Demand Planing

THINKING BEYOND THE OBVIOUS

Demand Planning and
Inventory Optimisation Masterclass
Improving business top-line demand response
through proactive and accurate forecasting

21 - 22 January 2013
Global Prospectus Training Centre,
366 Pretoria Avenue, Randburg

SETA Accreditation No. 2502

OVERVIEW
The current volatile state of the global market is forcing manufacturers and retailers to strive and predict the constantly changing preferences
of consumers. This volatility in consumer preferences costs companies millions in out-of-stocks, excess inventory and excessive discounting.
Promotions, new product introductions, packaging changes, coupled of course with the ever changing demand patterns often combine
to wreak havoc on the demand and supply planning process of a lot of companies. Companies need to find more innovative ways to address
this. Many are recognising the fact that improving demand response will invariably reduce cost and error of forecasting. Improved collaboration
with trading partners; customers and suppliers will also improve forecast accuracy. Demand Planning and Inventory Optimisation therefore is
all about emphasising the value of response management in the demand planning sphere. It statistically proves that by focusing on consumers
with high demand variability and reducing cycle time by creating more frequent demand updates, companies can improve service and reduce
inventory cost.

This Masterclass aims at achieving this by bringing together key stakeholders in demand planning and inventory optimisation to espouse
methodology for addressing these issues.

BENEFITS & OUTCOME
The Masterclass will introduce participants to a more complete view of the business. It will showcase that Demand Planning and Inventory
Optimisation is not merely about forecasting, but entails all activities involving the discovery of markets, planning products or services for
those markets, and then fulfilling the customers ‘demand’. This training will highlight to participants an integrative set of processes across,
not just the company, but the entire trade partner network.

On completing this Masterclass, participants will be better equipped to address challenges in demand planning and inventory optimisation
in the face of changing consumer preferences.

By attending this event, participants will be in a position to:
• Improve business top-line projections by increasing customer service levels to guarantee profitable bottom-line returns
• Reduce inventory stock-pile by as much as 20 to 25%, thus ensuring that only essential goods are stored
• Create more stable supply chain planning, with much accuracy, efficiency and less cost
• Help business evolve a high level of proactive supply chain management strategy

WHO SHOULD ATTEND
MDs, VPs, Directors, Mid-Level Executives, HODs, GMs, Senior Managers, Project Managers, Division Heads, Senior Level Executives from:
• Demand Planning • Purchasing/ Procurement
• Inventory planning and management / Inventory control • Logistics
• Materials Management • Manufacturing
• Supply Chain management

From across all industries:
• Petroleum, Gas & Chemicals • Mining
• Energy/Power/ Utilities • Automobiles
• Manufacturing • Telecommunications
• Shipping • Healthcare and Pharmaceutical
• Steel • FMCG
• Cement

GLOBAL PROSPECTUS TRAINING (PTY) LTD. Chief Executive O er - Dhevaraj Pillay
Johannesburg - Tel: +27 11 781 6222 Fax: +27 11 781 6044 Marketing - m2@globalprospectus.co.za Auditors - Russell Bedford SA (Jhb) Inc.
Pietermaritzburg - Tel: +27 33 391 4229 Fax: +27 33 391 5722 Design - www.designmaster.co.za (071 018 8355) Legal - DA Morris & Associates

