Marketing and Sales
buying into S&OP.

SAPPI – Inspired by life
Sappi is a global company focused on providing dissolving wood pulp, paper pulp and paper-based solutions to its direct and indirect customer base across more than 100 countries, employing around 13,000 people in over 20 countries. Sappi’s products are used worldwide to create viscose fibre for clothing and textiles, acetate tow, pharmaceutical products as well as a wide range of consumer products.
Sappi’s strategy is to transform into a growing and profitable diversified wood fibre group. To increase the profitability of its businesses, the newly appointed Sales and Marketing Director has the objective to improve the decision-making process in trade-offs and to stimulate collaboration between business units and departments instead of local optimisation.

To reach these objectives, the general understanding of S&OP must be improved. Therefore a training for sales and marketing managers has been developed, illustrating S&OP by use of business simulation The Fresh Connection. The training is specifically tailored to the audience. The content is based around the management game, but blended with proven theory and practical exercises, and facilitated by an S&OP expert.

The training focuses on the role of Sales and Marketing professionals in the S&OP process; why S&OP is so important, how S&OP can help Sappi to achieve its business targets and why Sales plays an essential role. Common challenges when implementing S&OP are shared and examined, including common pitfalls. The links between target setting, planning and forecasting are reviewed. S&OP best practices are learned and Sappi has developed an common language to optimise trade-offs.

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