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Conference Papers Year : 2021

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.
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hal-03806526 , version 1 (07-10-2022)

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Swapnil Bhalla, Erlend Alfnes, Hans-Henrik Hvolby, Olumide Emmanuel Oluyisola. Requirements for Sales and Operations Planning in an Engineer-to-Order Manufacturing Environment. IFIP International Conference on Advances in Production Management Systems (APMS), Sep 2021, Nantes, France. pp.371-380, ⟨10.1007/978-3-030-85910-7_39⟩. ⟨hal-03806526⟩
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