🎯 Course Description:
This intensive program equips professionals with the skills to accurately forecast sales, align cross-functional planning, and implement a robust Sales and Operations Planning (S&OP) process. Participants will learn to apply quantitative forecasting models, integrate market intelligence, and facilitate S&OP meetings that balance supply and demand while driving profitability and customer satisfaction.
Through real-world examples and hands-on exercises, this course prepares participants to lead or contribute effectively to the forecasting and S&OP processes within any organization.
👥 Who Should Attend:
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Sales and demand planners
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S&OP process leaders and contributors
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Supply chain and operations managers
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Marketing, finance, and commercial professionals
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Anyone involved in forecasting or planning functions
🗓️ Day 1: Fundamentals of Forecasting and S&OP
| Time | Topic |
|---|---|
| 08:30 – 09:00 | Welcome, Introductions, and Course Overview |
| 09:00 – 10:30 | Introduction to Forecasting and the S&OP Process |
| 10:30 – 10:45 | ☕ Coffee Break |
| 10:45 – 12:15 | Benefits of Integrated Business Planning (IBP) |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | The S&OP Cycle and Its Core Components |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Case Study: S&OP maturity assessment in real organizations |
🗓️ Day 2: Forecasting Techniques and Applications
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Quantitative Forecasting Methods – Moving average, exponential smoothing |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Regression and Time Series Forecasting |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Qualitative Forecasting – Market intelligence, expert judgment |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Workshop: Build and analyze forecasts using Excel/Tools |
🗓️ Day 3: Demand Planning and Forecast Accuracy
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Collaborative Demand Planning – Internal and external collaboration |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Forecast Accuracy and Bias Measurement (MAPE, MAD, BIAS) |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Adjusting Forecasts with Market Intelligence and Promotions |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Workshop: Analyze forecast error and improve forecast reliability |
🗓️ Day 4: S&OP Process Design and Execution
| Time | Topic |
|---|---|
| 08:30 – 10:00 | Cross-Functional Roles in S&OP – Sales, Ops, Finance, Marketing |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | Designing and Implementing the S&OP Process |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | S&OP Meeting Management and Governance |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Simulation: Conducting a mock S&OP meeting |
🗓️ Day 5: Technology, KPIs, and Continuous Improvement
| Time | Topic |
|---|---|
| 08:30 – 10:00 | S&OP Technology Tools and Integration with ERP/APS |
| 10:00 – 10:15 | ☕ Coffee Break |
| 10:15 – 12:15 | S&OP and Forecasting Performance Metrics |
| 12:15 – 01:15 | 🍽 Lunch Break |
| 01:15 – 02:45 | Sustaining the S&OP Process – Best Practices and Pitfalls |
| 02:45 – 03:00 | ☕ Coffee Break |
| 03:00 – 04:30 | Final Review, Certification Exam, and Course Wrap-Up |
📂 Course Materials Provided:
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Forecasting and S&OP course manual
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Excel templates for forecast modeling and error tracking
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S&OP calendar, meeting structure, and dashboard samples
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Forecast accuracy KPI tracking tools
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Case studies and S&OP process implementation guides
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Certification exam and Certificate of Completion
