Development of a diagnostic tool to measure the implementation level of Sales and Operations Planning (S&OP) in textile companies

Ana Julia Dal Forno; Raquel da Silva; Sigfrid Hornburg; Liane Kipper; Cintia Marangoni

doi:10.1590/0103-6513.20230084

Research Article

Development of a diagnostic tool to measure the implementation level of Sales and Operations Planning (S&OP) in textile companies

Ana Julia Dal Forno; Raquel da Silva; Sigfrid Hornburg; Liane Kipper; Cintia Marangoni

http://dx.doi.org/10.1590/0103-6513.20230084 Production, vol.34, e20230084, 2024

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Abstract

Paper aims: to propose the development of a Sales and Operations Planning (S&OP) diagnostic tool to assess the degree of implementation in the textile sector.

Originality: the delivery of a set of issues, with levels of maturity and visual management, allows for benchmarking and the identification of strengths and weaknesses, not only internally but also externally. Also, the comparison with other companies and the diagnosis of the integration of the internal sectors of a company around a shared vision of demand and delivery of goods to reduce the gaps between industrial and commercial areas. The tool developed compiles a set of questions to implement S&OP, such as integration between areas, the use of software, leftover raw materials, and finished products, the degree of assertiveness of consumer demand, and other criteria. Thus, it is possible to compare each company and make improvements.

Research method: the diagnostic tool was developed from proposals for other sectors, and a survey was later carried out with 16 textile companies to validate the developed tool. Eleven questions were developed with five levels of answers – from the basic to the advanced level.

Main findings: We created a ranking of the level of S&OP implementation in companies, contributing to the advancement of the maturity of the entire sector. The implementation in companies resulted in improved communication, reduced barriers between areas, and increased engagement of teams in the sales process and delivery of goods – factors that contribute to the success of key performance indicators (KPIs).

Implications for theory and practice: the initial gamble level of the production of goods following the forecast of demand in the textile companies in Brazil is, on average, 30%, which is worrying since this indicates low assertiveness. Thus, this study contributes to the evolution of the theme by structuring a diagnostic tool for managers with a deployment of more assertive strategies and communication. The analysis of theoretical work in various sectors allowed a comparison with practical results obtained in the textile sector. Furthermore, the tool serves as a guide to achieve the results demonstrated in the literature, such as increased profits and delivery accuracy, improved planning, and integration between areas, which directly lead to a more pleasant work environment.

Keywords

Survey, Strategic planning, Demand forecast, Maturity model

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Submitted date:
10/16/2023

Accepted date:
06/09/2024

Development of a diagnostic tool to measure the implementation level of Sales and Operations Planning (S&OP) in textile companies

Ana Julia Dal Forno; Raquel da Silva; Sigfrid Hornburg; Liane Kipper; Cintia Marangoni

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