SOP操作中英文對(duì)照ppt課件

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

2、il view銷售及運(yùn)作方案的細(xì)節(jié)n Next Steps下一步Goodyear ConfidentialObjectives of this Presentation培訓(xùn)的目的n Explain the S&OP Process;解釋銷售及運(yùn)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(yùn)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(xùn)的目的n Asia Pacific Supply Chain at Goodyear, overview固特異亞太供應(yīng)鏈概略n S&OP, Overview;銷售及運(yùn)作方案概略n S&OP Process at Goodyear固特異銷售及運(yùn)作方案的方法n S&OP, Detail view銷售及運(yùn)作方案的細(xì)節(jié)n Next Steps下一步Goodyear ConfidentialAsia Pacific Supply Chain: Overview 亞太供應(yīng)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(gè)輪胎廠-3年內(nèi)3個(gè)封鎖n50 warehouses;50個(gè)倉(cāng)庫(kù)n15000 containers / year;一年15000個(gè)貨柜n150000 truck / year;一年150000車nTotal AP SC Associates: 300.亞太供應(yīng)鏈員工總數(shù)300nInventory days: 48, including in transit;存貨周期48天，包括在途時(shí)間nSales Forecasts accuracy: 70%;銷售預(yù)期準(zhǔn)確度70%nOTIF: 88%;交付率88%nAbsolute Sc

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

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

7、采購(gòu)Manufacturing制造Distribution分銷Sales Forecasts銷售預(yù)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(gòu)采購(gòu)Manufacturing制造制造Distribution分配分配Sales Forecasts 銷售預(yù)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(yùn)作方案掌控整個(gè)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(yùn)作方案是一切職能達(dá)成一致目的

9、Golden rule: 1 set of numbersManufacturing制造制造Purchasing采購(gòu)采購(gòu)Sales銷售銷售Supply Chain 供應(yīng)鏈供應(yīng)鏈Marketing市場(chǎng)市場(chǎng)Finance財(cái)務(wù)財(cái)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(chǎng)需求銜接供應(yīng)和財(cái)務(wù)S&OP銷售及運(yùn)作方案Sales & Marketing / product life cycle 銷售銷售&產(chǎn)品營(yíng)產(chǎn)品營(yíng)銷周期銷周期Dema

10、nd Planning 需求方案需求方案Supply Planning 供應(yīng)方案供應(yīng)方案Financial Forecast 財(cái)務(wù)預(yù)測(cè)財(cái)務(wù)預(yù)測(cè)Customer Service 客戶效力客戶效力Inventory Management庫(kù)存管里庫(kù)存管里Mfg. Execution 消費(fèi)執(zhí)行消費(fèi)執(zhí)行Demand 需求Supply 供應(yīng)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(gè)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(zhǎng)期Goodyear ConfidentialKey Objective 3: Tool Used to

12、Drive The Company關(guān)鍵目的3:使公司運(yùn)作的工具n From short to long term;從短期到長(zhǎng)期n Plans are updated to reflect Company strategy, or to reflect Market changes;方案應(yīng)根據(jù)公司的戰(zhàn)略或市場(chǎng)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(zhǎng)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(yùn)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(zhǎng)期問題，制定長(zhǎng)期處理方案n Tool to drive and achieve Company objectives and results; 策定及達(dá)成公司目的的途徑n Brings discipline;制定規(guī)范n Develop team working;發(fā)揚(yáng)團(tuán)隊(duì)協(xié)作Goodyear ConfidentialIf No S&OP Then假設(shè)沒有S&OPn Functions not aligned;職責(zé)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(dá)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(zhǎng)期方案未顯示n More difficult to achieve results;難以到達(dá)效果n No T

16、eam Working;沒有團(tuán)隊(duì)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(yùn)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(jì)律Goodyear ConfidentialA High Level

17、 of Discipline is Required As S&OP is Very Precise銷售及運(yùn)營(yíng)方案的高準(zhǔn)確性要求有高的紀(jì)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(gè)月個(gè)月Marketing Meeting營(yíng)銷會(huì)議Preparing Forecasts預(yù)備預(yù)測(cè)Demand Meeting需求會(huì)議S&OP meeting銷售及運(yùn)作會(huì)議Supply Plans (rough cut capacity)供應(yīng)方案Finalize detail Production and sales plans最終確定消費(fèi)細(xì)節(jié)和銷售方