EXPERT FACILITATORS

Liezl Smith B. Eng, CPIM, CIRM, CSCP, CPF
President SAPICS (Association for Operations Management of Southern Africa)
Specialist Consultant, Businessix Business Consultants SA
Liezl is currently the President and member Board of Directors of SAPICS, the Association for Operations Management of Southern
Africa. She is an Industrial Engineer with a B. Eng, degree from Stellenbosch University (1997).and is currently contracting as a
Specialist Trainer and Consultant to large corporations. She is a registered assessor for the FoodBev SETA and MERSETA, as well as
registered moderator for the MERSETA, and thus has a good working knowledge of the National Qualifications Framework with
experience in facilitating and assessing on NQF4, NQF5 and NQF6 levels. Her corporate experience includes working with Nampak,
Super Group and British American Tobacco SA. She is one of first in the world to obtain “CSCP” designation – Certified Supply
Chain Professional – from APICS, the Association for Operations Management and one of first in Africa to obtain “CPF” designation
– Certified Professional Forecaster - from the Institute of Business Forecasting. She has extensive experience, background and
understanding in the inner workings of ERP systems. Good overall knowledge of all aspects relating to the business environment,
including supply chain management and business process management. She has been a Mentor for Business Partners since 2005

Hilary Itela
Distribution Centre Manager, RTT Trans Africa Limited, Kenya
Hilary Odera Itela is the Distribution Centre Manager- KENYA for RTT Trans Africa Limited, Kenya. He was previously the General
Manager- Secure Logistics at G4S Kenya Ltd (Courier Services and Transportation), Operations Manager at DHL Supply Chain Kenya
Limited (in charge of Warehousing & Distribution roles for Technology Clientele). His responsibilities include 3PL Supply Chain
Management (Warehousing and Distribution within Eastern Africa) for Pharmaceutical drugs supplies. He oversees operations
servicing multinationals such as Glaxo Smithkline (both Pharma & Consumer), Merck Serono, Adcock Ingram, Pfizer, Astra Zeneca
and offers expertise to the Public Sector Supported PEPFAR initiative (Presidents Emergency Plan for Aids Relief) through the
provision of storage, distribution & reverse logistics support for HIV/AIDS ARV drugs, Rapid test kits etc. Hilary’s vast experience
covers Procurement, Logistics, Inventory Management, Warehousing, End to end logistics synergy, Process Route Mapping,
Transportation, Change Management, Six Sigma/ Lean Operations Management and Continuous Process Improvement Initiatives.

Bongani Ngoma Bsc, Msc, MDP, MBA
Planning Executive, UPD, New Clicks South Africa (Pty) Limited
Bongani is currently the Planning Executive at United Pharmaceutical Distributors (UPD) which is a division of the Clicks group
Division of of companies. In this role, he heads up the buying and planning department of the organization and as such manages buyers
and planners located in all major cities of South Africa. His role mainly entails procuring pharmaceutical and frontshop products
worth R600m per month from a host of manufacturers in order to satisfy the UPD customer base. Bongani spends most of his time
negotiating deals with suppliers, fine-tuning the organisation’s systems and processes, seeing key customer groups and reading
market data to ensure that the organisation remains competitive. He had previously worked in different roles in the Clicks
group, ranging from IT Demand Management to Project Management. He gained his broad supply chain experience by working
for companies like Edcon, Cadbury and Coca-Cola. In 2011, he was invited to present a case study at the 33rd Annual SAPICS
conference in Sun City. Bongani received his higher education at Wits University, where he completed an honours degree in Applied
Chemistry, and a Masters degree in Computational Chemistry. He then furthered his education at UNISA where he obtained a
management development programme certificate and an MBA. The title for his MBA thesis was:”The role that dividends play in
the top 40 companies on the JSE”.

Jeff Dube PrEng, BSc(Hons)Eng, MBA
Member / Chief Consultant
Supa-Dube Consulting (C) Corporation
Jeff obtained his MBA masters degree from the Heriott-Watt University in the United Kingdom. He was previously the Business
Analyst for the Nampak Group and was the key person responsible for implementing an advanced planning solution for the groups
flexible cluster of companies. Jeff then moved on to becoming the Supply Chain Director for Saint-Gobain. He was responsible for
the Supply Chain function, at Board Level - purchasing,planning, distribution, warehousing and business processes integration
for construction products manufacturing group of companies. He directed and designed the supply chain optimisation processes
from security of supplies via master planning systems, management of physical logistics, to outbound logistics. Jeff designed and
implemented supply chain performance metrics to enable visibility and controllability across the entire supply chain, to ensure
that the entire supply chain was optimally synchronised. He sat on the regional (sub-saharan Africa) board for the French-based
construction markets-focused blue-chip company. He also sat on the executive boards of the individual companies that make up
the Construction Products portifolio in sub-saharan Africa. Jeff is currently the consulting member of the Supa-Dube Consulting
Group, who created and implements the Greenbox strategy.


