SOP操作中英文對照ppt課件

1、Goodyear ConfidentialS&OP : An Introduction銷售及運作方案銷售及運作方案:導言導言Jean-Luc Laboucheix, Feb 1st 2019Goodyear ConfidentialContents目錄n Objectives of this presentation培訓的目的n Asia Pacific Supply Chain at Goodyear, overview固特異亞太供應鏈概略n S&OP, Overview;銷售及運作方案概略n S&OP Process at Goodyear固特異的銷售及運作方案方法n S&OP, Deta

2、il view銷售及運作方案的細節(jié)n Next Steps下一步Goodyear ConfidentialObjectives of this Presentation培訓的目的n Explain the S&OP Process;解釋銷售及運作方案的流程n Answer your questions;解答問題n Analyze the possibility for Triangle to cope with Goodyear S&OP.分析三角與固特異在銷售及運作方案方面協(xié)作的能夠性Goodyear ConfidentialContents目錄n Objectives of this pr

3、esentation培訓的目的n Asia Pacific Supply Chain at Goodyear, overview固特異亞太供應鏈概略n S&OP, Overview;銷售及運作方案概略n S&OP Process at Goodyear固特異銷售及運作方案的方法n S&OP, Detail view銷售及運作方案的細節(jié)n Next Steps下一步Goodyear ConfidentialAsia Pacific Supply Chain: Overview 亞太供應鏈概略Manufacturing Footprint工廠分布圖Logistics Footprint物流分布圖n

4、8 tire plants -3 closed in 3 years-8個輪胎廠-3年內(nèi)3個封鎖n50 warehouses;50個倉庫n15000 containers / year;一年15000個貨柜n150000 truck / year;一年150000車nTotal AP SC Associates: 300.亞太供應鏈員工總數(shù)300nInventory days: 48, including in transit;存貨周期48天，包括在途時間nSales Forecasts accuracy: 70%;銷售預期準確度70%nOTIF: 88%;交付率88%nAbsolute Sc

5、hedule Compliance: 91%;消費排產(chǎn)達成率91%nCost to serve per unit: $2.49 每條供應鏈的本錢$2.49Rest of the WorldGoodyear ConfidentialContents目錄n Objectives of this presentation培訓的目的n Asia Pacific Supply Chain at Goodyear, overview亞太供應鏈的概略n S&OP, Overview;銷售及運作方案概略n S&OP Process at Goodyear固特異銷售及運作方案的方法n S&OP, Detail

6、view銷售及運作方案的細節(jié)n Next Steps下一步Goodyear ConfidentialSupply Chain Manages 3 Main Flows 供應鏈管理的三個主要流程n 1. Physical flows;實體流n 2. Demand flows;需求的信息流n 3. Tracking flows.追蹤流Goodyear Confidential1. Physical Flows實體流Purchasing采購Manufacturing制造Distribution分配Goodyear Confidential2. Demand Flows需求的信息流Purchasing

7、采購Manufacturing制造Distribution分銷Sales Forecasts銷售預估Finished Goods Planning 廢品方案廢品方案Raw Materials Planning 原資料方案Goodyear Confidential3. Tracking Flows追蹤流Purchasing采購采購Manufacturing制造制造Distribution分配分配Sales Forecasts 銷售預估Finished Goods Planning 廢品方案Raw Materials Planning原資料方案Tracking追蹤Goodyear Confiden

8、tialThe Flows Are Managed Through 1 Process: S&OP銷售及運作方案掌控整個流程PurchasingManufacturingDistributionSales ForecastsFinished Goods PlanningRaw Materials PlanningTrackingS&OPS&OP: Sales and Operations PlanningGoodyear ConfidentialS&OP Is a Meeting Among All Functions to Agree on 1 Plan 銷售及運作方案是一切職能達成一致目的

