固特異亞太區(qū)供應(yīng)鏈總監(jiān)培訓(xùn)教材——最新SOP操作中英對(duì)照

1、goodyear confidential1s&op : an introduction銷售及運(yùn)作計(jì)劃銷售及運(yùn)作計(jì)劃:導(dǎo)言導(dǎo)言jean-luc laboucheix, feb 1st 2010goodyear confidential2contents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)鏈概況n s&op, overview;銷售及運(yùn)作計(jì)劃概況n s&op process at goodyear固特異的銷售及運(yùn)作計(jì)劃

2、方法n s&op, detail view銷售及運(yùn)作計(jì)劃的細(xì)節(jié)n next steps下一步goodyear confidential3objectives of this presentation培訓(xùn)的目的n explain the s&op process;解釋銷售及運(yùn)作計(jì)劃的流程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)作計(jì)劃方面合作的可能性goodyear confidential4conte

3、nts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)鏈概況n s&op, overview;銷售及運(yùn)作計(jì)劃概況n s&op process at goodyear固特異銷售及運(yùn)作計(jì)劃的方法n s&op, detail view銷售及運(yùn)作計(jì)劃的細(xì)節(jié)n next steps下一步goodyear confidential5asia pacific supply chain: overview 亞太供應(yīng)鏈概況manufacturin

4、g footprint工廠分布圖logistics footprint物流分布圖n8 tire plants -3 closed in 3 years-8個(gè)輪胎廠-3年內(nèi)3個(gè)關(guān)閉n50 warehouses;50個(gè)倉庫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

5、%;銷售預(yù)期精確度70%notif: 88%;交付率88%nabsolute schedule compliance: 91%;生產(chǎn)排產(chǎn)達(dá)成率91%ncost to serve per unit: $2.49 每條供應(yīng)鏈的成本$2.49rest of the worldgoodyear confidential6contents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)鏈的概況n s&op, overview;銷售及運(yùn)作計(jì)劃概況n s&

6、op process at goodyear固特異銷售及運(yùn)作計(jì)劃的方法n s&op, detail view銷售及運(yùn)作計(jì)劃的細(xì)節(jié)n next steps下一步goodyear confidential7supply 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 confidential81. physical flows實(shí)體流purchasing采購manufacturing制造distributi

7、on分配goodyear confidential92. demand flows需求的信息流purchasing采購采購manufacturing制造制造distribution分銷分銷sales forecasts銷售預(yù)估銷售預(yù)估finished goods planning 成品計(jì)劃成品計(jì)劃raw materials planning 原材料計(jì)劃原材料計(jì)劃goodyear confidential103. 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(yù)估finished

8、 goods planning 成品計(jì)劃raw materials planning原材料計(jì)劃tracking追蹤goodyear confidential11the flows are managed through 1 process: s&op銷售及運(yùn)作計(jì)劃掌控整個(gè)流程purchasingmanufacturingdistributionsales forecastsfinished goods planningraw materials planningtrackings&ops&op: sales and operations planninggoodyear

9、 confidential12s&op is a meeting among all functions to agree on 1 plan 銷售及運(yùn)作計(jì)劃是所有職能達(dá)成統(tǒng)一目標(biāo)銷售及運(yùn)作計(jì)劃是所有職能達(dá)成統(tǒng)一目標(biāo)golden rule: 1 set of numbersmanufacturing制造制造purchasing采購采購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 總指揮總指揮goodyear confidential13key objective 1: linking supply and fi

10、nancials with market demand 關(guān)鍵目標(biāo)關(guān)鍵目標(biāo)1:用市場(chǎng)需求連接供應(yīng)和財(cái)務(wù)用市場(chǎng)需求連接供應(yīng)和財(cái)務(wù)s&op銷售及運(yùn)銷售及運(yùn)作計(jì)劃作計(jì)劃sales & marketing / product life cycle 銷售銷售&產(chǎn)品產(chǎn)品營銷周期營銷周期demand planning 需求計(jì)劃需求計(jì)劃supply planning 供應(yīng)計(jì)劃供應(yīng)計(jì)劃financial forecast 財(cái)務(wù)預(yù)測(cè)財(cái)務(wù)預(yù)測(cè)customer service 客戶服務(wù)客戶服務(wù)inventory management庫存管里庫存管里mfg. execution 生產(chǎn)執(zhí)行生產(chǎn)執(zhí)行d

