--- title: What has S&OP ever done for us? description: S&OP provides more structure to supply chain planning, encourages consensus, delivers KPIs, one set of numbers. But is it really necessary? image: https://supplychain.enchange.com/hs-fs/file-26475219-jpg/blog_images/sop_meeting_small-resized-600.jpg --- [Login](https://www.enchange.com/login/) - - - - [![Enchange](https://supplychain.enchange.com/hubfs/Enchange_October2019/Image/logo.png)](https://www.enchange.com/) # Route to Market & Supply Chain Blog # What has S&OP ever done for us? Posted by Michael Thompson on Mon, Nov 22, 2010 - [Tweet](https://twitter.com/share)   Inspired by Monty Python’s film “Life of Brian” ... What have the Romans ever done for us?  And one of our consultants ..... **"What has S&OP ever done for us?** ...said Reginald the (very frustrated) CEO at the annual operational review meeting. Silence fell in the room; that uncomfortable silence with nervous body movement and avoidance of eye contact. “Well, it gave us **structure to our supply chain operations**” said a rather quite voice from the back of the room. “Well ... OK ... I’ll give you that”, responded our CEO. ![Benefits of Sales and Operational Planning](https://supplychain.enchange.com/hs-fs/file-26475219-jpg/blog_images/sop_meeting_small-resized-600.jpg?width=228&height=218&name=sop_meeting_small-resized-600.jpg)                                                “The supply chain is more organised than it used to be”, he continued.  “But apart from more structure to our supply chain operations, what has S&OP ever done for this company?”. “What about **KPIs & the new Balanced Scorecard**”, said the lady on the second row.  “before S&OP we didn’t really have a way of measuring things” continued, Sally, the Head of Quality Assurance.  “you can’t improve, what you don’t measure ....”, as she warmed to a theme encouraged by nods from colleagues. “Fair enough”, Reginald responded. “KPIs have made a difference”, he continued, “ but apart from more structure to our supply chain operations and KPIs, what has S&OP ever done for this company?”. “**One set of numbers**”, a rather confident sounding IT Director added.  “If it wasn’t for S&OP, we would still be all over the place with data ... remember when we had all of those spread sheets, three sales forecasts.  It was because of the S&OP programme ..” “Yes, yes”, interrupted the CEO.  “I suppose one set of numbers has helped .... kind of .... ” “**It has transformed operations**”, Derrick, the IT Director interrupted.  Embarrassed by his apparent insolence, he paused.  And was saved from a new silence by Reginald. “OK, but apart from more structure to our supply chain operations, KPIs, and one set of numbers, what has S&OP ever done for us?” “**CONSENSUS**.  For the first time we have a process to sort out the arguments. We can now have a grown-up debate every month to agree a sales forecast that represents reality, a production plan that has half a chance of producing the right stock to support the forecast and inventory that customers actually want”.  William, the Head of Supply Chain had found his voice.  And his right hand as he thumped the desk in support of his own argument.  It was he who had sponsored the S&OP programme.  Not everyone supported it.  Indeed, it was implemented in the face of indifference and obstruction.  Maybe, just maybe ... There was no more awkward silence.  It had been replaced by whispers.  Whispers of approval.  More nodding of heads.  The volume increased.  “Listen, I am not saying that S&OP is a bad thing.”  Reginald tried to regain authority.  Whispers became mutterings .... “What I am saying is that apart from more structure to our supply chain operations, KPIs, one set of numbers and consensus, what has S&OP ever really done for us?” Now there was a different silence.  The silence of defiance.  