Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Sales and operations planning bfs boston 2007


Published on

Compilation of my research and experience and research of other well known consulting companies.

Published in: Business
  • Be the first to comment

Sales and operations planning bfs boston 2007

  1. 1. Sales & Operations Planning<br />Charles Novak<br />Johnson & Johnson GCC<br />Forecasting Summitt, September 2007<br />
  2. 2. Sales & Operations Planning <br />Approach to the Single Enterprise View<br />Departmental specialization supports/resulted in many independent spreadsheet based plans based on different set of assumptions, perspectives and needs. <br />These plans/spreadsheets are difficult to consolidate.<br />The answer to this problem is S&OP process that enables operational performance planning at both enterprise and departmental levels.<br />Source: Ventana Research 2006<br />
  3. 3. Sales & Operations Planning <br />Most of the organizations have no integrated planning framework. This leads to:<br />Difficulties reconciling functional views of the business.<br />Limited understanding of the impact that one functional decision has on others.<br />Delayed decision-making due to slow access to information.<br />Unreliable forecasts to the financial and customer communities.<br />Assumptions and insights that go unquestioned and are not updated and reviewed during budget creation.<br />No single financial view that shows top management all information and assumptions about revenue, margins and inventory.<br />Source: Ventana Research 2006<br />
  4. 4. Sales & Operations Planning <br />S&OP – Keep it Simple!<br />New product introduction planning<br />Consensus demand planning<br />Supply and manufacturing planning<br />Formal demand, supply and capacity reviews<br />Financial plan reconciliation<br />Formal executive S&OP meetings<br />Source: Ventana Research 2006<br />
  5. 5. Sales & Operations Planning<br />Objectives:<br />Provide aggregate management control over the operational demand/supply planning process.<br />Understand the financial consequences and hence tie back to business plan.<br />Balance Supply and Demand, Volume and Mix.<br />Source: Oliver Wight<br />
  6. 6. Sales & Operations Planning<br />Effective Sales & Operations Planning is Business Imperative<br />S&OP is a corporate imperative. It must become a core business discipline, yet most companies continue to struggle to make this a corporate core competence.<br />The need to improve S&OP effectiveness will force 70% of corporations to upgrade S&OP processes and technologies by 2008.<br />Source: Gartner Report January 2006<br />
  7. 7. Sales & Operations Planning<br />“70% of the respondents to Aberdeen’s survey are actively engaged in enhancing their S&OP processes…and Enterprises that deploy S&OP programs strategically consistently outperform, by an average of 20% in % gross margin,those companies whose approach to S&OP is more tactical and less integrated.”<br />Source: The Sales and Operations Planning Benchmark Report: Leveraging S&OP for Competitive Advantage – The Aberdeen Group 2006<br />
  8. 8. Sales & Operations Planning<br />Best in Class Enterprises operate an S&OP program with a focus on profitability and the integrated value chain, closed-loop analysis, and continuous improvement, integrated decision-making, and technology platform and systematic risk management.<br />Source: The Sales and Operations Planning Benchmark Report: Leveraging S&OP for Competitive Advantage – The Aberdeen Group 2006<br />
  9. 9. Sales and Operations Planning <br />The S&OP emphasizes the alignment of demand, supply, budget and strategic goals to improve efficiency, and optimize profit and growth. <br />The process starts with a review of product portfolio.<br /> The next step is to generate unconstrained demand forecast – to see if both supply and demand are in sync. <br />After the team decides on the course of action (GAP management), the plan is presented to the management for approval. The S&OP team not only reconciles demand and supply, but also sees to it that they are consistent with the financial plan and strategic goals. <br />The right People, right Tools, and a full support of top management are important aspects of a successful process.<br />Source: C. Jain, St. John’s University<br />
  10. 10. Benefits of a Solid S&OP Process<br />Process Clarity<br />An effective Sales & Operations Planning process supports the needs of the business on both the strategic and tactical levels<br />
  11. 11. Approaches to Forecasting Management<br />
  12. 12. Approaches to Forecasting Management<br />
  13. 13. Approaches to Forecasting Management<br />
  14. 14. Approaches to Forecasting Management<br />
  15. 15. Independent Forecast<br />15<br />P&L/Gross/Net $$$, DPC, …<br />Net Sales/Trade Spend, ….<br />Eaches/Cases/Pallets/STR, …<br />Gross/Trade/Net Sales; Margins/Costs, ….<br />Eaches/Cases/Pallets/Costs, …<br />
  16. 16. Concentrated Forecast<br />16<br />P&L/Gross/Net $$$, DPC, …<br />Net Sales/Trade Spend, ….<br />Eaches/Cases/Pallets/STR, …<br />Gross/Trade/Net Sales; Margins/Costs, ….<br />Eaches/Cases/Pallets/Costs, …<br />