11、emand 需求需求supply 供應(yīng)供應(yīng)goodyear confidential14key objective 2: single and agreed plan關(guān)鍵目標(biāo)2:單一的和一致的計(jì)劃n all functions have exactly the same plan, driven by customer satisfaction and company strategy;n所有職能部門必須緊緊圍繞客戶滿意度和公司戰(zhàn)略決策的宗旨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 m

12、9 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 confidential15key objective 3: tool used to drive the company關(guān)鍵目標(biāo)3:使公司運(yùn)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

13、;計(jì)劃應(yīng)根據(jù)公司的策略或市場(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長期operational操作上的tactical技術(shù)上的strategic戰(zhàn)略上的goodyear confidential16main benefits of using s&op 使用使用s&op的好處的好處n complete alignment among all functi

14、ons;所有職能部門目標(biāo)的一致性n drives company strategy;制定公司策略n decision making process, shared by all;所有人參與決策n visibility;可見性n solve short term issues;解決短期問題n plan for mid term solutions if mid term issues;如果有中期問題，制定中期解決方案。n plan for long term solutions if long term issues;如果有長期問題，制定長期解決方案n tool to drive and ach

15、ieve company objectives and results; 策定及達(dá)成公司目標(biāo)的途徑n brings discipline;制定規(guī)范n develop team working;發(fā)揚(yáng)團(tuán)隊(duì)合作goodyear confidential17if no s&op then如果沒有s&opn functions not aligned;職責(zé)混亂n no possibility to drive company strategy;無法制定公司策略n multi decisions, not shared by all = no decisions很多決策不能達(dá)成一致=沒有決

16、策n no visibility沒有可見性n short term issues are solved through emergency;只能通過緊急方式解決短期問題n mid and long term plans are not addressed; 中長期計(jì)劃未顯示n more difficult to achieve results;難以達(dá)到成效n no team working;沒有團(tuán)隊(duì)合作n too high or too little inventory (raw materials, finished goods);太多或者太少的存貨（原材料，產(chǎn)成品）n poor custo

17、mer service;客戶服務(wù)不周goodyear confidential18one of the key enabler of s&op is銷售運(yùn)作計(jì)劃的關(guān)鍵因素n not it systems;不是it系統(tǒng)n not high level experts;不是高水平的專家n discipline 紀(jì)律goodyear confidential19a high level of discipline is required as s&op is very precise銷售及運(yùn)營計(jì)劃的高精確性要求有高的紀(jì)律性monthly cycle / rolling 18-24 m

18、onths月度循環(huán)月度循環(huán)/周期周期18-24個(gè)月個(gè)月marketing meeting營銷會(huì)議preparing forecasts準(zhǔn)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)計(jì)劃finalize detail production and sales plans最終確定生產(chǎn)細(xì)節(jié)和銷售計(jì)劃full financials 全面的財(cái)務(wù)計(jì)劃marketing managers meet to define a marketing plan營銷經(jīng)理確定一個(gè)營銷計(jì)劃to reach an

19、 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為了達(dá)到一致的和共同的銷售，生產(chǎn)，采購和財(cái)務(wù)計(jì)劃這個(gè)計(jì)劃不僅用于下個(gè)月而且也要運(yùn)用于以后的18-24個(gè)月the marketing plan is communicated to sales. sales prepare sales forecasts based on the marketing s

20、trategy營銷計(jì)劃與銷售是關(guān)聯(lián)的。銷售預(yù)測(cè)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(yīng)環(huán)節(jié)共同制定銷售預(yù)測(cè)計(jì)劃supply chain uses the final sales forecasts to prepare a supply plan供應(yīng)環(huán)節(jié)根據(jù)最終的銷售預(yù)測(cè)準(zhǔn)備供應(yīng)計(jì)劃sales and supply plans are reviewed during a meeting s&op meeting- by all top manag

21、ers. an agreed plan is reached在s&op會(huì)議上探討銷售和供應(yīng)計(jì)劃，所有高層負(fù)責(zé)人參加，制定同意規(guī)劃based on the agreed plan, sales and operations finalize the plan at sku level基于一致的計(jì)劃，銷售和生產(chǎn)最終確定具體規(guī)格的計(jì)劃based on the detail sales and production plan, finance run the financials projection基于詳細(xì)的銷售和生產(chǎn)計(jì)劃，財(cái)務(wù)運(yùn)作財(cái)務(wù)計(jì)劃goodyear confidential20key

22、 enablers of s&op1. create a repeatable rolling 18 to 24 months horizon planning process and measure performance to aop/business strategy2. create a single consensus sales plan that allows development of realistic (demand) sales, supply and inventory plans across all functions3. create clear rol

