Lean Sales, Inventory, & Operations Planning


Course Overview:  Lean Sales, Inventory, and Operations Planning is a process linking demand forecasting with operational execution. In mature Lean organizations, it more specifically deals with the interactions between forecasting and the Lean tools that control the flow of materials and information both internally and externally throughout the Supply Chain. It supports enterprise-wide consensus on the appropriate demand levels to which to manage and thus assures optimal service levels utilizing minimal assets, while promoting teamwork and cooperation among departments.   

This course links the traditional tools of financial planning, sales forecasting, and detailed operations planning with the Lean tools of flow, enabling a continually adaptive system that optimizes financial outcomes, better focused sales processes, and optimized flow of value through operations.  The course examines each of the phases of planning and executing a Lean Sales, Inventory, and Operations Process, beginning with initial baseline, through financial forecasting, sales forecasting, operations forecasting, operational integration, supply chain, and sales process, to the final planning cycle.  The course emphasizes the importance of having an entire business involved in unlocking the value inherent in the improved operating capabilities during a Lean transformation to increase an organization’s agility and profitability.

Course Objectives: Students will learn

  • How to analyze existing methods, systems, and capabilities through direct investigation and process mapping in order to develop a future state map
  • How to review historical performance relative to plan and how to set a trajectory for future performance based on financial terms
  • How to develop market intelligence to derive demand patterns in the marketplace based on customer groups and their drivers
  • How to develop processes to consistently translate the sales forecasts down to an executable level of detail, building consensus across financial, sales, and operational forecasts
  • How adjustments are made to Standard Work, Kanban, FIFO Lanes, ERP Systems, pitch, scheduling methods, etc. within the Value Stream such that an agile and tight linkage is established with enterprise forecasting methods   
  • How to determine the key points throughout the Supply Chain Value Stream that are impacted and how to establish ramp up/down methods and capabilities at each point
  • How to identify controllable sales processes that affect demand patterns in order to close gaps between forecast and actual demand
  • How to determine the cadence of all major activities that an organization goes through each month to arrive at the planning cycle
  • Why the manner in which finance, sales & marketing, product engineering, logistics, procurement, and manufacturing integration must be viewed differently in a Lean organization
  • Specific methods of conducting regular reviews and adjusting the key management tools throughout the enterprise to manage achievement of financial goals of an organization
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The Murli Group

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Mystic, CT 06355


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