  17. 17. Consensus Forecast – ‘Tactical’ S&OP<br />17<br />P&L/Gross/Net Sales, DPC, Trade Sales, Eaches/Cases/Pallets/STR, Costs …<br />Gross/Trade/Net Sales; Margins/Costs, ….<br />
  18. 18. Effective S&OP<br />18<br />P&L/Gross/Net Sales, DPC, Trade Sales, Eaches/Cases/Pallets/STR, Margins, <br />Pricing Policy, Costs … Short/Long Term –<br />- Tactical/Strategic Planning, ….<br />
  19. 19. Independent Forecast<br />19<br />
  20. 20. Concentrated Forecast<br />20<br />
  21. 21. ConsensusForecast<br />21<br />
  22. 22. Effective S&OP<br />22<br />
  23. 23. ForecastApproaches<br />23<br />
  24. 24. The Resource Planning Model<br />More traditional view<br />MRP II / ERP model.<br />Strategic and Business Planning used as drivers of the process. Sales and Operations Planning acts as an essential linkage, tying the Strategic and Business Plans together with the Master Scheduling function.<br />In companies without S&OP, there is frequently disconnect between the Business Plan and the Master Schedule. <br />Strategic Planning<br />Business Planning<br />VOLUME<br />SALES & OPERATIONS PLANNING<br />Operations Plan<br />Sales Plan<br />FORECASTING AND DMD MANAGEMENT<br />CAPACITY PLANNING<br />MIX<br />MASTER SCHEDULING<br />Detailed Planning and Execution Systems<br />Source: T.F. Wallace<br />
  25. 25. Monthly Sales & Operations Planning Process<br />Step 5<br />Exec SOP Meeting<br />Decisions<br />Authorized Game<br />Plan<br />Step 4<br />Pre-SOP Meeting<br />Recommendations and agenda<br />for Executive SOP<br />Step 3<br />Supply Planning Phase<br />Capacity Constraints<br />2nd pass Spreadsheets<br />Step 2<br />Demand Planning Phase<br />Management Forecasts<br />1st pass Spreadsheets<br />Step 1<br />Run Forecast Reports<br />Statistical Forecasts;<br />Field Sales Worksheets<br />End of Month<br />Source: T.F. Wallace<br />
  26. 26. The role of Demand Planning<br />Forecasting: Inputs, Process, Outputs<br />Better processes yield better results and forecasting is no exception; better forecasting processes will yield better forecasts.<br />OUTPUTS<br />INPUTS<br />FORECASTS THAT:<br />Are Reasoned<br />Are Realistic<br />Are Reviewed Frequently<br />Represent the Total Demand<br />Current Customers<br />New Customers<br />Competition<br />Economy<br />New Products<br />Pricing<br />Promotions<br />Management Directive<br />History<br />Other<br />PROCESS<br />Source: T.F. Wallace<br />
  27. 27. Class ‘A’ Cross-Functional Integration<br />The Business Entity<br />Integrated Business Management<br />Demand<br />Supply<br />Product Management<br />Finance<br />Support<br />Marketing<br />Sales<br />Mfg.<br />Materials<br />Logistics<br />Purchasing<br />Distribution<br />Product Development<br />Portfolio Management<br />Promotional Activity<br />Value Engineering<br />Financial Planning<br />Accounting<br />Quality<br />HR<br />Administration<br />Customer Service<br />Source: Oliver Wight<br />Multiple plans in the business need to be integrated.<br />
  28. 28. Effective S&OP MUST have all components linked.<br />Executive<br />S&OP<br />Business<br />Strategy<br />Market<br />Data<br />Financial<br />Planning<br />Statistical<br />Forecast<br />Business<br />Planning<br />Supply<br />Data<br />History<br />Operations<br />Meeting<br />Consensus<br />Process<br />One<br />Number<br />Forecast<br />Field<br />Sales<br />Fcst<br />Supply<br />Chain<br />Customer<br />Data<br />Resource<br />Capacity<br />Planning<br />Marketing<br />Forecast<br />Market<br />Data<br />MS<br />DRP<br />
  29. 29. Effective S&OP MUST have all components linked.<br />X<br />?<br />Business<br />Strategy<br />Market<br />Data<br />Financial<br />Planning<br />Statistical<br />Forecast<br />Business<br />Planning<br />Supply<br />Data<br />!<br />History<br />Operations<br />Meeting<br />Consensus<br />Process<br />Forecast<br />?<br />Field<br />Sales<br />Fcst<br />?<br />?<br />Supply<br />Chain<br />Customer<br />Data<br />Resource<br />Capacity<br />Planning<br />Marketing<br />Forecast<br />Market<br />Data<br />MS<br />DRP<br />
  30. 30. Role of Demand Planning (Example)<br />To find a completely ‘unbiased’ process champion is often not an option. In our example, Demand Planning exists as a separate group under the Market Operations department. This allows for relatively low bias.<br />Demand Planning owns the Operational (supply constrained), Consensus (S&OP) and GAP (vs. Financial commitment) meetings. The Finance and President jointly own the Executive S&OP meeting and its outcomes.<br />
  31. 31. Key points on One-Number Forecast<br />How was the forecast created?<br />The One-Number Forecast needs to be a compilation of insight, data, trends, and confirming facts.<br />The ideal demand plan synchronizes category trends, shipment trends, trends derived from POS or syndicated data.<br />The goal of the One-Number consensus process should be the creation of a reality based One-Number Forecast – not a consensus ‘planned’ forecast.<br />Does the One-Number Forecast have a well defined set of underlying assumptions?<br />Does the One-Number Forecast have a feeling of reality built into it?<br />Are ‘aspirational’ volume activities well documented?<br />Does the forecast have sales insight derived from talking with the customer or consumer?<br />Is the One-Number Forecast well communicated so that supply believes in the plan, and does not hedge the plan on its own?<br />Source: P. Bower, Plan4Demand<br />
