The Role of Logistics Coordination in Sales and Operation Planning Improvement (the Case of LLC Flint)

Keywords: logistics coordination, multifunctional coordination, inter-organizational coordination, sales and operations planning (S&OP), demand forecasting, S&OP maturity, strategic profit model The object of this research is the sales and operations planning (S&OP) process for multinational wholesalers. The subject of the research is methods of improving multifunctional and inter-organizational coordination. The paper presents the analysis of typical problems in sales and operations planning process at trading companies, the methodology of S&OP process maturity assessment, the impact of logistics coordination on the S&OP process effectiveness. More importantly, the dissertation research proposes a set of measures to improve cross-functional and inter-organizational coordination, which covers such areas as improvement and standardization of the S&OP process, the implementation of advanced technologies to support the S&OP process, building a staff motivation system based on key performance indicators. The economic efficiency of these measures is proven by increasing ROE at LLC Flint by 8%. The volume of the thesis: p. 167, figures - 26, tables - 43, number of references - 32.