Current Volume 9
Evaluating The Effectiveness of Sales and Operations Planning (S & OP) In Balancing Demand and Supply: A Study of Pepsico in Chhattisgarh
Abstract
The FMCG industry operates in a highly competitive and fast-changing environment where demand can shift quickly and supply chains must respond with speed and accuracy. In such a setting, Sales and Operations Planning (S&OP) plays an important role in bringing together sales, operations, and supply-side decisions so that organizations can meet customer demand without creating excess inventory or stock shortages. Over time, many companies have moved beyond traditional S&OP toward Integrated Business Planning (IBP), which connects operational planning with financial and strategic goals. PepsiCo, with its large product portfolio and extensive distribution network, provides a strong context for studying how effective planning systems support demand-supply balance.This study examines the effectiveness of S&OP in PepsiCo’s operations in Chhattisgarh, with special attention to forecast accuracy, inventory efficiency, cross-functional coordination, and service performance. The research uses a quantitative approach supported by interviews and observations. Primary data was collected through structured questionnaires from sales executives, distributors, and retailers, while secondary data was taken from reports and relevant literature. Statistical tools such as descriptive analysis, correlation, and regression were used to interpret the findings.The findings suggest that S&OP has a positive impact on demand-supply balance, mainly by improving coordination across departments and strengthening planning accuracy. At the same time, the study identifies practical gaps at the last-mile execution level, especially in managing local demand fluctuations, stock availability, and communication delays. Overall, the study concludes that S&OP is a valuable business process for PepsiCo, but its full success depends on timely data sharing, strong coordination, and continuous improvement in execution.
Keywords
Integrated Business Planning (IBP), Sales And Operations Planning (S&OP), FMCG Industry, Demand Forecasting, Supply Chain Alignment, Pepsico, Inventory Management, Cross-Functional Coordination, Operational Efficiency, Business Planning
Citations
IRE Journals:
Anushka Shivhare, Dr. Indu Sharma "Evaluating The Effectiveness of Sales and Operations Planning (S & OP) In Balancing Demand and Supply: A Study of Pepsico in Chhattisgarh" Iconic Research And Engineering Journals Volume 9 Issue 11 2026 Page 649-653 https://doi.org/10.64388/IREV9I11-1717452
IEEE:
Anushka Shivhare, Dr. Indu Sharma
"Evaluating The Effectiveness of Sales and Operations Planning (S & OP) In Balancing Demand and Supply: A Study of Pepsico in Chhattisgarh" Iconic Research And Engineering Journals, 9(11) https://doi.org/10.64388/IREV9I11-1717452
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