  32. 32. Key points on One-Number Forecast<br />The One-Number Forecast MUST be based on a reality. It also should be UNCONSTRAINED so the management understands what the business can sell given unlimited supply. This aids in capacity and resourcing decisions.<br />A separate formal process is used to determine the executibility of the forecast. (operations meeting)<br />The supply planners asses their ability to deliver the proposed demand. The forecast is eventually constrained, but not until the gapping process has been completed. The gapping process, for example, helps to protect future revenue by pointing today’s lost opportunities.<br />The striving for a One-Number Forecast has an important place in S&OP, buy it shouldn’t be the only focus of the entire process. The One-Number Forecast should be assumption based, realistic, executable and forward reaching as well.<br />Source: P. Bower, Plan4Demand<br />
  33. 33. The role of process champion<br />Ideally, the leader of the process should NOT be responsible for the success of areas that participate in the process. In reality, it is seldomly possible to find a completely unbiased process champion.<br />The process requires unbiased measurement, evaluation, and action, credibility and authority of the leader.<br />The ideal leader should be a process facilitator and manager. That is why it is important to seek a leader who has a direct involvement in determining the strategic direction of the organization.<br />Source: P. Bower, Plan4Demand<br />
  34. 34. 12 Most Common Threats to S&OP<br />There is a disconnect between S&OP and corporate strategy<br />Senior management indecision<br />The One-Number forecast is not reality based<br />We meet every month… more or less<br />The process focuses on the balance of the year<br />The S&OP leader also owns supply or demand planning<br />Leaders are ‘obsessed’ with last month’s sales<br />S&OP ignores product life cycle management<br />S&OP ignores or excludes extrinsic business trends<br />Failure to measure and monitor progress<br />No understanding about proper meeting procedures<br />Office ‘politics’ undermines progress<br />Source: P. Bower, Plan4Demand<br />
  35. 35. The Role of Demand Planning<br />
  36. 36. S&OP Maturity Model<br />PEOPLE, PROCESS, TECHNOLOGY, PERFORMANCE MANAGEMENT<br />Tactical– the company does only the basics of S&OP, such as demand and supply balancing.<br />Advanced – the company has progressed in knowledge and skill of S&OP beyond the basics, for example, to formal planning and review meetings.<br />Strategic – the company uses S&OP to align operational planning with corporate strategic objectives.<br />Innovative – the company runs S&OP using a variety of performance management techniques.<br />Source: Ventana Research 2006<br />
  37. 37. Recommendations for users<br />People<br />Broaden deployment to include executive management, finance, manufacturing, demand planning, supply planning, marketing, product engineering and design and IT functions.<br />Use a cross-functional team for plan development and reporting.<br />Have all departments use S&OP as the plan of record – including FINANCE.<br />Engage the CEO or CFO as a sponsor.<br />Source: Ventana Research 2006<br />
  38. 38. Recommendations for users<br />Process<br />Use S&OP to align operations with corporate strategic objectives.<br />Have regular formal demand and supply review meetings and look at actual-vs.-forecast targets.<br />Plans should cover 18 months and include multiple lines of business or brands and multiple factories or regional operational facilities across product lines.<br />Source: Ventana Research 2006<br />
  39. 39. Recommendations for users<br />The S&OP process itself should include these steps:<br />New product (or service) introduction planning<br />Consensus demand planning<br />Supply and manufacturing planning<br />Formal demand, supply and capacity reviews<br />Financial plan reconciliation<br />Formal executive S&OP meetings that<br />Review demand and supply trade-offs<br />Track progress of strategic initiatives and projects<br />Included balanced scorecards or performance reviews<br />Assign action items and set follow-up assessments<br />Source: Ventana Research 2006<br />
  40. 40. Recommendations for users<br />Technology<br />Actively evaluate vendor-provided dedicated solutions<br />Look for software that has what-if scenario planning, real-time dashboards, collaborative demand planning, automated financial planning reconciliation and profit-based solving<br />Consider supporting technologies like EAI and BI platforms<br />Performance management<br />Match S&OP metrics with corporate goals<br />Integrate S&OP with Balanced Scorecard<br />Source: Ventana Research 2006<br />
  41. 41. Sales & Operations Planning<br />Charles Novak<br />Johnson & Johnson GCC<br />Forecasting Summitt, September 2007<br />Thank you!<br />