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Certified in Sales & Operations Planning (CS&OP) September 17 & 24, Melbourne at GS1 Melbourne.

Location: GS1 Australia Knowledge and Event Centre 8 Nexus Court Mulgrave.


At last! – A way for people to demonstrate their knowledge of Sales & Operations Planning and prove they have a good understanding of this important management philosophy. 

Description: This intensive, 2 Day Workshop is for those Supply Chain professionals and business leaders who want to solidify and reinforce their skill sets with a unique Certification focused on the Sales & Operations Planning (S&OP) process. We believe this was the first S&OP qualification in the world. This course is also available on an in-house basis.

S&OP Certification validates your expertise in a set of decision-making processes to balance demand and supply, to integrate financial planning and operational planning, and to link high-level strategic plans with day-to-day operations.

S&OP has emerged as an essential management tool in this age of rapid change, increasingly demanding customers, and supply chains that extend half a world away. It’s rightfully been called “Top Management’s handle on the business.”

Phil Heenan will take you through the A, B, C  of the S&OP process and guide you with tips on taking and passing the S&OP Certification exam if you wish to take the additional step of gaining the CS&OP qualification. If you do not wish to sit the exam you will still benefit from attending this course.

Workshop Leader: Phil Heenan, CFPIM, CSCP, CLTD, CS&OP.

Phil Heenan has been educating and coaching practitioners in companies throughout the Asia Pacific region and working with the S&OP creators from around the world since 1985 showing organisations how to increase profits by attaining best practice in S&OP and Supply Chain Management. He is a contributing author to the Handbook of Supply Chain & Logistics Management and S&OP Best Practices book. He was the first person in Australia to receive the CS&OP and the first person in Victoria to receive Class A MRPII.

Major objectives:

  • Learn about the latest developments in the Sales & Operations Planning process
  • Become a certified practitioner of S&OP.
  • Achieve recognition for your professional S&OP skill set.
  • Build a certified team of professional S&OP experts.
  • Establish your professional credential in the art of strategic S&OP.
  • Review advanced S&OP concepts such as IBP and Breakthrough S&OP.
  • Attain credits towards your Supply Chain recognition.

Who Should Attend: S&OP is highly cross-functional and multi-level. Therefore, attendance is encouraged for people at the manager, director, and executive levels in sales/marketing, operations/supply chain, procurement, HR, ERP project team members, and finance.

This workshop will cover in detail:

The Basics-

  • Where S&OP fits in the company
    • Who’s involved
    • Top Management, Sales, Supply Chain Planning, New Product Development, Marketing, Operations, Procurement, HR & Finance
  • S&OP’s basic logic
  • Relationship with other tools & processes
  • How the information is displayed
  • The monthly decision-making process
  • The benefits from S&OP based on actual case studied from the “S&OP Best Practices” book by Dougherty & Gray
  • Principles and “Radical” thoughts on Sales Forecasting
  • Demand Planning
  • New Products
  • Supply Planning


  • The ABCs of Implementation
  • Software for S&OP
  • Data and Process
  • Change Management
  • How to involve Top Management
  • The Implementation Methodology: steps, players, pilot
  • Re-implementation: fixing a broken process

Beyond the Basics-

  • Global S&OP
  • S&OP and Lean Manufacturing
  • S&OP and Risk Management
  • S&OP-based Cash Flow Projections
  • How S&OP supports the Supply Chain with highly constrained suppliers
  • Forecasting and planning for highly seasonal products
  • Highly recommended texts by the creators and thought leaders in S&OP

Don’t miss this opportunity to improve your understanding of S&OP and be recognised for your knowledge and expertise.

S&OP Certification. About the Exam

The S&OP Certification exam was written primarily by Tom Wallace, with input from other professionals in the field. When you pass this exam, you will be designated as Certified in Sales & Operations Planning and authorised to use the acronym CS&OP following your name.

Becoming S&OP certified helps you to:

Assist your company in improving; profits, customer service, inventory turns, financial planning, new product launches, supply chain performance and more – via the increased effectiveness of its S&OP processes.

Evaluate your current S&OP processes rigorously and identify areas for improvement.

Introduce best practice S&OP processes into your organisation. Become a more valued player in your business. 
Enhance your professional stature and hence your future.

S&OP Certification is a joint activity of the Centre for Operational Excellence at The Ohio State University headed up by Dr. Peter Ward, and The S&OP Institute led by Mel Nelson and Sue Nelson.

Classes designed specifically to prepare people for the CS&OP exam can be held throughout the region.  Contact me at if you would like to run this in-house for your S&OP team.

We look forward to assisting you to achieve this important qualification either as the first step in your S&OP education or as an additional qualification to your current resume.

Studying for the exam reinforces your understanding of S&OP, and receiving CS&OP provides the entry to an elite group of S&OP practitioners.

Attendees interested in sitting the online exam simply register with the S&OP Institute directly, pay the $US495 fee, and arrange a suitable time to sit the exam in the comfort of your own office or at home.

The total cost for the 2 Day course component is $AUS 995.00

Sitting the exam is an additional fee as stated.
The next class is scheduled for Monday, September 17 and Monday, September 24, at the GS1 Australia Knowledge and Event Centre, 8 Nexus Court Mulgrave, Victoria.


Or for more information contact Phil Heenan on 0418130175 or email at

Some quotes from the S&OP Best Practices project that Phil Heenan contributed to in 2006**:

The Scotts Company

“During the last four years, almost half of the company’s increase in earnings has come from Supply Chain savings: inventory down, manufacturing efficiency up, purchase and transportation costs down. All of these are due to improved planning.”

Ken Reiff

Eli Lilly & Company

“In the past three years we have launched 10 new products and met all demand despite 2 products that sold significantly above the high-side forecast.

“Without Global Sales & Operations Planning, we would have been driven to reaction mode, which could have resulted in an increase in investment in new assets, a slow down in our launch plans, and/or missed demand opportunities.”

Dan Gehring

Supply Chain Steward

**Sales & Operations Planning – Best Practices. Lessons Learned from worldwide companies.

AGFA. Amcor. Cast-Fab. Coca-Cola Midi. Danfoss. Eclipse. Eli Lily. EMS. Interbake Foods. Norse Dairy Systems. Pyosa. The Scotts Company.

Written by John Dougherty & Christopher Gray. Copyright 2006.