Challenges of Implementing S&OP in a Mid-sized Automotive Components Company: An Action Research Approach

The purpose of this paper is to present an action research (AR) study of the Sales and Operations Planning (S&OP) implementation in a mid-sized automotive components company located in Brazil. This study provides a detailed empirical exploration of the S&OP implementation steps, challenges and results obtained in the researched context. An AR method was adopted in this work, seeking: (1) to find effective solutions to the dynamics of the specific context faced during the S&OP implementation, and (2) to promote large-scale changes through the engagement of the company and the researcher in the problem. The S&OP implementation presented significant results in the organization, streamlining inventory, and maintaining the service level desired by the company. The reactivity of the S&OP process also led to a quick adaptation to the COVID-19 challenges, which stands out in the operational key performance indicators (KPIs) analyzed in the period. This work contributes to theory and practice by reporting in-depth empirical research on S&OP implementation and its benefits. Practitioners and researchers can benefit from this research by understanding the best practices, challenges, and potential outcomes of implementing S&OP.