18、案Full Financials 全面的財(cái)務(wù)方案Marketing managers meet to define a marketing plan營(yíng)銷經(jīng)理確定一個(gè)營(yíng)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(dá)一致的和共同的銷售，消費(fèi)，采購(gòu)和財(cái)務(wù)方案這個(gè)方案不僅用于下個(gè)月而且也要運(yùn)用于以后的18-24個(gè)月Th

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

20、銷售預(yù)測(cè)預(yù)備供應(yīng)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(huì)議上討論銷售和供應(yīng)方案，一切高層擔(dān)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(fèi)最終確定詳細(xì)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(xì)的銷售和消費(fèi)方案，財(cái)務(wù)運(yùn)作財(cái)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(yùn)用規(guī)劃的關(guān)鍵促進(jìn)要素：1.創(chuàng)建一個(gè)變動(dòng)的18至24個(gè)月的規(guī)劃進(jìn)程和年度方案運(yùn)營(yíng)戰(zhàn)略的績(jī)效測(cè)評(píng)。2.創(chuàng)建一個(gè)單一的達(dá)成共識(shí)的銷售方案，此方案對(duì)銷售，供應(yīng)和庫(kù)存方案的改良是可行的。3.建立明確的角色和責(zé)任分工，推進(jìn)銷售和運(yùn)用方案的實(shí)行。4.建議一個(gè)基于延續(xù)和戰(zhàn)略業(yè)務(wù)需求的不斷改良的平臺(tái)5.建立跨部門協(xié)作期望的結(jié)果：1.在銷售和運(yùn)用規(guī)劃進(jìn)程的正規(guī)框架下進(jìn)展2.積極自動(dòng)地查明和處理

25、供求失衡3.改良的進(jìn)程周期規(guī)劃4.創(chuàng)建一致的業(yè)績(jī)衡量和確定改良的領(lǐng)域a.銷售預(yù)測(cè)的準(zhǔn)確性b.票據(jù)不斷性c.庫(kù)存d.庫(kù)存變動(dòng)小e.消費(fèi)者效力，全額的交付率f.資源利用g.財(cái)務(wù)預(yù)測(cè)的準(zhǔn)確性銷售及運(yùn)營(yíng)方案的關(guān)鍵促進(jìn)要素和期望結(jié)果Goodyear ConfidentialS&OP, Principles (2/2) 銷售及運(yùn)營(yíng)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(yùn)營(yíng)的末級(jí)輸出是一個(gè)財(cái)務(wù)方案，而不是

26、單單的一個(gè)消費(fèi)、銷售、庫(kù)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(gòu)方案n The Chairman of the S&OP meeting is the Managing Director;n 銷售及運(yùn)營(yíng)會(huì)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(yùn)營(yíng)方案原理銷售及運(yùn)營(yíng)方案原理1/2 銷售及運(yùn)

28、營(yíng)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(gè)月，逐月制定方案。 流程擔(dān)任人：供應(yīng)鏈 一切的職責(zé)包括:管理、財(cái)務(wù)、消費(fèi)、技術(shù)、采購(gòu)、銷售、市場(chǎng)以及供應(yīng)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(yīng)鏈，概略n S&OP, Overview; 銷售及運(yùn)營(yíng)方案，概略n S&OP Process at Goodyear 銷售及運(yùn)營(yíng)方案再固特異的實(shí)施n

29、S&OP, Detail view 銷售及運(yùn)營(yíng)方案，詳細(xì)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(dá)一致性，又有獨(dú)立性Monthly cycle / rolling 18-24 monthsMarketing Meeting營(yíng)銷會(huì)議Preparing Forecasts預(yù)備預(yù)測(cè)Demand Meeting需求會(huì)議Cluster / Country S&OP meeting按照國(guó)家劃分召開S&OP會(huì)議Supply Plans (rough c

30、ut capacity)供應(yīng)方案Finalize detail Ticket and sales plans 制定詳細(xì)的消費(fèi)方案及最終銷售方案Full Financials全面的財(cái)務(wù)方案Regional RvsC by PBU(AP S&OP)Inter Region S&OP 區(qū)域內(nèi)部S&OP會(huì)議Off takes & imports requirements 定牌&進(jìn)口需求Preparing 1st production plan by sku and confirm Off takes exports預(yù)備詳細(xì)哦規(guī)格的消費(fèi)方案，確認(rèn)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(yíng)銷會(huì)議Preparing Forecasts預(yù)備預(yù)測(cè)Demand Meeting 需求會(huì)議Cluster / Country S&OP meeting相關(guān)國(guó)家S&OP會(huì)議Supply Plans (rough cut capacity)供應(yīng)方案Finali

