- Sales and operations planning (S&OP) is a process where executive management regularly reviews projections for demand, supply, and financial impact to achieve focus, alignment, and synchronization across organizational functions.
- An executive roundtable series was co-founded by universities and companies like Cisco to strengthen links between sales and operations planning. Participants discussed challenges like demand variability and breaking down information silos.
- Successful S&OP requires integrating sales and operations, building trust through shared data and incentives, and collaborating both internally and externally with partners through regular communication and evaluation. Planning should be data-driven to improve forecasting accuracy.
A simple, straight forward set of 25 slides which provides the basics of S&OP (Sales & Operations Planning) from concept to implementation. (Used to introduce and discuss S&OP concepts with clients and prospective clients.) S&OP is also know as IBF or IBP (IBF = Integrated Business Forecasting; IBP = Integrated Business Planning)
Sales & Operations Planning (S&OP) and integrated business planning (IBP) align demand, supply and finance, allowing a holistic view across all departments so that businesses can test the financial impact of different “what if” options and respond to unplanned events--both positive and negative. Visit http://www.steelwedge.com/resources/s-and-op-intro
S&OP is a monthly global process to balance supply and demand, bringing all business operational plans into one integrated plan. All activities is based on a common Forecast data set. The ultimate target for S&OP therefore is to balance Supply and Demand.
AVATA is adding to their express solutions suite with “IBP express”, a hosted service offering that provides the framework for conducting the S&OP/IBP process with supported dashboard reports and KPI’s. IBP express will allow for a rapid deployment enabling your first S&OP/IBP cycle within 90-days.
IBP express is both a technology tool and service offering that supports advancing your current S&OP process or implementing S&OP/IBP for the first time. IBP express includes the required Education, Workshops, Coaching & Technology that will deliver a rapid ROI.
Sales and Operations Planning (S&OP) OverviewMichael Ryan
Improved revenues, business performance, and customer satisfactions are outcomes of a strong Sales and Operations Planning (S&OP) process.
S&OP can be applied to a variety of industries, from cosmetics to aftermarket parts manufacturers.
Sales & Operations Planning is popularly known as S&OP and is a process which has evolved from SCM. It looks at balancing demand with supply and can be applied in most of the industries. The phase- wise process is depicted in the presentation
Development of a procurement strategy and making the aquisition and purchasing choice by Derek Hendrikz. passive, independent, supportive and integrative strategies. Outsourcing vs. insourcing and bottle neck, critical, routine and leverage sourcing discussed.
www.derekhendrikz.com
What Great Sales & Operations Planning (S&OP) Feels Like!Steelwedge
Featured Presenter - Tom Wallace, S&OP Author and Educator
Like most manufacturing organizations, you likely have some quantitative measurement goals for your Sales & Operations Planning initiative. But, like the saying goes, it’s not just how it looks (metrics) but importantly, how it feels (organizational impact).
Join Steelwedge and industry educator, author and reknowned S&OP practice leader, Tom Wallace, for a live webinar to test your S&OP “feel factor”. In this interactive session, you will learn examples and ideas for your people, process and technologies to achieve some great feeling S&OP, including:
• Fewer surprises, resolved quickly
• 18+ months of forward visibility
• Enthusiastic engagement of top management and
• Delivering on strategic goals with S&OP
A simple, straight forward set of 25 slides which provides the basics of S&OP (Sales & Operations Planning) from concept to implementation. (Used to introduce and discuss S&OP concepts with clients and prospective clients.) S&OP is also know as IBF or IBP (IBF = Integrated Business Forecasting; IBP = Integrated Business Planning)
Sales & Operations Planning (S&OP) and integrated business planning (IBP) align demand, supply and finance, allowing a holistic view across all departments so that businesses can test the financial impact of different “what if” options and respond to unplanned events--both positive and negative. Visit http://www.steelwedge.com/resources/s-and-op-intro
S&OP is a monthly global process to balance supply and demand, bringing all business operational plans into one integrated plan. All activities is based on a common Forecast data set. The ultimate target for S&OP therefore is to balance Supply and Demand.