23、es and responsibilities that drive decisions to deliver the s&op plan4. create a platform for continuous improvement based on on-going & strategic business needs5. build cross-functional teamwork expected results1.work within formal structure of s&op process2.proactively identify and add

24、ress supply and demand imbalances3.improved life cycle planning4.create consistent performance measurement and identify areas for improvementa.sales forecast accuracyb.production compliancec. inventory daysd.slow moving inventorye.customer service: otiff.resource utilization/costg.financial forecast

25、 accuracyenablers and key expected results from s&op goodyear confidential21銷售和運(yùn)用規(guī)劃的關(guān)鍵促進(jìn)因素：1.創(chuàng)建一個(gè)變動(dòng)的18至24個(gè)月的規(guī)劃進(jìn)程和年度計(jì)劃經(jīng)營策略的績效測(cè)評(píng)。2.創(chuàng)建一個(gè)單一的達(dá)成共識(shí)的銷售計(jì)劃，此計(jì)劃對(duì)銷售，供應(yīng)和庫存計(jì)劃的改進(jìn)是可行的。3.建立明確的角色和責(zé)任分工，推動(dòng)銷售和運(yùn)用計(jì)劃的實(shí)行。4.建議一個(gè)基于連續(xù)和戰(zhàn)略業(yè)務(wù)需要的不斷改進(jìn)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)行2.積極主動(dòng)地查明和解決供求失衡3.改進(jìn)的進(jìn)程周期規(guī)劃4.創(chuàng)建一致的業(yè)績衡量和確

26、定改進(jìn)的領(lǐng)域a.銷售預(yù)測(cè)的準(zhǔn)確性b.票據(jù)一直性c.庫存d.庫存變動(dòng)小e.消費(fèi)者服務(wù)，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)營計(jì)劃的關(guān)鍵促進(jìn)因素和期望結(jié)果goodyear confidential22s&op, principles (2/2) 銷售及運(yùn)營計(jì)劃，原理（2/2）n the final output of s&op process is a financial plan, not an production/sales/inventory psi- plan in units; 銷售及運(yùn)營的末級(jí)輸出是一個(gè)財(cái)務(wù)計(jì)劃，而不是單單的一個(gè)生產(chǎn)、銷售、庫存的數(shù)量。

27、n it drives not only capex but purchasing as well; 制定固定資產(chǎn)及采購計(jì)劃n the chairman of the s&op meeting is the managing director; 銷售及運(yùn)營會(huì)議的支持人是常務(wù)董事goodyear confidential23s&op, principles (1/2)n s&op sales & operations planning- is a rolling monthly process used to drive the company from stra

28、tegy 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 confidential24銷售及運(yùn)營計(jì)劃原理（銷售及運(yùn)營計(jì)劃

29、原理（1/2） 銷售及運(yùn)營計(jì)劃是一套標(biāo)準(zhǔn)的流程，涵蓋了從決策到操作的所有流程。 規(guī)劃周期一般在18到24個(gè)月，逐月制定計(jì)劃。 流程負(fù)責(zé)人：供應(yīng)鏈 所有的職責(zé)包括:管理、財(cái)務(wù)、生產(chǎn)、技術(shù)、采購、銷售、市場(chǎng)以及供應(yīng)鏈 goodyear confidential25contents內(nèi)容n objectives of this presentation 此次介紹的目標(biāo)n asia pacific supply chain at goodyear, overview 固特異亞太供應(yīng)鏈，概況n s&op, overview; 銷售及運(yùn)營計(jì)劃，概況n s&op process at good

30、year 銷售及運(yùn)營計(jì)劃再固特異的實(shí)施n s&op, detail view 銷售及運(yùn)營計(jì)劃，詳細(xì)內(nèi)容n next steps 下一步計(jì)劃goodyear confidential26s&op in ap: not centralized, not local, but both 亞太區(qū)s&op既體現(xiàn)一致性，又有獨(dú)立性monthly cycle / rolling 18-24 monthsmarketing meeting營銷會(huì)議preparing forecasts準(zhǔn)備預(yù)測(cè)demand meeting需求會(huì)議cluster / country s&op mee

31、ting按照國家劃分召開s&op會(huì)議supply plans (rough cut capacity)供應(yīng)計(jì)劃finalize detail ticket and sales plans 制定詳細(xì)的生產(chǎn)計(jì)劃及最終銷售計(jì)劃full financials全面的財(cái)務(wù)計(jì)劃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 confir