Until from the back of the room, and this time anonymously, came “If you turned up to the monthly S&OP meeting, you would realise just how much S&OP has done for this company”. However, Reginald had a supporter. For at the back of the room, sat Jacek, the new Head of Supply Chain Development.  Jacek had spotted an opportunity when he joined the company. He knew that the new S&OP processes would be a step in the right direction. But has also knew that far more was possible.  If only Reginald knew about **Integrated Supply Chain Planning** .... More from Reginald & Jacek later .... **What is your S&OP experience?** In this series: 1. [Is S&OP Really Necessary? Integrated Supply Chain Planning](https://supplychain.enchange.com/bid/33409/Is-S-OP-Really-Necessary-Integrated-Supply-Chain-Planning) 2. [The Role of Integrated Supply Chain Planning](https://supplychain.enchange.com/bid/33453/The-Role-of-Integrated-Supply-Chain-Planning) 3. [Is S&OP Really Necessary? Forecasting & Supply Chain Responsiveness](https://supplychain.enchange.com/bid/33656/Is-S-OP-Really-Necessary-Forecasting-Supply-Chain-Responsivenes) 4. [What has S&OP ever done for us? A great deal actually...](https://supplychain.enchange.com/bid/34100/What-has-S-OP-ever-done-for-us-A-great-deal-actually) 5. [To S&OP or not to S&OP - That is the question](https://supplychain.enchange.com/bid/34101/To-S-OP-or-not-to-S-OP-That-is-the-question) 6. [What has S&OP ever done for us? The role of the CEO](https://supplychain.enchange.com/bid/34102/What-has-S-OP-ever-done-for-us-The-role-of-the-CEO) [![Oscar Supply Chain Blog](https://supplychain.enchange.com/hs-fs/file-15788842-jpg/blog_images/nominee6-resized-600.jpg?width=252&height=180&name=nominee6-resized-600.jpg)](https://supplychain.enchange.com/bid/36200/Enchange-Supply-Chain-Blog-of-the-Year-2011) ** ** Tags: [Michael Thompson](https://supplychain.enchange.com/topic/michael-thompson), [KPI](https://supplychain.enchange.com/topic/kpi), [S&OP](https://supplychain.enchange.com/topic/sop), [Forecasting & Demand Planning](https://supplychain.enchange.com/topic/forecasting-demand-planning), [Integrated Business Planning](https://supplychain.enchange.com/topic/integrated-business-planning) ### Subscribe Here! ## Implementation Guide - 20 Steps to RtM Excellence [![cta-20-steps-implementation-guide-1](https://supplychain.enchange.com/hs-fs/hubfs/cta-20-steps-implementation-guide-1.png?width=336&name=cta-20-steps-implementation-guide-1.png)](https://supplychain.enchange.com/implementation-guide-to-20-steps-to-route-to-market-excellence) ## RtM Distributor Assessment Tool [![rtm-distributin-assessment-tool-enchange](https://supplychain.enchange.com/hs-fs/hubfs/rtm-distributin-assessment-tool-enchange.png?width=336&name=rtm-distributin-assessment-tool-enchange.png)](https://supplychain.enchange.com/analyse-the-performance-of-your-distributors---free-route-to-market-assessment-form) ## Distributor Assessment Guide [![distributor assessment guide-2](https://supplychain.enchange.com/hubfs/Enchange_October2019/Image/distributor%20assessment%20guide-2.webp)](https://supplychain.enchange.com/distributor-assessment-guide) ## 3rd Degree Partnership Guide [![3rd degree partnership download](https://supplychain.enchange.com/hubfs/Enchange_October2019/Image/3rd%20degree%20partnership%20download.webp)](https://supplychain.enchange.com/implementing-third-degree-partnerships-guide) ## Indirect Distribution: FMCG  Distributors vs. Wholesalers [![cta_ditributor-wholesale-download_sidebar](https://supplychain.enchange.com/hs-fs/hubfs/cta_ditributor-wholesale-download_sidebar.png?width=336&name=cta_ditributor-wholesale-download_sidebar.png)](https://supplychain.enchange.com/indirect-distribution-fmcg-distributors-vs.