracy metric, it is proposed a method using an average weighted of product families’ accuracy, defining the weights by an ABC classification based on families’ revenues. On the practical field, the main difficult in S&OP process analyzed was the interface between demand and supply, especially because the company has a functional structure focused on meeting demand. The difficult of this integration is, in fact, the main purpose of S&OP. Therefore, the company expects to reduce the conflicts in this interface in the coming years.

摘要 本文旨在评估某纸质书写材料生产企业的销售与运营规划（Sales and Operations Planning，S&OP）流程成熟度，识别该流程的主要短板，并为其完善演进提出改进举措。本次研究选取三类模型完成该项任务：两款定性模型（提出方未明确）与一款定量模型。定量模型与定性模型的输出结果存在显著差异，核心原因在于该定量模型在设定指标参考值时采用通用基准，未结合企业所属行业、客户数量以及产品与流程特性进行适配调整。针对需求规划准确率指标，本文提出一种基于产品族准确率的加权平均计算方法，权重通过结合产品族营收的ABC分类法予以确定。在实践层面，本次分析的S&OP流程面临的核心痛点在于供需衔接环节，究其根源在于该企业采用以满足需求为导向的职能型组织结构。而供需协同恰恰是S&OP流程的核心目标所在，因此该企业期望在未来几年内缓解该衔接环节中的各类冲突。