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Sales and Operational Planning
Sales Forecast is
the amount of sales (in units or rupees) a company expects to achieve during
some future period under a given marketing plan and expected market conditions.
The sales forecast identifies the amount of units that are likely to be sold
and/or the dollar value of what is likely to be sold.
Sales Forecast is used for transferring data to Production, which will
be maintained by Marketing Department of MYCOMPANY. Currently, marketing department
at MYCOMPANY prepares a rolling sales forecast for 12 months. The first three
months are kept frozen for changes.
Planning
department every month receives Rolling Forecast from marketing department
(MSD) for the next 12 months and on the basis of the forecast, the planning
department prepares MPS used for calculating raw materials and packing
materials requirement and then forwards it to commercial/materials management
department.
In certain cases, MYCOMPANY
may also receive Direct Sales Order from international markets. The direct
sales orders and RSF constitute together to form the tentative demand program.
The process
remains essentially the same for International markets. However, the factors
for deriving RSF for International markets are different and these include the
following:
- Country-wise forecast for Trade
- Country-wise forecast for Physician Samples
- Direct Sales Orders
- New launches.
MSD sends the RSF
for both local and international markets to Supply Chain. Supply Chain consolidates
the forecast.
Creation of RSF
Process
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Description
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Process owner
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Triggering event
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Upload the RSF to
create Marketing forecast; version 100
|
The planning Manager
receives the RSF from MSD every month and would upload it in the SOP info
structure to create the Marketing Forecast.
|
Planning Manager
|
Monthly activity
triggered by the receipt of RSF from MSD.
|
The RSF created at MyCompany could be broadly classified into Local
Trade (MandP plus Head Office), Physician Samples, International Business, Contract
Manufacturing and Toll Manufacturing.
The RSF created by MSD would be
uploaded into Sales and Planning info structure. To enable this activity,
following planning hierarchy (Planning Hierarchy is a user-defined combination
of characteristics from an information structure that is used in Sales and
Operations Planning) would be created:
- Plant
- Material
- Region/Sub group: (This would be used purely for the mathematical purposes and would only be required in the case of Local trade i.e. Head office sales and MandP).
The planning data, in Sales and Operations Planning (SOP), in an
information structure can exist in one or more versions. The multiple versions
facilitate in maintaining multiple plans of the same information structure in
parallel.
Configuration data for SOP Info structure S786:
Following is the configuration data for the
planning table:
SAP Info Structure
|
S786
|
Planning type
|
ZS786
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Note: The planning type would be configured
in such a way that it must display the forecast of at least one last period.
At MYCOMPANY, the RSF would be
managed in SAP using the following steps:
Creation of Marketing Forecast; Version 100:
The planning Manager
would upload the forecast received from MSD into the Sales and Planning Table
(S786) and save it as Version 100. This version would be termed as Marketing
Forecast and would be used for reference purposes only. It would not be used
directly for planning.
Creation of Demand Plan; Version 200:
Process
|
Description
|
Process owner
|
Triggering event
|
Create Demand Plan
(Inactive version); Version 200
|
The planning Manager
would run a query to calculate the MandP order value. The query would update
the MandP forecast and its consolidated results would be exported on an excel
sheet. This excel sheet would be uploaded into the SAP info structure and
thus a demand plan: version 200 would be created.
|
Planning Manager
|
Creation of
Marketing Forecast: version 100.
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