AVATA is adding to their express solutions suite with “IBP express”, a hosted service offering that provides the framework for conducting the S&OP/IBP process with supported dashboard reports and KPI’s. IBP express will allow for a rapid deployment enabling your first S&OP/IBP cycle within 90-days.
IBP express is both a technology tool and service offering that supports advancing your current S&OP process or implementing S&OP/IBP for the first time. IBP express includes the required Education, Workshops, Coaching & Technology that will deliver a rapid ROI.
Sales and Operations Planning (S&OP) OverviewMichael Ryan
Improved revenues, business performance, and customer satisfactions are outcomes of a strong Sales and Operations Planning (S&OP) process.
S&OP can be applied to a variety of industries, from cosmetics to aftermarket parts manufacturers.
Sales & Operations Planning is popularly known as S&OP and is a process which has evolved from SCM. It looks at balancing demand with supply and can be applied in most of the industries. The phase- wise process is depicted in the presentation
Development of a procurement strategy and making the aquisition and purchasing choice by Derek Hendrikz. passive, independent, supportive and integrative strategies. Outsourcing vs. insourcing and bottle neck, critical, routine and leverage sourcing discussed.
www.derekhendrikz.com
What Great Sales & Operations Planning (S&OP) Feels Like!Steelwedge
Featured Presenter - Tom Wallace, S&OP Author and Educator
Like most manufacturing organizations, you likely have some quantitative measurement goals for your Sales & Operations Planning initiative. But, like the saying goes, it’s not just how it looks (metrics) but importantly, how it feels (organizational impact).
Join Steelwedge and industry educator, author and reknowned S&OP practice leader, Tom Wallace, for a live webinar to test your S&OP “feel factor”. In this interactive session, you will learn examples and ideas for your people, process and technologies to achieve some great feeling S&OP, including:
• Fewer surprises, resolved quickly
• 18+ months of forward visibility
• Enthusiastic engagement of top management and
• Delivering on strategic goals with S&OP
Sales and Operations Planning Worst PracticesPamela Stroud
Best practices in S&OP and demand planning are well known and well documented. Maybe less well documented but more widely known are the worst practices. During this session we’ll discuss a few of the more interesting of these worst practices and explore ways to avoid them.
Formalized sales and operations planning (S&OP)Tristan Wiggill
Formalized sales and operations planning (S&OP) KFC case study by Elizbe Rohde.
Presented at the 37th Annual SAPICS Conference and exhibition for supply chain professionals, held at Sun City Hotel and Casino, South Africa on 1 June.
Ce rapport offre un condensé des actions menées en 2013 par le Gimélec sur les marchés de l’Energie, du Bâtiment, de l’Industrie et de la Distribution basse tension. Il présente également les activités transverses de notre Groupement : adaptation de l’offre de formation à la numérisation de l’énergie, consolidation de notre présence dans les organismes de normalisation, mobilisation en faveur d’évolutions législatives porteuses d’une politique d’efficacité énergétique volontariste, notamment.
Salzburger Cityjump - first edition in 2013athletics gmbh
The first Salzburger Cityjump in the old town of Salzburg is a pole vault challenge in one of the most beautiful areas around the world. An emotional and dynamic athletics event with over 4.000 spectators in an picturesquely setting. Thank you SALZBURG for this unforgettable event.
"Shortened" presetation given by Geoff Peterson at ERE Expo in San Diego and First Interview event in New Orleans, March 2010. Full presentation available with FREE mobile consultations.
This presentation gives an overview of mobile technologies and the mobile recruiting landscape.
