Planejamento de vendas e operações (S&OP): um estudo de caso em uma empresa na indústria de telecomunicações

Abstract

In a market of frequent changes, it is increasingly urgent the necessity the companies have to search new planning techniques to achieve the corporative strategy established targets. Every day, new processes are created that provide plenty of information. Many times these information are analyzed in an isolated, which leads to unilateral decisions, affecting other departments and compromising the company general result. A process that aims to minimize these planning issues is the Sales and Operations Planning (S&OP). The objective of this work is to present, by means of a case study, the benefits reached with the implementation of this process in a multinational company of telecommunications, located in São José dos Campos, in São Paulo State. A bibliographical research was carried out by approaching subjects as sales forecast, aggregate demand and S&OP. As instruments for data collecting, four questionnaires had been used to summarize the perception of Sales, Logistic, Manufacture and Suppliers departments regarding the benefits gotten for customers, processes, production and suppliers, as well as, direct comments, company internal information, etc. The results had demonstrated improvements in internal communication, relationship between areas, suppliers performance, customers deliveries, and so on. On the research results, it is concluded that the S&OP process implementation brought some benefits for the company object of the study, proven by the received questionnaires and the internal performance measurers of the company areas.