Sales and Operations Planning for Delivery Date Setting in Engineer-to-Order Maritime Equipment Manufacturing: Insights from Two Case Studies

Swapnil Bhalla; Erlend Alfnes; Hans Henrik Hvolby

doi:10.1007/978-3-031-16411-8_38

Sales and Operations Planning for Delivery Date Setting in Engineer-to-Order Maritime Equipment Manufacturing: Insights from Two Case Studies

Swapnil Bhalla^*, Erlend Alfnes, Hans Henrik Hvolby

^*Corresponding author for this work

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

Abstract

Delivery date setting (DDS) is a challenging and competitively critical tactical decision in engineer-to-order (ETO) environments, which requires integrated planning for effective decision-making. Despite the variety of industrial contexts in DDS literature, the maritime equipment industry has been an unexplored context vis-à-vis planning needs for effective DDS. This study uses a sales and operations planning (S&OP) framework to investigate the current state of the DDS process of two maritime equipment suppliers. Findings indicate that the low market demand over the last few years has influenced the DDS process design in the companies, suggesting that the process should be reconfigured to remain effective under periods of high demand. More cases from the maritime equipment industry are needed to assess if the findings are valid across the industry.

Original language	English
Title of host publication	Advances in Production Management Systems. Smart Manufacturing and Logistics Systems : Turning Ideas into Action - IFIP WG 5.7 International Conference, APMS 2022, Proceedings
Editors	Duck Young Kim, Gregor von Cieminski, David Romero
Number of pages	8
Publisher	Springer Science and Business Media Deutschland GmbH
Publication date	2022
Pages	321-328
ISBN (Print)	9783031164101
DOIs	https://doi.org/10.1007/978-3-031-16411-8_38
Publication status	Published - 2022
Event	IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2022 - Gyeongju, Korea, Republic of Duration: 25 Sep 2022 → 29 Sep 2022

Conference

Conference	IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2022
Country/Territory	Korea, Republic of
City	Gyeongju
Period	25/09/2022 → 29/09/2022

Series	I F I P Advances in Information and Communication Technology
Volume	664 IFIP
ISSN	1868-4238

Bibliographical note

Publisher Copyright:
© 2022, IFIP International Federation for Information Processing.

Keywords

Delivery date setting
Engineer-to-order
Tactical sales and operations planning

Access to Document

10.1007/978-3-031-16411-8_38

Cite this

Bhalla, S., Alfnes, E., & Hvolby, H. H. (2022). Sales and Operations Planning for Delivery Date Setting in Engineer-to-Order Maritime Equipment Manufacturing: Insights from Two Case Studies. In D. Y. Kim, G. von Cieminski, & D. Romero (Eds.), Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action - IFIP WG 5.7 International Conference, APMS 2022, Proceedings (pp. 321-328). Springer Science and Business Media Deutschland GmbH. I F I P Advances in Information and Communication Technology Vol. 664 IFIP https://doi.org/10.1007/978-3-031-16411-8_38

Bhalla, Swapnil ; Alfnes, Erlend ; Hvolby, Hans Henrik. / Sales and Operations Planning for Delivery Date Setting in Engineer-to-Order Maritime Equipment Manufacturing : Insights from Two Case Studies. Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action - IFIP WG 5.7 International Conference, APMS 2022, Proceedings. editor / Duck Young Kim ; Gregor von Cieminski ; David Romero. Springer Science and Business Media Deutschland GmbH, 2022. pp. 321-328 (I F I P Advances in Information and Communication Technology, Vol. 664 IFIP).

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abstract = "Delivery date setting (DDS) is a challenging and competitively critical tactical decision in engineer-to-order (ETO) environments, which requires integrated planning for effective decision-making. Despite the variety of industrial contexts in DDS literature, the maritime equipment industry has been an unexplored context vis-{\`a}-vis planning needs for effective DDS. This study uses a sales and operations planning (S&OP) framework to investigate the current state of the DDS process of two maritime equipment suppliers. Findings indicate that the low market demand over the last few years has influenced the DDS process design in the companies, suggesting that the process should be reconfigured to remain effective under periods of high demand. More cases from the maritime equipment industry are needed to assess if the findings are valid across the industry.",

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Bhalla, S, Alfnes, E & Hvolby, HH 2022, Sales and Operations Planning for Delivery Date Setting in Engineer-to-Order Maritime Equipment Manufacturing: Insights from Two Case Studies. in DY Kim, G von Cieminski & D Romero (eds), Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action - IFIP WG 5.7 International Conference, APMS 2022, Proceedings. Springer Science and Business Media Deutschland GmbH, I F I P Advances in Information and Communication Technology, vol. 664 IFIP, pp. 321-328, IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2022, Gyeongju, Korea, Republic of, 25/09/2022. https://doi.org/10.1007/978-3-031-16411-8_38

Sales and Operations Planning for Delivery Date Setting in Engineer-to-Order Maritime Equipment Manufacturing : Insights from Two Case Studies. / Bhalla, Swapnil; Alfnes, Erlend; Hvolby, Hans Henrik.

Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action - IFIP WG 5.7 International Conference, APMS 2022, Proceedings. ed. / Duck Young Kim; Gregor von Cieminski; David Romero. Springer Science and Business Media Deutschland GmbH, 2022. p. 321-328 (I F I P Advances in Information and Communication Technology, Vol. 664 IFIP).

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

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T2 - IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2022

AU - Bhalla, Swapnil

AU - Alfnes, Erlend

AU - Hvolby, Hans Henrik

PY - 2022

Y1 - 2022

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AB - Delivery date setting (DDS) is a challenging and competitively critical tactical decision in engineer-to-order (ETO) environments, which requires integrated planning for effective decision-making. Despite the variety of industrial contexts in DDS literature, the maritime equipment industry has been an unexplored context vis-à-vis planning needs for effective DDS. This study uses a sales and operations planning (S&OP) framework to investigate the current state of the DDS process of two maritime equipment suppliers. Findings indicate that the low market demand over the last few years has influenced the DDS process design in the companies, suggesting that the process should be reconfigured to remain effective under periods of high demand. More cases from the maritime equipment industry are needed to assess if the findings are valid across the industry.

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

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BT - Advances in Production Management Systems. Smart Manufacturing and Logistics Systems

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ER -

Bhalla S, Alfnes E, Hvolby HH. Sales and Operations Planning for Delivery Date Setting in Engineer-to-Order Maritime Equipment Manufacturing: Insights from Two Case Studies. In Kim DY, von Cieminski G, Romero D, editors, Advances in Production Management Systems. Smart Manufacturing and Logistics Systems: Turning Ideas into Action - IFIP WG 5.7 International Conference, APMS 2022, Proceedings. Springer Science and Business Media Deutschland GmbH. 2022. p. 321-328. (I F I P Advances in Information and Communication Technology, Vol. 664 IFIP). doi: 10.1007/978-3-031-16411-8_38

Sales and Operations Planning for Delivery Date Setting in Engineer-to-Order Maritime Equipment Manufacturing: Insights from Two Case Studies

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Keywords

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