9、Golden rule: 1 set of numbersManufacturing制造制造Purchasing采購采購Sales銷售銷售Supply Chain 供應鏈供應鏈Marketing市場市場Finance財務(wù)財務(wù)Big Boss 總指揮Goodyear ConfidentialKey Objective 1: Linking Supply and Financials with Market Demand 關(guān)鍵目的1:用市場需求銜接供應和財務(wù)S&OP銷售及運作方案Sales & Marketing / product life cycle 銷售銷售&產(chǎn)品營產(chǎn)品營銷周期銷周期Dema

10、nd Planning 需求方案需求方案Supply Planning 供應方案供應方案Financial Forecast 財務(wù)預測財務(wù)預測Customer Service 客戶效力客戶效力Inventory Management庫存管里庫存管里Mfg. Execution 消費執(zhí)行消費執(zhí)行Demand 需求Supply 供應Goodyear ConfidentialKey Objective 2: Single and Agreed Plan關(guān)鍵目的2:單一的和一致的方案n All Functions have exactly the same plan, driven by Custom

11、er Satisfaction and Company strategy;n一切職能部門必需緊緊圍繞客戶稱心度和公司戰(zhàn)略決策的目的n 12 months to 5 years planning horizon 12個月到5年的規(guī)劃周期M1 M2 M3 M4 M5 M6 M7 M8 M9 M10 M11 M12Year 1第一年第一年Year 2 第二年第二年Year 3第三年第三年Year 4第四年第四年Year 5第五年第五年Short term短期Mid term中期Long term長期Goodyear ConfidentialKey Objective 3: Tool Used to

12、Drive The Company關(guān)鍵目的3:使公司運作的工具n From short to long term;從短期到長期n Plans are updated to reflect Company strategy, or to reflect Market changes;方案應根據(jù)公司的戰(zhàn)略或市場變化而調(diào)整M1 M2 M3 M4 M5 M6 M7 M8 M9 M10 M11 M12Year 1第一年第一年Year 2第二年第二年Year 3第三年第三年Year 4第四年第四年Year 5第五年第五年Short term短期Mid term中期Long term長期Operationa

13、l操作上的Tactical技術(shù)上的Strategic戰(zhàn)略上的Goodyear ConfidentialMain Benefits of Using S&OP 運用S&OP的益處n Complete alignment among all functions;一切職能部門目的的一致性n Drives Company strategy;制定公司戰(zhàn)略n Decision making process, shared by all;一切人參與決策n Visibility;可見性n Solve short term issues;處理短期問題n Plan for mid term solutions i

14、f mid term issues;假設(shè)有中期問題，制定中期處理方案。n Plan for long term solutions if long term issues;假設(shè)有長期問題，制定長期處理方案n Tool to drive and achieve Company objectives and results; 策定及達成公司目的的途徑n Brings discipline;制定規(guī)范n Develop team working;發(fā)揚團隊協(xié)作Goodyear ConfidentialIf No S&OP Then假設(shè)沒有S&OPn Functions not aligned;職責混亂n

15、 No possibility to drive company strategy;無法制定公司戰(zhàn)略n Multi decisions, not shared by all = no decisions很多決策不能達成一致=沒有決策n No visibility沒有可見性n Short term issues are solved through emergency;只能經(jīng)過緊急方式處理短期問題n Mid and long term plans are not addressed; 中長期方案未顯示n More difficult to achieve results;難以到達效果n No T

16、eam Working;沒有團隊協(xié)作n Too high or too little inventory (Raw Materials, Finished Goods);太多或者太少的存貨原資料，產(chǎn)廢品n Poor customer service;客戶效力不周Goodyear ConfidentialOne of the Key Enabler of S&OP is銷售運作方案的關(guān)鍵要素n not IT systems;不是IT系統(tǒng)n not high level experts;不是高程度的專家n DISCIPLINE 紀律Goodyear ConfidentialA High Level

