Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment

Swapnil Bhalla; Erlend Alfnes; Hans Henrik Hvolby; Olumide Emmanuel Oluyisola

doi:10.1007/978-3-030-85910-7_39

Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment

Swapnil Bhalla^*, Erlend Alfnes, Hans Henrik Hvolby, Olumide Emmanuel Oluyisola

^*Corresponding author for this work

Research output: Contribution to book/anthology/report/conference proceeding › Article in proceeding › Research › peer-review

2 Citations (Scopus)

Abstract

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.

Original language	English
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 date	2021
Pages	371-380
ISBN (Print)	9783030859091
DOIs	https://doi.org/10.1007/978-3-030-85910-7_39
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

Conference	IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2021
Country/Territory	France
City	Nantes
Period	05/09/2021 → 09/09/2021

Series	I F I P Advances in Information and Communication Technology
Volume	633 IFIP
ISSN	1868-4238

Bibliographical note

Publisher Copyright:
© 2021, IFIP International Federation for Information Processing.

Keywords

Engineer-to-order
Sales and operations planning
Tactical planning

Access to Document

10.1007/978-3-030-85910-7_39

Cite this

Bhalla, S., Alfnes, E., Hvolby, H. H., & Oluyisola, O. E. (2021). Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment. In A. Dolgui, A. Bernard, D. Lemoine, G. von Cieminski, & D. Romero (Eds.), Advances in Production Management Systems. Artificial Intelligence for Sustainable and Resilient Production Systems - IFIP WG 5.7 International Conference, APMS 2021, Proceedings (pp. 371-380). Springer Science+Business Media. I F I P Advances in Information and Communication Technology Vol. 633 IFIP https://doi.org/10.1007/978-3-030-85910-7_39

Bhalla, Swapnil ; Alfnes, Erlend ; Hvolby, Hans Henrik et al. / Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment. Advances in Production Management Systems. Artificial Intelligence for Sustainable and Resilient Production Systems - IFIP WG 5.7 International Conference, APMS 2021, Proceedings. editor / Alexandre Dolgui ; Alain Bernard ; David Lemoine ; Gregor von Cieminski ; David Romero. Springer Science+Business Media, 2021. pp. 371-380 (I F I P Advances in Information and Communication Technology, Vol. 633 IFIP).

@inproceedings{644233716df64aedb02906e5337176c0,

title = "Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment",

abstract = "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.",

keywords = "Engineer-to-order, Sales and operations planning, Tactical planning",

author = "Swapnil Bhalla and Erlend Alfnes and Hvolby, {Hans Henrik} and Oluyisola, {Olumide Emmanuel}",

note = "Publisher Copyright: {\textcopyright} 2021, IFIP International Federation for Information Processing.; IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2021 ; Conference date: 05-09-2021 Through 09-09-2021",

year = "2021",

doi = "10.1007/978-3-030-85910-7_39",

language = "English",

isbn = "9783030859091",

series = "I F I P Advances in Information and Communication Technology",

publisher = "Springer Science+Business Media",

pages = "371--380",

editor = "Alexandre Dolgui and Alain Bernard and David Lemoine and {von Cieminski}, Gregor and David Romero",

booktitle = "Advances in Production Management Systems. Artificial Intelligence for Sustainable and Resilient Production Systems - IFIP WG 5.7 International Conference, APMS 2021, Proceedings",

address = "United States",

}

Bhalla, S, Alfnes, E, Hvolby, HH & Oluyisola, OE 2021, Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment. in A Dolgui, A Bernard, D Lemoine, G von Cieminski & D Romero (eds), Advances in Production Management Systems. Artificial Intelligence for Sustainable and Resilient Production Systems - IFIP WG 5.7 International Conference, APMS 2021, Proceedings. Springer Science+Business Media, I F I P Advances in Information and Communication Technology, vol. 633 IFIP, pp. 371-380, IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2021, Nantes, France, 05/09/2021. https://doi.org/10.1007/978-3-030-85910-7_39

Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment. / Bhalla, Swapnil; Alfnes, Erlend; Hvolby, Hans Henrik et al.

Advances in Production Management Systems. Artificial Intelligence for Sustainable and Resilient Production Systems - IFIP WG 5.7 International Conference, APMS 2021, Proceedings. ed. / Alexandre Dolgui; Alain Bernard; David Lemoine; Gregor von Cieminski; David Romero. Springer Science+Business Media, 2021. p. 371-380 (I F I P Advances in Information and Communication Technology, Vol. 633 IFIP).

Research output: Contribution to book/anthology/report/conference proceeding › Article in proceeding › Research › peer-review

TY - GEN

T1 - Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment

AU - Bhalla, Swapnil

AU - Alfnes, Erlend

AU - Hvolby, Hans Henrik

AU - Oluyisola, Olumide Emmanuel

PY - 2021

Y1 - 2021

N2 - 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.

AB - 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.

KW - Engineer-to-order

KW - Sales and operations planning

KW - Tactical planning

UR - http://www.scopus.com/inward/record.url?scp=85115243194&partnerID=8YFLogxK

U2 - 10.1007/978-3-030-85910-7_39

DO - 10.1007/978-3-030-85910-7_39

M3 - Article in proceeding

AN - SCOPUS:85115243194

SN - 9783030859091

T3 - I F I P Advances in Information and Communication Technology

SP - 371

EP - 380

BT - Advances in Production Management Systems. Artificial Intelligence for Sustainable and Resilient Production Systems - IFIP WG 5.7 International Conference, APMS 2021, Proceedings

A2 - Dolgui, Alexandre

A2 - Bernard, Alain

A2 - Lemoine, David

A2 - von Cieminski, Gregor

A2 - Romero, David

PB - Springer Science+Business Media

T2 - IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2021

Y2 - 5 September 2021 through 9 September 2021

ER -

Bhalla S, Alfnes E, Hvolby HH, Oluyisola OE. Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment. In Dolgui A, Bernard A, Lemoine D, von Cieminski G, Romero D, editors, Advances in Production Management Systems. Artificial Intelligence for Sustainable and Resilient Production Systems - IFIP WG 5.7 International Conference, APMS 2021, Proceedings. Springer Science+Business Media. 2021. p. 371-380. (I F I P Advances in Information and Communication Technology, Vol. 633 IFIP). doi: 10.1007/978-3-030-85910-7_39

Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment

Abstract

Conference

Bibliographical note

Keywords

Access to Document

Other files and links

Fingerprint

Cite this