-wholesalers) ## 8 Steps to Drive Distributor Excellence ![cta-8-steps-distributor-excellence](https://supplychain.enchange.com/hs-fs/hubfs/cta-8-steps-distributor-excellence.png?width=336&name=cta-8-steps-distributor-excellence.png)   [![awrad](https://supplychain.enchange.com/hubfs/Enchange_October2019/Image/Supply-Chain-transparent_216px.png)](http://blog.feedspot.com/supply_chain_blogs/) ### Connect with Enchange Online ### Posts by Topics - [Dave Jordan (432)](https://supplychain.enchange.com/topic/dave-jordan) - [FMCG (386)](https://supplychain.enchange.com/topic/fmcg) - [Supply Chain (249)](https://supplychain.enchange.com/topic/supply-chain) - [S&OP (226)](https://supplychain.enchange.com/topic/sop) - [Route to Market (202)](https://supplychain.enchange.com/topic/route-to-market) - [Forecasting & Demand Planning (177)](https://supplychain.enchange.com/topic/forecasting-demand-planning) - [Performance Improvement (175)](https://supplychain.enchange.com/topic/performance-improvement) - [Distribution (141)](https://supplychain.enchange.com/topic/distribution) - [Traditional Trade (114)](https://supplychain.enchange.com/topic/traditional-trade) - [Sales (112)](https://supplychain.enchange.com/topic/sales) - [CEO (111)](https://supplychain.enchange.com/topic/ceo) - [Inventory Management & Stock Control (105)](https://supplychain.enchange.com/topic/inventory-management-stock-control) - [Humour (94)](https://supplychain.enchange.com/topic/humour) - [Brewing & Beverages (88)](https://supplychain.enchange.com/topic/brewing-beverages) - [Michael Thompson (88)](https://supplychain.enchange.com/topic/michael-thompson) - [Pharma (84)](https://supplychain.enchange.com/topic/pharma) - [RTM Assessment Tool (83)](https://supplychain.enchange.com/topic/rtm-assessment-tool) - [RTM (77)](https://supplychain.enchange.com/topic/rtm) - [RtM Strategy (74)](https://supplychain.enchange.com/topic/rtm-strategy) - [Logistics Management (71)](https://supplychain.enchange.com/topic/logistics-management) - [CEE (67)](https://supplychain.enchange.com/topic/cee) - [Ross Marie (64)](https://supplychain.enchange.com/topic/ross-marie) - [20 Steps to RtM Excellence (63)](https://supplychain.enchange.com/topic/20-steps-to-rtm-excellence) - [Customer service (63)](https://supplychain.enchange.com/topic/customer-service) - [KPI (61)](https://supplychain.enchange.com/topic/kpi) - [SKU (57)](https://supplychain.enchange.com/topic/sku) - [Logistics Service Provider (48)](https://supplychain.enchange.com/topic/logistics-service-provider) - [Cost Reduction (37)](https://supplychain.enchange.com/topic/cost-reduction) - [Retail (37)](https://supplychain.enchange.com/topic/retail) - [Supply Chain House (36)](https://supplychain.enchange.com/topic/supply-chain-house) - [supply chain excellence (35)](https://supplychain.enchange.com/topic/supply-chain-excellence) - [Doing Business in Africa (31)](https://supplychain.enchange.com/topic/doing-business-in-africa) - [ERP/SAP (30)](https://supplychain.enchange.com/topic/erp-sap) - [Supply Chain Analytics (30)](https://supplychain.enchange.com/topic/supply-chain-analytics) - [Christmas (28)](https://supplychain.enchange.com/topic/christmas) - [Integrated Business Planning (28)](https://supplychain.enchange.com/topic/integrated-business-planning) - [The ABC of RtM (27)](https://supplychain.enchange.com/topic/the-abc-of-rtm) - [Interim Management (22)](https://supplychain.enchange.com/topic/interim-management) - [Promotions (22)](https://supplychain.enchange.com/topic/promotions) - [Manufacturing Footprint (18)](https://supplychain.enchange.com/topic/manufacturing-footprint) - [IT (12)](https://supplychain.enchange.com/topic/it) - [3PL (10)](https://supplychain.enchange.com/topic/3pl) - [Information (10)](https://supplychain.enchange.com/topic/information) - [Order to Cash (10)](https://supplychain.enchange.com/topic/order-to-cash) - [Logistica Management (9)](https://supplychain.enchange.com/topic/logistica-management) - [Mergers & Acquisitions (9)](https://supplychain.enchange.com/topic/mergers-acquisitions) - [Telecoms (9)](https://supplychain.enchange.com/topic/telecoms) - [4PL (6)](https://supplychain.enchange.com/topic/4pl) - [Compliance (6)](https://supplychain.enchange.com/topic/compliance) - [ERP (6)](https://supplychain.enchange.com/topic/erp) - [Transportation (6)](https://supplychain.enchange.com/topic/transportation) - [3PLP (5)](https://supplychain.enchange.com/topic/3plp) - [Communication (5)](https://supplychain.enchange.com/topic/communication) - [Sourcing (5)](https://supplychain.enchange.com/topic/sourcing) - [Keith Marshall (4)](https://supplychain.enchange.com/topic/keith-marshall) - [Outsourcing (4)](https://supplychain.enchange.com/topic/outsourcing) - [Spare Parts (4)](https://supplychain.enchange.com/topic/spare-parts) - [Stefan Cucu (4)](https://supplychain.enchange.com/topic/stefan-cucu) - [Vietnam (4)](https://supplychain.enchange.com/topic/vietnam) - [covid19 (4)](https://supplychain.enchange.com/topic/covid19) - [Balanced Scorecard (3)](https://supplychain.enchange.com/topic/balanced-scorecard) - [DIY (3)](https://supplychain.enchange.com/topic/diy) - [DRS (3)](https://supplychain.enchange.com/topic/drs) - [Digital (3)](https://supplychain.enchange.com/topic/digital) - [Production Planning (3)](https://supplychain.enchange.com/topic/production-planning) - [Ratib Ratib (3)](https://supplychain.enchange.com/topic/ratib-ratib) - [Recovery (3)](https://supplychain.enchange.com/topic/recovery) - [SUPPLY PLANNING (3)](https://supplychain.enchange.com/topic/supply-planning) - [Andy Dixon (2)](https://supplychain.enchange.com/topic/andy-dixon) - [IBP (2)](https://supplychain.enchange.com/topic/ibp) - [Low Carbon (2)](https://supplychain.enchange.com/topic/low-carbon) - [Planning (2)](https://supplychain.enchange.com/topic/planning) - [Private Equity (2)](https://supplychain.enchange.com/topic/private-equity) - [Supply Chain Strategy (2)](https://supplychain.enchange.com/topic/supply-chain-strategy) - [WMS (2)](https://supplychain.enchange.com/topic/wms) - [Warehousing (2)](https://supplychain.enchange.com/topic/warehousing) - [Wholesale (2)](https://supplychain.enchange.com/topic/wholesale) - [Agrochemicals (1)](https://supplychain.enchange.com/topic/agrochemicals) - [Aristide Kouame (1)](https://supplychain.enchange.com/topic/aristide-kouame) - [CONSULTING (1)](https://supplychain.enchange.com/topic/consulting) - [Deposit Recovery Scheme (1)](https://supplychain.enchange.com/topic/deposit-recovery-scheme) - [Dianna Vorpagel (1)](https://supplychain.enchange.com/topic/dianna-vorpagel) - [Dumisani Siziba (1)](https://supplychain.enchange.com/topic/dumisani-siziba) - [Food (1)](https://supplychain.enchange.com/topic/food) - [HR (1)](https://supplychain.enchange.com/topic/hr) - [INNOVATION (1)](https://supplychain.enchange.com/topic/innovation) - [Make (1)](https://supplychain.enchange.com/topic/make) - [Manufacturing (1)](https://supplychain.enchange.com/topic/manufacturing) - [Refillable PET (1)](https://supplychain.enchange.com/topic/refillable-pet) - [Scheduling (1)](https://supplychain.enchange.com/topic/scheduling) - [WASTE (1)](https://supplychain.enchange.com/topic/waste) - [finance (1)](https://supplychain.enchange.com/topic/finance) - [procurement (1)](https://supplychain.enchange.com/topic/procurement) [See all](https://supplychain.enchange.com/bid/33123/What-has-S-OP-ever-done-for-us#) Enchange Registered office: 2 Piries Place, Horsham, West Sussex, RH12 1EH, UK.   Enchange Limited is a company registered in England and Wales with company number 2862912.  Enchange VAT number: 528 7834 08                                                                                   ©2019 Enchange Ltd. All rights reserved [Privacy Policy](https://www.enchange.com/privacy-policy) [Cookies](https://www.enchange.com/cookie-policy/)