Fatores que Influenciam o Crescimento Infantil Somático até os 2 anos de IdadeVan Der Häägen Brazil
Padrões específicos de sexo no ritmo de crescimento, o momento do surto de crescimento na adolescência, a dimensão global, e da idade da maturidade esquelética são bem conhecidos, mas as diferenças entre os sexos são aparentes desde o tempo de vida fetal. Ao nascer, a maturação esquelética das fêmeas é de 4 a 6 semanas mais avançada do que a dos homens, e essa tendência continua ao longo da infância e adolescência.
ITinfoCube is rendered with the team of experienced professionals, who are talented & specialize enough to design & develop websites of any level of complexity. Website development is just not the set of programming and coding. Our team of experts developers understand the taste of clients needs & deliver as per the their satisfaction. Moreover, these services are appreciated by our Indian clients as well as international clients due to their credibility, flexibility and effectiveness.
Manufacturing, a slow-adopter of Analytics, is now catching up in leaps and bounds. Across all business domains, applying analytics is providing answers to the most critical questions of the business.With exponential expansion of data, data driven insights have become a strategic necessity.
This booklet explores a few use cases of Big Data for manufacturing and how it can be leveraged.
For more info visit: https://www.teamcomputers.com/businessanalytics/Manufacturing/Booklet-Manufacturing-Digital.pdf
5 Steps to Transform into a Data-Driven Organization - Ganes Kesari - Gramen...Ganes Kesari
This session was presented on May 27th, 2021, in a Webinar organized by Gramener.
https://info.gramener.com/5-steps-to-transform-into-data-driven-organization
Session Details:
Today, organizations struggle to get value from data despite significant investments. Did you know that there's one factor that influences the outcomes of all your data initiatives?
This webinar will highlight how an organization's data maturity influences its performance. It will show how you can assess your data maturity and plan the five steps for data-driven business transformation.
Pain points we would be discussing:
Most organizations stagnate midway in their data journey.
Gartner says that over 87% of organizations in the industry are at lower levels of data maturity (levels 1 and 2 on a scale of 5).
Just doing more data science projects will not improve your capabilities or outcomes. The fact is that the top challenges reported by CDOs fall into five common areas.
This webinar will show what they are and how you can tackle them.
Who should attend
- Executives, Chief Data/Analytics Officers, Technology leaders, Business heads, Managers
What Will You Learn?
- What is data science maturity, and why does it matter?
- How do you assess data science maturity and limitations of the assessment?
- How can data science maturity help your organization level up (explained with an example)?
Building a business culture for digital success. A Stickyeyes Webinar, 9 Marc...Stickyeyes
Watch the full webinar at http://www.stickyeyes.com/videos/building-a-brand-for-digital-success
SEO, as a marketing discipline, has taken on an entirely new role and has become a critical component of a brand’s entire digital strategy. It’s no longer possible to see search engine optimisation as an isolated activity, kept separately from a brand’s other core marketing and communication channels. Instead, SEO has become an integral part of that marketing and communications strategy.
But established brands are finding it difficult to align the multiple stakeholders and skillsets needed to deliver a digital strategy that will succeed in engaging online audiences, provide a coherent customer experience and drive return on investment.
Mike McDougall, Head of SEO at Stickyeyes, explains what it takes for enterprise level organisations to succeed in digital, and shared his top tips for developing an organisational culture in which digital can thrive.
If you are like most firms you’ve designed your service offerings around accounting, tax, audit,
litigation support, etc. – the traditional accounting and tax firm services and then organized your
firm to serve clients of all business types and industries as long as they fit under the service
offerings. Learn why this model may no longer be appropriate to serve today’s business clients.
Review case studies of firms that have made the change to a vertical focus first and then aligned
their service offerings to meet the needs of a vertical niche.
Creating Value Through Digital Enterprise Transformation
Originally presented to XPX, CT Chapter. We look at what it takes to create value and reduce risk using digital enterprise transformation to improve your business processes, technology, and talent foundations.
Topics covered include building a roadmap, process improvement, systems improvement including ERP, CRM, BI/Analytics, and eCommerce, how to build a global organization, and how to build a professional management team.
