Sales and Operations Planning (S&OP) is the process through which enterprises develop tactical plans for aligning supply and demand management activities, usually with the objective of maximizing profitability. Demand-supply balancing is particularly complex and challenging in Engineer-to-Order (ETO) manufacturing environments, which are characterized by highly customer-driven order-fulfilment processes, creating a dynamic and uncertain planning environment. Recent studies highlight that ETO environments and their contextual influence on S&OP have been overlooked within extant S&OP research. This paper addresses this by investigating how the characteristics of ETO manufacturing influence the design of S&OP. Through a case study of a maritime equipment manufacturer, the paper identifies requirements that are imposed on the S&OP process by the characteristics of an ETO planning environment. These requirements serve as basis for identifying three main research areas that can support the design of S&OP in ETO environments, namely, customer enquiry management, multi-project management and spare parts management. The findings are summarized in a high-level framework for S&OP in ETO production and related research areas.
|Title of host publication||Advances in Production Management Systems. Artificial Intelligence for Sustainable and Resilient Production Systems - IFIP WG 5.7 International Conference, APMS 2021, Proceedings|
|Editors||Alexandre Dolgui, Alain Bernard, David Lemoine, Gregor von Cieminski, David Romero|
|Number of pages||10|
|Publisher||Springer Science+Business Media|
|Publication status||Published - 2021|
|Event||IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2021 - Nantes, France|
Duration: 5 Sep 2021 → 9 Sep 2021
|Conference||IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2021|
|Period||05/09/2021 → 09/09/2021|
|Series||I F I P Advances in Information and Communication Technology|
Bibliographical notePublisher Copyright:
© 2021, IFIP International Federation for Information Processing.
- Sales and operations planning
- Tactical planning