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Design implementation & organizational embedding of Sales & Operations Planning (S&OP)

June 16, 2021 4949 Views


Carrier Commercial Refrigeration is a leading supplier of a comprehensive portfolio of refrigerated cabinets, freezers, counters, systems and controls in the food retail industry. They have a footprint in more than 20 countries throughout Europe. The operations are supported by 6 European factories.

Carrier initiated a program to increase sales growth (limit lost sales) and increase margin (less obsolescence, increase efficiencies, maximize logistics capacities). The specific aim was to improve working capital and increase service level.

Sales, Supply Chain, Engineering and Finance functions adopted a more mature sales, inventory and operations planning (SIOP) process.
This was achieved by facilitating more accurate and timely information to coordinate their end-to-end supply chain decisions to better support inventory, financial and service-level targets.


  • Formal SIOP organizational setup;
  • Functional SIOP excellence; integration across core supply chain processes;
  • Technologies to support end-to-end supply chain processes; improved data rationalization and integration capability;
  • Integrated supply chain metrics used to manage trade-offs.