Component content management systems (CCMS) have dramatically changed the way organizations manage and deliver content. A CCMS, when paired with DITA content, provides return-on-investment benefits to many successful deployments. What are the key ingredients that make up a successful deployment? How do teams identify successful adoption criteria while matching the constant changes within their organizations? How do they gain buy-in to support such a change?
Join Chip Gettinger from SDL for his insights from eight years of working with users of successful CCM deployments using DITA as a content model. He’ll present his findings, trends and tips for a solid adoption.
Secrets to Revolutionizing Enterprise Sales Growth with End-to-End RevOps wit...saastr
We are amidst the emergence of a new enterprise buyer era, where customers have the power and are engaging in more places than ever before. Companies need to reassess their business models, which requires best-in-breed solutions to drive adoption and accelerate growth. This is an age where the first vendor to respond to the customer wins. It’s a world where Gartner predicts that 75% of the highest growth companies will need to deploy revenue operations by 2025.
In this session, Calendly Chief Revenue Officer Kate Ahlering will advocate for embracing an accelerated sales strategy to support faster company growth and what this looks like. She will share insights into the end-to-end enterprise sales processes, playbooks, and tools to lead competitive revenue operations in the new world of work.
5 Steps To Become A Data-Driven Organization : WebinarGramener
Gramener's Chief Data Scientist and Co-founder Ganes Kesari conducted an interesting webinar that will give you an idea of how to analyze your data maturity and plan the five steps to transforming your business using data.
Who should watch this webinar?
Executives, Chief Data/Analytics Officers, Technology leaders, Business heads, Directors, and Managers.
Important points discussed on the webinar:
-The majority of businesses reach a halt in the middle of their data journey.
-According to Gartner, approximately 87% of companies in the business have a poor degree of data maturity (levels 1 and 2 on a scale of 5).
-Adding more data science projects to your portfolio will not boost your talents or results. The truth is that CDOs' primary issues are divided into five categories.
Learnings from this webinar:
-Data Science Maturity. What is it and why is it important?
-How can you determine the maturity of data science and its limitations?
-How does data science maturity (described with an example) assist your business in progressing?
Watch the full webinar on:
https://info.gramener.com/5-steps-to-transform-into-data-driven-organization
To know more about Data Maturity visit:
https://gramener.com/data-maturity/#
Delivering Aha Moments through Procurement Performance Analytics (part II)Dan Traub
2016 NAEP Annual Meeting presentation by Dan Traub of FinVantage Solutions LLC and Sandy Hicks of the University of Colorado. Delivered in San Antonio, TX.
In this update to the 2015 presentation, we explore the rollout and impact of the departmental scorecard program as it was introduced to over 215 financial managers across the University of Colorado System.
Learn how the University of Colorado Procurement Service Center launched an innovative program to gain valuable insights into its performance using the latest data visualization tools. Utilizing and analyzing data from multiple sources, CU has built a 360-degree platform to explore outcomes from procurement, payables, travel management, payment card, customer outreach, and other functions. The transition to a data-driven mindset will be examined, including a few surprises they learned along the way. The team will demonstrate how these metrics are driving new levels of collaboration with campus stakeholders, thanks to the popular departmental scorecards and executive dashboards.
Organisational principles for digital collaboration - keynote at Enterprise 2...David Terrar
Explaining the current digital landscape as the Digital Enterprise Wave, ride it or go under. Stop thinking business as usual. Start thinking digitally - design thinking, business model innovation, digital inside and out. Any org structure will work, but you need to change the culture, empower your people and encourage the right behaviours. Then some recommendations of how to do it, where and how to start.
Similar to Making link between sales and operations planning (20)
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Cracking the Workplace Discipline Code Main.pptxWorkforce Group
Cultivating and maintaining discipline within teams is a critical differentiator for successful organisations.
Forward-thinking leaders and business managers understand the impact that discipline has on organisational success. A disciplined workforce operates with clarity, focus, and a shared understanding of expectations, ultimately driving better results, optimising productivity, and facilitating seamless collaboration.
