Optimising Sales & Operations Planning for a National Retailer

Challenges faced

Our client, a leading automotive manufacturer and distributor, was facing challenges with demand forecasting, inventory optimisation, and production alignment. The company was challenged with stock shortages and excess inventory, leading to lost sales and increased costs.

• Poor Demand Forecasting

  Inaccurate predictions led to either overstocked lines in locations or stockouts.

• Misalignment Between Sales & Operations

  Sales teams pushed aggressive seasonal targets while the operations teams couldn’t meet demand in required locations.

• High Inventory Costs

  Overstocks resulted in wasted resources and obsolete products.

• Lack of Cross-Department Collaboration

  Siloed decision-making caused inefficiencies and delays seizing market opportunities.

The S&OP implementation

With Orchard Retail Group support, our client implemented a structured S&OP process with the following key actions:

• Data-Driven Forecasting

  Calibration of AI-driven demand planning software, and analytics tools were used for accurate statistical based demand predictions.

• Cross-Functional Collaboration

  Regular meetings between sales, marketing, finance, and operations and key suppliers ensured alignment.

• Inventory Optimisation

  Stock segmentation and demand-driven replenishment reduced waste.

• Agile Decision-Making

  Monthly S&OP cycles allowed quick adjustments based on market trends.

Results

• 30%

  Reduction in lead time to market

  The New Product Development (NPD) gating process, launched and embedded in the S&OP cycle, reduced waste and increased speed to market from suppliers through to customer execution.

• 15%

  Increase in stock availability and fill rates

  Streamlined production processes increased stock availability and fill rates from suppliers through to distribution by 15%.

• 15%

  Targeted reduction in inventory costs

  Efficient stock management minimised losses.

• Stronger Cross-Department Collaboration

  Unified decision-making improved strategic alignment.

Conclusion

By implementing a structured S&OP process, our client transformed its supply chain, improved efficiency, and boosted profitability. The success highlights the importance of aligning sales and operations to drive the business growth agenda.

Orchard Retail Group designed, program-managed deployment, and supported embedding a right-sized, industry-specific S&OP program that delivered results within months of the implementation period.

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