Simulation and performance evaluation of partially and fully integrated sales and operations planning

Abstract

This article presents rolling horizon simulation models and performance analysis of partially and fully integrated sales and operations planning (S&OP) against traditional decoupled planning in a multi-site make-to-order (MTO) based manufacturing supply chain. Three simulation models are developed illustrating, respectively, the fully integrated S&OP model, which integrates cross-functional planning of sales, production, distribution, and procurement centrally; the partially integrated S&OP model, in which the joint sales and production planning is performed centrally while distribution and procurement are planned separately at each site; and the decoupled planning model, in which sales planning is carried out centrally while production, distribution, and procurement are planned separately and locally. A solution procedure is provided for each model so that a more realistic planning process can be simulated. Performances of rolling horizon simulation models are evaluated against those of the fixed horizon deterministic models. The results demonstrate that while deterministic models are important for theoretical studies, they are insufficient for decision support and performance evaluations in a real business environment. A rolling horizon simulation model is required to provide more realistic solutions. The effects of demand uncertainties and forecast inaccuracies are incorporated in the evaluation. The study is carried out based on a real industrial case of a Canadian-based oriented strand board (OSB) manufacturing company.

Keywords:

• sales and operations planning
• supply chain management
• make-to-order
• forecast
• rolling horizon
• forest product industry

Acknowledgements

The authors would like to gratefully acknowledge the financial support provided by the FORAC Research Consortium (FOR@C), and would like to thank the research partner, FP Innovations, Forintek division, and our industrial partner for their valuable collaboration and support. We would also like to thank Mr Philippe Marier for his technical support.