Implementing a Sales and Operations Planning Process at Sartomer Company: A Grass-Roots Approach

ImplementIng a SaleS and OperatIOnSplannIng prOceSS at SartOmer cOmpany: a graSS-rOOtS apprOach By John piechule Contrary to common practice, the S&OP process at Sartomer was implemented successfully without much involvement of Executive- Level Management … one of the strengths of this organization is the ability to form a team without a mandate from the top … shows what should be reviewed before implementing an S&OP process. boards, and eyeglasses. Sartomer Company, headquartered in Exton, Pennsylvania, has manufacturing plants all over the world. The Cray Valley Division of Sartomer, which manufactures UV/EB (ultraviolet/electron beam) products, is located in Paris, France. Its products are marketed through a direct sales force in the United States and through distributors in South America, Australia, and Asia. This article describes how the owners of the demand management and production planning processes were able to implement the S&OP process at the “grass-roots” level, and started reaping its benefits. It also explains why the recent implementation of a core forecasting process was critical in the success of this process. The S&OP outputs, most especially output ...