17、 of Discipline is Required As S&OP is Very Precise銷售及運營方案的高準確性要求有高的紀律性Monthly cycle / rolling 18-24 months月度循環(huán)月度循環(huán)/周期周期18-24個月個月Marketing Meeting營銷會議Preparing Forecasts預備預測Demand Meeting需求會議S&OP meeting銷售及運作會議Supply Plans (rough cut capacity)供應方案Finalize detail Production and sales plans最終確定消費細節(jié)和銷售方

18、案Full Financials 全面的財務(wù)方案Marketing managers meet to define a marketing plan營銷經(jīng)理確定一個營銷方案to reach an agreed and common Sales, Manufacturing, Purchasing and Financial Plan. The plans are not only used for next month, but for next 18-24 months as well為了到達一致的和共同的銷售，消費，采購和財務(wù)方案這個方案不僅用于下個月而且也要運用于以后的18-24個月Th

19、e Marketing Plan is communicated to Sales. Sales prepare Sales Forecasts based on the Marketing Strategy營銷方案與銷售是關(guān)聯(lián)的。銷售預測基于營銷戰(zhàn)略Sales, Marketing, Supply Chain, meet to agree on a final Sales Forecasts plan銷售，營銷，供應環(huán)節(jié)共同制定銷售預測方案Supply Chain uses the final Sales Forecasts to prepare a Supply Plan供應環(huán)節(jié)根據(jù)最終的

20、銷售預測預備供應方案Sales and Supply Plans are reviewed during a meeting S&OP Meeting- by all Top Managers. An agreed plan is reached在S&OP會議上討論銷售和供應方案，一切高層擔任人參與，制定贊同規(guī)劃Based on the agreed plan, Sales and Operations finalize the plan at SKU level基于一致的方案，銷售和消費最終確定詳細規(guī)格的方案Based on the detail Sales and Production p

21、lan, Finance run the financials projection基于詳細的銷售和消費方案，財務(wù)運作財務(wù)方案Goodyear ConfidentialKey Enablers of S&OPCreate a repeatable rolling 18 to 24 months horizon planning process and measure performance to AOP/business strategyCreate a single consensus sales plan that allows development of realistic (dema

22、nd) sales, supply and inventory plans across all functionsCreate clear roles and responsibilities that drive decisions to deliver the S&OP planCreate a platform for continuous improvement based on on-going & strategic business needsBuild cross-functional teamwork Expected ResultsWork within formal s

23、tructure of S&OP processProactively identify and address supply and demand imbalancesImproved life cycle planningCreate consistent performance measurement and identify areas for improvementSales forecast accuracyProduction compliance Inventory daysSlow moving inventoryCustomer service: OTIFResource

24、utilization/costFinancial forecast accuracyEnablers and Key Expected Results From S&OP Goodyear Confidential銷售和運用規(guī)劃的關(guān)鍵促進要素：1.創(chuàng)建一個變動的18至24個月的規(guī)劃進程和年度方案運營戰(zhàn)略的績效測評。2.創(chuàng)建一個單一的達成共識的銷售方案，此方案對銷售，供應和庫存方案的改良是可行的。3.建立明確的角色和責任分工，推進銷售和運用方案的實行。4.建議一個基于延續(xù)和戰(zhàn)略業(yè)務(wù)需求的不斷改良的平臺5.建立跨部門協(xié)作期望的結(jié)果：1.在銷售和運用規(guī)劃進程的正規(guī)框架下進展2.積極自動地查明和處理

25、供求失衡3.改良的進程周期規(guī)劃4.創(chuàng)建一致的業(yè)績衡量和確定改良的領(lǐng)域a.銷售預測的準確性b.票據(jù)不斷性c.庫存d.庫存變動小e.消費者效力，全額的交付率f.資源利用g.財務(wù)預測的準確性銷售及運營方案的關(guān)鍵促進要素和期望結(jié)果Goodyear ConfidentialS&OP, Principles (2/2) 銷售及運營方案，原理2/2n The final output of S&OP process is a financial plan, not an Production/Sales/Inventory PSI- plan in units;n 銷售及運營的末級輸出是一個財務(wù)方案，而不是

