CS&OP – at last an S&OP qualification in Australia.

CS&OP – at last an S&OP qualification in Australia.

Sales & Operations Planning –

At last a qualification

By Phil Heenan  CS&OP, CFPIM, CSCP

It is exciting to see Sales & Operations Planning (S&OP) finally getting the traction in the marketplace it deserves, to the point that we now even have a qualification – Certified in Sales & Operations Planning (CS&OP).

According to Tom Wallace, he did not invent S&OP; he gives that credit to Dick Ling who wrote the first book “Orchestrating Success” and, more recently, his latest book written with Andy Coldrick, “Breakthrough Sales & Operations Planning: How successful is your business?”

This latest book is having a profound impact on how to implement S&OP and its “checklist” focuses 80% on behaviours whereas previous “checklists” focused 80% on processes. Teaming up with Ling-Coldrick last year to assist two major FMCG companies approach S&OP in this way, in Asia, Europe and South America, the power of the approach outlined in this latest S&OP book became tangible.  I recommend you get a copy for HR and the MD and contact me if you would like me to assess your S&OP process against this set of behavioural benchmarks.

At the 2011 APICS Conference in Pittsburgh Tom Wallace acknowledged that although he may not have invented S&OP, he was certainly at the birth! And today he is the most prolific writer in the world on the subject. This is why it is fantastic news that he, in conjunction with The S&OP Institute and The Centre for Operational Excellence at The Ohio State University, has developed the “Certified in Sales and Operations Planning” (CS&OP) and the materials and exams that support this qualification.

I can thoroughly recommend you attend the CS&OP preparation courses being held around the country, read the recommended “Wallace & Stahl” texts and sit the exam. Not only will it increase your knowledge of S&OP and deliver real benefits to your company, but it will also enhance your S&OP credentials should you pass the exam.

I will be facilitating a series of one-day training programs through apicsAU to assist practitioners to master the concepts covered in the certificate and tested in the exam.  I was the first person to obtain the CS&OP designation in Australia and have been working with recognised S&OP thought leaders since 1985. Over the years I have teamed up with Dick Ling, Andy Coldrick (who pioneered S&OP in Australia), Tom Wallace & Bob Stahl (authors of over a dozen books/DVDs)to assist companies successfully implement S&OP to Best Practice levels. Andy Coldrick was also my consultant at Beatrice Confectionery awarded the first Class A in Victoria in 1988.

Call me for in-house sessions on 0418 130 175. Contact apicsAU for public courses |  www.apicsau.org.au or call Maria or Maryanne on 02 9891 1411.


S&OP Cost Benefit Analysis

S&OP Cost Benefit Analysis

“How much does this S&OP stuff cost?” is a phrase heard more frequently these days. This white paper addresses that issue, first by discussing the benefits achieved by real‐world companies and then by identifying the relevant costs involved in an implementation. The basis for this analysis is thirteen companies – all successful users of the S&OP process, from all over the world, and in a wide variety of

Click here to read more on the CBAWhitePaper

Most companies can make more profits by simply reducing complexity

Most companies can make more profits by simply reducing complexity

Product and Customer Rationalisation.  A Practical Guide on ‘How to’ and the pitfalls.


McPherson’s Housewares is an Australian listed public company with annual worldwide sales of 120 million dollars.  Major brands such as Wiltshire, Richardson Sheffield, Laser, Regent Sheffield and manufacturing plants in Hong Kong, Sheffield in the UK and Melbourne, McPherson’s is one of the world’s largest knife manufacturers for the consumer market.  In Australia, McPherson’s business is broken up into seven distinct product groups that includes brand leadership in garden cutting tools, silver and stainless steel cutlery, the Australian icon, Wiltshire ‘Staysharp’ knife and other knife products, the equally well known barbeque product the ‘Bar-B-Mate’ and various scissors, silver plated hollowware and silver photo frames.

In 1994 we realized that while our business was growing we were unable to control inventory and always had too much of the products we couldn’t sell and not enough of the product we wanted.  Our customer service was poor and McPherson’s was considered to be one of the worst suppliers in the industry.  Our accountants kept telling anybody that wanted to listen that stock turns were terrible (less than two turns per year on our major product group) and we needed to fundamentally change the way we did business.  I can remember a discussion with our accountant “You’ve got too many products, too much inventory”.  The reply “Consumers need a range, cut my range and the sales will fall.  Keep your nose in the figures and let me worry about the important things like getting the sales and growing the business”.  Sounds familiar doesn’t it.