DAY 1
08:00 – 09:00 Registration and 10:45 – 12:00 Stream Two
Early Morning Refreshments
Incorporating customer level strategies in
09:00 – 09:15 Chairman’s Opening Remarks Demand planning process
• Using industry trends to develop a forecast
• Applying S&OP to firm up demand plans
09:15 – 10:30 Stream One • Providing full product lifecycle support strategy
Appraising the impact of global trends on •
•
Developing consumer driven order plans
Analysing product cannibalisation
demand management and the future of • Calculating the product lift-value from promotions
• Reviewing the shelf space in stores
doing business • Building a comprehensive planogram using items
Globally Demand Planning and Management has become
from multiple distributions
a challenging process considering the effects of the global
financial crunch, depletion of world resources, rapid Bongani Ngoma
population growth; mass urbanisation and of course the Planning Executive, UPD
relentless devastation of climate change. For business New Clicks South Africa (Pty) Limited
today to focus on future growth and assure operational
efficiency and profitability, demand planning must take 12:00 – 13:00 Network Lunch
into cognisance global trends and how it influences
business today and in the future. It must address how this 13:00 – 14:15 Stream Three
affects demand management significantly and impacts on
the ability of business to forecast thrive and survive in the Emphasising a Demand Collaboration
challenging market place. This session looks at the impact
of global trends on demand management and the future Hub (DCH) strategy
of doing business locally and internationally. The need for a Demand Collaboration Hub (DCH) is
Current trends essential in achieving effective demand planning
• Resource depletion strategy. The DCH brings together demand and forecast
• Population growth requirements from multiple sources on an inventory list
• Urbanisation in order to achieve consensus on a demand planning
• Growing middle class platform. It incorporates both internal sources (such as
• Climate change management strategies and marketing promotions) as
• Skills as a competitive advantage well as external sources (such as the Point of Sale (POS)
• Free trade proliferation data, suppliers, and supply chain partners). This session
• Global disaggregation of supply chains addresses the importance of DCH to the entire demand
• Digital technology infrastructure development planning process
Hilary Itela
Business today: Focus for the future growth Distribution Centre Manager-Kenya
• What are we actually selling? RTT Trans Africa Limited, Kenya
• Customer experience management
• Internet – instant gratification – shorter lead times
14:15 – 14:30 Afternoon Refreshments
What is preventing us from performing?
• Bottlenecks to innovation 14:30 – 15:00 Stream Four
• Examine what we celebrate
Interactive Round Table Discussion
Pre-requisites for surviving and thriving and Q & A
Liezl Smith During this session participants will have the opportunity
President SAPICS (Association for Operations to discuss particular questions of interest relating to topics
Management of Southern Africa) above. Participants are allowed to form networking Teams
to discuss their particular area of interest
Specialist Consultant, Businessix Business Consultants SA
Hilary Itela
10:30 – 10:45 Morning Refreshments Distribution Centre Manager-Kenya
RTT Trans Africa Limited, Kenya