Although discipline is not a one-size-fits-all approach, it can help create a work environment that encourages personal growth and accountability rather than solely relying on punitive measures.
In this deck, you will learn the significance of workplace discipline for organisational success. You’ll also learn
• Four (4) workplace discipline methods you should consider
• The best and most practical approach to implementing workplace discipline.
• Three (3) key tips to maintain a disciplined workplace.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Buy Verified PayPal Account | Buy Google 5 Star Reviewsusawebmarket
Buy Verified PayPal Account
Looking to buy verified PayPal accounts? Discover 7 expert tips for safely purchasing a verified PayPal account in 2024. Ensure security and reliability for your transactions.
PayPal Services Features-
🟢 Email Access
🟢 Bank Added
🟢 Card Verified
🟢 Full SSN Provided
🟢 Phone Number Access
🟢 Driving License Copy
🟢 Fasted Delivery
Client Satisfaction is Our First priority. Our services is very appropriate to buy. We assume that the first-rate way to purchase our offerings is to order on the website. If you have any worry in our cooperation usually You can order us on Skype or Telegram.
24/7 Hours Reply/Please Contact
usawebmarketEmail: support@usawebmarket.com
Skype: usawebmarket
Telegram: @usawebmarket
WhatsApp: +1(218) 203-5951
USA WEB MARKET is the Best Verified PayPal, Payoneer, Cash App, Skrill, Neteller, Stripe Account and SEO, SMM Service provider.100%Satisfection granted.100% replacement Granted.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
Skye Residences | Extended Stay Residences Near Toronto Airportmarketingjdass
Experience unparalleled EXTENDED STAY and comfort at Skye Residences located just minutes from Toronto Airport. Discover sophisticated accommodations tailored for discerning travelers.
Website Link :
https://skyeresidences.com/
https://skyeresidences.com/about-us/
https://skyeresidences.com/gallery/
https://skyeresidences.com/rooms/
https://skyeresidences.com/near-by-attractions/
https://skyeresidences.com/commute/
https://skyeresidences.com/contact/
https://skyeresidences.com/queen-suite-with-sofa-bed/
https://skyeresidences.com/queen-suite-with-sofa-bed-and-balcony/
https://skyeresidences.com/queen-suite-with-sofa-bed-accessible/
https://skyeresidences.com/2-bedroom-deluxe-queen-suite-with-sofa-bed/
https://skyeresidences.com/2-bedroom-deluxe-king-queen-suite-with-sofa-bed/
https://skyeresidences.com/2-bedroom-deluxe-queen-suite-with-sofa-bed-accessible/
#Skye Residences Etobicoke, #Skye Residences Near Toronto Airport, #Skye Residences Toronto, #Skye Hotel Toronto, #Skye Hotel Near Toronto Airport, #Hotel Near Toronto Airport, #Near Toronto Airport Accommodation, #Suites Near Toronto Airport, #Etobicoke Suites Near Airport, #Hotel Near Toronto Pearson International Airport, #Toronto Airport Suite Rentals, #Pearson Airport Hotel Suites
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
1. Making the Link Between Sales
and Operations Planning
Presented by:
Kathan Bhatt (s3922291)
Bhavin Chauhan (s3922349)
2. Sales and Operations Planning
• Sales and operations planning (S&OP) is an
integrated business management process developed
in the 1980s by Oliver Wight (Donald S, 2006)
• Using S&OP, the executive/leadership team
continually achieves focus, alignment and
synchronization among all functions of the
organization. Agree?
3. What do you mean by Sales and Operations Planning?
• Sales and Operations planning is a process where executive
level management regularly meets and reviews projections
for demand, supply and resulting financial impact. (by Martin
Murray)
• Is it a Long range strategy or tactical day to day planning ?