32、ze detail Ticket and sales plans 最終銷售方案Full Financials 全面財(cái)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(jìn)口需求Preparing 1st production plan by sku and confirm Off takes exports根據(jù)規(guī)格預(yù)備消費(fèi)方案，確認(rèn)定牌出口POs placedBycountryBy PBUGlobalBy PBUAP LevelBycountryBycountr

33、yCountries Marketing Directors各國(guó)市場(chǎng)部部長(zhǎng)Countries Marketing & Sales Directors各國(guó)市場(chǎng)營(yíng)銷部部長(zhǎng)Countries Production Directors 各國(guó)消費(fèi)部部長(zhǎng)Company CEO, Product Lines Vice Presidents 公司總裁，產(chǎn)品線副總裁Countries Managing Directors 各國(guó)管理部部長(zhǎng)SC Directors, Worldwide全球供應(yīng)量部部長(zhǎng)Country Financial Directors各國(guó)財(cái)務(wù)主管Goodyear ConfidentialAnd

34、Very Precise Schedule 準(zhǔn)確的方案Marketing Meeting 營(yíng)銷會(huì)議Preparing Forecasts預(yù)測(cè)預(yù)備Demand Meeting需求會(huì)議Cluster / Country S&OP meeting 相關(guān)國(guó)家s&op會(huì)議Supply Plans (rough cut capacity)供應(yīng)方案Finalize detail Ticket and sales plans最終確認(rèn)細(xì)節(jié)及銷售方案Full Financials全面的財(cái)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(jìn)口需求Preparing 1st production plan by sku and confirm Off takes exports根據(jù)規(guī)格預(yù)備第一個(gè)消費(fèi)方案，確認(rèn)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(zhǔn)確的文件Marketing Meeting營(yíng)銷會(huì)議Preparing Forecasts預(yù)備預(yù)測(cè)Demand Meeting需求會(huì)議Cluster / Country S&OP meeting相關(guān)國(guó)家召開S&OP會(huì)議Supply Plans 供應(yīng)方案(rough cut capacity)Finalize detail Ticket and sales plans 最終銷售戰(zhàn)略Full Financials 全面的財(cái)務(wù)方案Regional S&OPInter Region S&OPOff takes & imports requirements 定牌和

37、進(jìn)口需求Preparing 1st production plan by sku and confirm Off takes exports 按照規(guī)格預(yù)備消費(fèi)，確認(rèn)定牌出口POs placedBycountryBy PBUGlobalBy PBUAP LevelBycountryBycountryPhase In Phase Out; Promotion plans 促進(jìn)方案Sales Forecasts, by SKU, past sales銷售預(yù)測(cè)，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(guó)家劃分需求&供應(yīng)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(yīng)方案Import and exports plans by country, worldwide按照區(qū)域劃分進(jìn)口、出口方案Full financials estimates全面的財(cái)務(wù)方案預(yù)測(cè)Goodyear ConfidentialResults Achieved at Goodyear Asia Pacific Through S&OP 銷售運(yùn)營(yíng)方案在固特

39、異亞太區(qū)獲得的成果n Much lower inventory; 庫(kù)存量降低n Better customer satisfaction, improvement of OTIFn客戶稱心率提高,確認(rèn)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(xùn)的目的n Asia Pacific Supply Chain at Goodyear, overview 固特異亞太供應(yīng)鏈概略n S&OP, Overview; 銷售及運(yùn)作方案概略n S&OP Process at Goodyear 固特異的銷售運(yùn)作方案過程n S&OP, Detail view S&OP詳細(xì)細(xì)節(jié)n Next Steps 下一步Goodyear ConfidentialTo St

41、art With Define Your Planning Process 確認(rèn)方案流程n Get all functions involved;一切職能部門共同參與n Do it simple;簡(jiǎn)單化n Get a signoff from all functions;一切職能部門簽署認(rèn)可。n Organize training.組織培訓(xùn)Marketing Meeting營(yíng)銷會(huì)議Preparing Forecasts 預(yù)備預(yù)測(cè)Demand Meeting 需求會(huì)議S&OP meeting 銷售運(yùn)作方案會(huì)議Supply Plans (rough cut capacity) 供應(yīng)會(huì)議Finali

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