26、單單的一個消費、銷售、庫存的數(shù)量。n It drives not only Capex but Purchasing as well;n 制定固定資產(chǎn)及采購方案n The Chairman of the S&OP meeting is the Managing Director;n 銷售及運營會議的支持人是常務(wù)董事Goodyear ConfidentialS&OP, Principles (1/2)n S&OP Sales & Operations Planning- is a rolling monthly process used to drive the company from str

27、ategy to operations;.n The planning horizon is usually between 18 to 24 months, in monthly buckets;n Process owner: Supply Chainn All functions are involved: Management, Finance, Manufacturing, R&D, Purchasing & Sourcing, Sales, Marketing, Supply Chain;Goodyear Confidential銷售及運營方案原理銷售及運營方案原理1/2 銷售及運

28、營方案是一套規(guī)范的流程，涵蓋了從決策到操作的一切流程。 規(guī)劃周期普通在18到24個月，逐月制定方案。 流程擔任人：供應鏈 一切的職責包括:管理、財務(wù)、消費、技術(shù)、采購、銷售、市場以及供應鏈 Goodyear ConfidentialContents內(nèi)容n Objectives of this presentation 此次引見的目的n Asia Pacific Supply Chain at Goodyear, overviewn 固特異亞太供應鏈，概略n S&OP, Overview; 銷售及運營方案，概略n S&OP Process at Goodyear 銷售及運營方案再固特異的實施n

29、S&OP, Detail view 銷售及運營方案，詳細內(nèi)容n Next Steps 下一步方案Goodyear ConfidentialS&OP in AP: Not Centralized, Not Local, But Both 亞太區(qū)s&op既表達一致性，又有獨立性Monthly cycle / rolling 18-24 monthsMarketing Meeting營銷會議Preparing Forecasts預備預測Demand Meeting需求會議Cluster / Country S&OP meeting按照國家劃分召開S&OP會議Supply Plans (rough c

30、ut capacity)供應方案Finalize detail Ticket and sales plans 制定詳細的消費方案及最終銷售方案Full Financials全面的財務(wù)方案Regional RvsC by PBU(AP S&OP)Inter Region S&OP 區(qū)域內(nèi)部S&OP會議Off takes & imports requirements 定牌&進口需求Preparing 1st production plan by sku and confirm Off takes exports預備詳細哦規(guī)格的消費方案，確認定牌出口POs placedBycountryBy PBU

31、GlobalBy PBUAP LevelBycountryBycountryA hybrid model to cope with Asia Pacific Complexity Goodyear ConfidentialHigh Involvement of Key Executives 部門主管高度參與Marketing Meeting營銷會議Preparing Forecasts預備預測Demand Meeting 需求會議Cluster / Country S&OP meeting相關(guān)國家S&OP會議Supply Plans (rough cut capacity)供應方案Finali

32、ze detail Ticket and sales plans 最終銷售方案Full Financials 全面財務(wù)方案Regional RvsC by PBU(AP S&OP)Inter Region S&OP 內(nèi)部區(qū)域S&OPOff takes & imports requirements定牌&進口需求Preparing 1st production plan by sku and confirm Off takes exports根據(jù)規(guī)格預備消費方案，確認定牌出口POs placedBycountryBy PBUGlobalBy PBUAP LevelBycountryBycountr

33、yCountries Marketing Directors各國市場部部長Countries Marketing & Sales Directors各國市場營銷部部長Countries Production Directors 各國消費部部長Company CEO, Product Lines Vice Presidents 公司總裁，產(chǎn)品線副總裁Countries Managing Directors 各國管理部部長SC Directors, Worldwide全球供應量部部長Country Financial Directors各國財務(wù)主管Goodyear ConfidentialAnd

