Improving Sales and Operations Planning Process in FMCG Company

The purpose of the work was to increase the efficiency of sales and operations planning process in FMCG company. For the given reason, current sales and operations planning process was described, deficiencies were identified, process improvements were proposed and DuPont model was used to estimate the impact on return on assets (ROA) of the company. Graduation work includes introduction with research basic stages, three chapters with description of the market and competitors, theoretic background, proposed structural process changes and the economic effect of the expected improvements. Graduate thesis results have shown that sales and operations planning process of the company described has several disadvantages associated with the violation of interfunctional coordination. The research has demonstrated areas for improvement regarding coordination between marketing, finance, customer development and planning departments and reorganization of forecasting approach. Improvements proposed may benefit in a long-term perspective. From these results, it may be stated that modern theory in the field of sales and operations planning process structural improvements is of the paramount importance for FMCG companies to take leading market positions.