Key Concepts:
The Objectives of the Sales and Operations process is to:

Monitor sales, procurement and inventory investment to plan and Customer service levels to agreed targets.
Develop a single forecast for each area to meet the requirements of Sales, Marketing and Finance.
Develop a procurement plan to meet forecast.
Set and agree inventory investment levels for each product group.
Manage projected out of stocks
Provide an interface between new product development and ongoing operations.
Agree on action for slow moving and obsolete stocks.

Do you look at the impact on sales?

Backorders
What caused them
What corrective action should be taken
Projected backorders
Competitor supply problems

Product Swings
Products over selling forecast
Products under selling forecast
Forecast changes required
Market trends

Samples
Customer requirements
Sales sample demand
Marketing strategy
Quarterly sample shipments
Supplemental shipments

Products Reaching Expiry
Volume - Should we deal, sample or spoil
Repack or rework
What are the benefits / Potential losses

New Product Introductions
Introduction schedule
Does the manufacturing plant have copy / Specs?
Time line update
Launch Date
Launch Quantity
Launch Sample Quantity

Copy Change
New Copy
Burn out old Copy
Time Lines

What numbers should be reviewed?
Sales
Returns
Out of stocks
Inventory Holding
Service Levels
Promotions

Key Performance indicators:
Inventory turnover:
Stock coverage:
stockholding x 52 weeks / annual usage
Customer satisfaction:
comparison of % of sales actually satisfied with the defined service level
number of backorders

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