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Key Performance Indicators in Sales & Operations Planning
by Tim Buckner, EnteGreat

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Paper Overview
Manufacturing companies in the Food, Beverage, and Consumer Packaged Goods (CPG) sector were some of the first companies to adopt strong programs for Sales and Operations Planning (S&OP), but the concept now has broad acceptance in a number of industry segments. One of the things each company must do on their S&OP journey is measure and improve the effectiveness of their process over time.

In this paper, we explore how some companies are using Key Performance Indicators (KPI’s) to drive the continuous improvement of their S&OP processes. This approach to grading and improving the S&OP program will cause the process to become more valuable and effective as it matures.

Paper Outline

• Introduction
• How S&OP Works
• Evaluation S&OP
  • Identify business goals
  • Evaluate data for accuracy and completeness
  • Nominate candidates for KPIs from available data
  • Balance the focus
  • Ensure feedback
• Conclusion

About the Author
Tim Buckner, Senior Consultant for EnteGreat, has over 15 years of experience in designing, implementing, deploying, and supporting information systems and networks for manufacturing, engineering, and scientific research within Life Sciences, Beverage and Brewing and Food manufacturing industries. While Tim's expertise lies in LIMS, SPC, and MES, his recent focus on business intelligence, reporting, and enterprise-wide business process modeling has helped people throughout the industry gain a better understanding of manufacturing systems integration within the Enterprise IT environment.

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