15:00 End of day one


DAY 2
08:00 – 09:00 Registration and 13:00 – 14:15 Stream Three
Early Morning Refreshments
Integrating S&OP for improved
09:00 – 09:15 Chairman’s Opening Remarks inventory management
Sales and Operations Planning (S&OP) supports the
management planning process, and reviews planning
09:15 – 10:30 Stream One activities at a higher level, (usually on a monthly and
Establishing Inventory Optimisation as a yearly basis) rather than the daily or weekly planning
process. It is thus a critical component of management
tool for appraising demand variability strategising since it allows the company to proactively
identify and manage upcoming issues such as overstock
and target situations, fixed capacity constraints, regional velocity of
Since sales patterns vary considerably from product
demand and financial reserve accruals. It also provides
introduction to product retirement, understanding the
senior management with the capacity for driving
constant variability of this pattern is critical in setting
consensus on a single operating plan process across the
inventory targets. Inventory Optimisation therefore is an
entire business functions; thus ensuring the visibility and
effective way for analysing daily store-level demand in
agility to improve product management and promotional
order to generate in-store and upstream inventory targets,
planning, while minimising unnecessary buildups of
as well as how to meet these targets and understand
inventory to better predict revenue. This session looks
the varying patterns. It helps prevent loss of sales,
at S&OP and how it helps management develop a well
ensuring that there are optimally stocked shelves even
coordinated operating plan in support of customer
during periods of heavy demand. Furthermore Inventory
demand, business plan and management across the
Optimisation helps in the tracking and appraisal of
company
demand requirement and demand variability and thus is a
• Improved Product Lifecycle
precise tool for establishing inventory categorisation.
• Management process
• Management Principles
• Better promotional planning
• Inventory Categories
• Improved inventory management
• Inventory Strategies - Developing the
• More predictable revenue management
Service Strategy
• More accurate budget forecasting
Hilary Itela Jeffrey Dube
Distribution Centre Manager-Kenya
Chief Consultant
Supa-Dube Consulting (C) Corporation

10:30 – 10:45 Morning Refreshments
14:15 – 14:30 Afternoon Refreshments

10:45 – 12:00 Stream Two 14:30 – 15:00 Stream Four
Inventory Optimisation and Distribution Interactive Round Table Discussion
Requirements Planning (DRP) and Q & A
Inventory Distribution Requirements Planning is an
During this session participants will have the opportunity
accurate way for factoring both internal deployment plans
to discuss particular questions of interest relating to topics
(between distribution centres, warehouses and stores)
above. Participants are allowed to form networking Teams
and outstanding orders from suppliers. Due to variable
to discuss their particular area of interest
product demands and delivery targets, DRP addresses
pre-order issues such as constraints in warehouse Jeffrey Dube
storage space, transportation (load) capacity and product Chief Consultant
perishability requirements (expiration), in-transit damage Supa-Dube Consulting (C) Corporation
or loss and in-store pilferage.
Hilary Itela 15:00 Chairman’s Closing Remarks
Distribution Centre Manager-Kenya and End of day two

12:00 – 13:00 Network Lunch


Demand Planning and
Inventory Optimisation ONLY
Masterclass
R699
21 - 22 January 2013 Per D
eleg
0
Registration Form Global Prospectus Training Centre, ex. VA ate,
T.
366 Pretoria Avenue, Randburg
GPW Marketing

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First National Bank: Randburg 3. Cheques - Made Payable to: Global Prospectus Training (PTY) Ltd.
Account Number: 62109 270372
Branch Code: 254005

TERMS & CONDITIONS
The following terms and conditions will apply: Substitutions
Payment is required in full 5 days from date of invoice Delegates must inform Global Prospectus Training (PTY) Ltd in writing
All payments to be made directly to Global Prospectus Training (PTY) Ltd. of any substitutions.
No seats will be reserved, unless Global Prospectus Training (PTY) Ltd. receives a signed registration form. There is no charge for substitutions.
Global Prospectus Training (PTY) Ltd. reserves the right, due to circumstances beyond our control, to change Global Prospectus Training (PTY) Ltd will not be held liable for incorrect
speakers, program content, date & venue. Delegate details on Certi s, etc. in the event of substitutions being
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- which may be used at another of our events.
All cancellations made 7 days prior to date of the above mentioned event will be subject to a 50% cancellation fee.
Cancellations made within 7 days of date of the above mentioned event, will be subject to a 100% cancellation fee.
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