34、Very Precise Schedule 準確的方案Marketing Meeting 營銷會議Preparing Forecasts預測預備Demand Meeting需求會議Cluster / Country S&OP meeting 相關(guān)國家s&op會議Supply Plans (rough cut capacity)供應方案Finalize detail Ticket and sales plans最終確認細節(jié)及銷售方案Full Financials全面的財務(wù)方案Regional S&OP區(qū)域性S&OPInter Region S&OP 區(qū)域內(nèi)部s&opOff takes & imp

35、orts requirements定牌&進口需求Preparing 1st production plan by sku and confirm Off takes exports根據(jù)規(guī)格預備第一個消費方案，確認定牌出口POs placedBycountryBy PBUGlobalBy PBUAP LevelBycountryBycountryBetween day 18 and 21Day 6 Between day 8 and 9Between day 12 and 13Day 16Day 17Between day 19 and 20Goodyear ConfidentialAnd Ve

36、ry Precise Documents準確的文件Marketing Meeting營銷會議Preparing Forecasts預備預測Demand Meeting需求會議Cluster / Country S&OP meeting相關(guān)國家召開S&OP會議Supply Plans 供應方案(rough cut capacity)Finalize detail Ticket and sales plans 最終銷售戰(zhàn)略Full Financials 全面的財務(wù)方案Regional S&OPInter Region S&OPOff takes & imports requirements 定牌和

37、進口需求Preparing 1st production plan by sku and confirm Off takes exports 按照規(guī)格預備消費，確認定牌出口POs placedBycountryBy PBUGlobalBy PBUAP LevelBycountryBycountryPhase In Phase Out; Promotion plans 促進方案Sales Forecasts, by SKU, past sales銷售預測，按照規(guī)格，以往的銷售Supply Plans by key constraints銷售方案Demand & Supply Plans by c

38、ountry, past and future, high level按照國家劃分需求&供應方案，過去的、未來的Demand & Supply Plans, past and future, detail view總覽過去和未來的需求&供應方案Import and exports plans by country, worldwide按照區(qū)域劃分進口、出口方案Full financials estimates全面的財務(wù)方案預測Goodyear ConfidentialResults Achieved at Goodyear Asia Pacific Through S&OP 銷售運營方案在固特

39、異亞太區(qū)獲得的成果n Much lower inventory; 庫存量降低n Better customer satisfaction, improvement of OTIFn客戶稱心率提高,確認率提高n Strategic plan in place to plan for future capacity investments;制定了未來才干投資戰(zhàn)略開展規(guī)劃n Disinvestments plans in place (upgrading capacity, restructuring)制定了重整方案產(chǎn)能提高，重整n One set of number, shared and agr

40、eed by all functions;一切職能部門共享一組數(shù)據(jù)Goodyear ConfidentialContents 內(nèi)容n Objectives of this presentation 培訓的目的n Asia Pacific Supply Chain at Goodyear, overview 固特異亞太供應鏈概略n S&OP, Overview; 銷售及運作方案概略n S&OP Process at Goodyear 固特異的銷售運作方案過程n S&OP, Detail view S&OP詳細細節(jié)n Next Steps 下一步Goodyear ConfidentialTo St

41、art With Define Your Planning Process 確認方案流程n Get all functions involved;一切職能部門共同參與n Do it simple;簡單化n Get a signoff from all functions;一切職能部門簽署認可。n Organize training.組織培訓Marketing Meeting營銷會議Preparing Forecasts 預備預測Demand Meeting 需求會議S&OP meeting 銷售運作方案會議Supply Plans (rough cut capacity) 供應會議Finali

42、ze detail Production and sales plans 最終確定消費銷售方案Full Financials 全面的財務(wù)方案Marketing managers meet to define a marketing plan 營銷經(jīng)理共同制定營銷方案The Marketing Plan is communicated to Sales. Sales prepare Sales Forecasts based on the Marketing Strategy 市場方案與銷售息息相關(guān)，銷售在市場方案的根底上進展預測Sales, Marketing, Supply Chain, meet to agree on a final Sales Forecasts plan 銷售、市場、供應鏈共同制定銷售預測方案Supply Chain uses the final Sales Forec