• Answer: In-between
4. SOP may be least expensive but hardest
Source: GBM Consulting
5. Thought Leadership Summit
• An executive roundtable series co-founded by the Center for Digital
Strategies at Tuck School of Business and Cisco Systems, Inc. for
strengthening links between Sales and Operations planning
• Participants:
– 3M (mining and manufacturing)
– Cargill (trading, purchasing and distributing agri. products)
– Cisco (Design and sales of Networking Equipments)
– General Motors (Automotive)
– Lowe’s (retail: home appliances)
– Owens Corning (largest fiberglass manufacturer)
– Staples (retail: office supply chain)
– Sysco (retail: food products)
– Whirlpool (home appliances)
– Tuck School of Business, Dartmouth (Education)
– Harvard Business School (Education)
6. Breakdowns in Supply Chain - Examples
• Lowe’s oversupply of loan movers pushed out to stores in
order to reduce inventory at distribution centre, as spring
arrived late
• At Sysco the sales people brought in huge last minute orders
for next-day fulfillment
• Whirlpool was unable to match the consumption of certain
products during the peak period
“once you miss the boat and you got to wait for another
month…99.9 % of delivery isn’t good enough”
7. Does the CEO get it?
• How important is it for a CEO to understand the value of
supply chain ?
– Cost saving ?
– Competitive advantage?
8. Choosing Right Opportunities
• Segmentation and Selectivity – focusing on most profitable
opportunities
– Improve service levels - Customer profitability
– Segmenting accounts – current and future profitability
– Cover fixed costs – unprofitable customers
– Stronger relationship with few players
“Identify transactional and strategic partners”
9. Rethinking Forecasting and Modeling
• High Variability
– Reasons: demand change, fashion change, new product launches etc.
• “We have data to see variabilities…we can define rules”
• “Forecast is good only for the day I give it to you”
• “Lack in understanding how predictable demand is?”
• Is the computer forecasting reliable enough?
• No , you have to integrate Human insights from sales and
merchandising
10. Forecasting to Planning: Breaking Down Silos
• Challenge: converting demand signals into forecasts
• Different functions develop their own plans
• Forecasting, scheduling, production planning and inventory
management can only be improved marginally within the
departmental silos of sales, manufacturing and distribution
• How to get a single version of truth?
• Cross-functional meetings (weekly)
– Alignment of sales and operations vision
12. Incentives, Metrics and Accountability
• Achieving shared goals, rather than departmental goals
• How to operationalize it?
– GM’s effort to establish end-to-end process owners who live in
between silos of sales and manufacturing and have accountability for
processes like order fulfillment
– Is it okay to create dynamic set of incentives for the people that are
doing actual job schedules at factory floor?
“No one gets a bonus till the common goals are achieved”
13. External Collaboration: Key Success Factors
• Interconnection of supply chain across trading partners
– Supplier Engagement process - regular open dialogue
• Look beyond borders, focusing inside and outside
• Partner evaluation
• But ,
– It is time taking, lengthy process
– Requires multiple level collaboration
– Right people talking with each other (E.g. IT with IT)
– Risky and delicate
14. Trust and Information Sharing
• Sharing of data: EDI and inventory data
• What to share and what not to share?
• Trust is hard to systemize
• What we can do?
– Develop an attitude of “how are we going to work through it”
• IT enables collaborative relationships
– It makes unobservable things observable
15. Deeper Collaboration – Growing the Pie
• Can we come up with the product that we can sell better?
– Sharing of Ideas and opinions
• Willingness to allow the best company to manage your that
part of business
• Increase in profitability for both the partners - identify
• Issues: “sharing data is ok, taking decisions is ok, delegating work is ok
but now you are getting into my business”
“if there is money to be had, its mine”
18. Conclusion
• To integrate sales and operations in a better way, thinking out
of the box (beyond ERP systems)
• Building trust on multiple levels
• Planning and forecasting should be data driven
– Based on current and historical data
• Shared incentives, accountability and language can help build
effective S&OP process
• Successful collaboration with external partners:
– Mutual commitment
– Constant re-evaluation
– Constant relationship building