32、m off takes exports準(zhǔn)備具體哦規(guī)格的生產(chǎn)計(jì)劃，確認(rèn)定牌出口pos placedbycountryby pbuglobalby pbuap levelbycountrybycountrya hybrid model to cope with asia pacific complexity goodyear confidential27high involvement of key executives 部門主管高度參與marketing meeting營銷會(huì)議preparing forecasts準(zhǔn)備預(yù)測(cè)demand meeting 需求會(huì)議cluster / country

33、s&op meeting相關(guān)國家s&op會(huì)議supply plans (rough cut capacity)供應(yīng)計(jì)劃finalize detail ticket and sales plans 最終銷售計(jì)劃full financials 全面財(cái)務(wù)計(jì)劃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

34、 takes exports根據(jù)規(guī)格準(zhǔn)備生產(chǎn)計(jì)劃，確認(rèn)定牌出口pos placedbycountryby pbuglobalby pbuap levelbycountrybycountrycountries marketing directors各國市場(chǎng)部部長countries marketing & sales directors各國市場(chǎng)營銷部部長countries production directors 各國生產(chǎn)部部長company ceo, product lines vice presidents 公司總裁，產(chǎn)品線副總裁countries managing directors

35、 各國管理部部長sc directors, worldwide全球供應(yīng)量部部長country financial directors各國財(cái)務(wù)主管goodyear confidential28and very precise schedule 精確的計(jì)劃marketing meeting 營銷會(huì)議preparing forecasts預(yù)測(cè)準(zhǔn)備demand meeting需求會(huì)議cluster / country s&op meeting 相關(guān)國家s&op會(huì)議supply plans (rough cut capacity)供應(yīng)計(jì)劃finalize detail ticket an

36、d sales plans最終確認(rèn)細(xì)節(jié)及銷售計(jì)劃full financials全面的財(cái)務(wù)計(jì)劃regional s&op區(qū)域性s&opinter region s&op 區(qū)域內(nèi)部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)格準(zhǔn)備第一個(gè)生產(chǎn)計(jì)劃，確認(rèn)定牌出口pos placedbycountryby pbuglobalby pbuap levelbycountrybycou

37、ntrybetween day 18 and 21day 6 between day 8 and 9between day 12 and 13day 16day 17between day 19 and 20goodyear confidential29and very precise documents精確的文件marketing meeting營銷會(huì)議preparing forecasts準(zhǔn)備預(yù)測(cè)demand meeting需求會(huì)議cluster / country s&op meeting相關(guān)國家召開s&op會(huì)議supply plans 供應(yīng)計(jì)劃(rough cut ca

38、pacity)finalize detail ticket and sales plans 最終銷售策略full financials 全面的財(cái)務(wù)計(jì)劃regional s&opinter region s&opoff takes & imports requirements 定牌和進(jìn)口需求preparing 1st production plan by sku and confirm off takes exports 按照規(guī)格準(zhǔn)備生產(chǎn)，確認(rèn)定牌出口pos placedbycountryby pbuglobalby pbuap levelbycountrybycount

39、ryphase in phase out; promotion plans 促進(jìn)計(jì)劃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銷售計(jì)劃demand & supply plans by country, past and future, high level按照國家劃分需求&供應(yīng)計(jì)劃，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)計(jì)劃import an

40、d exports plans by country, worldwide按照區(qū)域劃分進(jìn)口、出口計(jì)劃full financials estimates全面的財(cái)務(wù)計(jì)劃預(yù)測(cè)goodyear confidential30results achieved at goodyear asia pacific through s&op 銷售運(yùn)營計(jì)劃在固特異亞太區(qū)取得的成果n much lower inventory; 庫存量降低n better customer satisfaction, improvement of otifn客戶滿意率提高,確認(rèn)率提高n strategic plan in pl

41、ace to plan for future capacity investments;制定了未來能力投資戰(zhàn)略發(fā)展規(guī)劃n disinvestments plans in place (upgrading capacity, restructuring)制定了重整計(jì)劃（產(chǎn)能提高，重整）n one set of number, shared and agreed by all functions;所有職能部門共享一組數(shù)據(jù)goodyear confidential31contents 內(nèi)容n objectives of this presentation 培訓(xùn)的目的n asia pacific su

42、pply chain at goodyear, overview 固特異亞太供應(yīng)鏈概況n s&op, overview; 銷售及運(yùn)作計(jì)劃概況n s&op process at goodyear 固特異的銷售運(yùn)作計(jì)劃過程n s&op, detail view s&op具體細(xì)節(jié)n next steps 下一步goodyear confidential32to start with define your planning process 確認(rèn)計(jì)劃流程n get all functions involved;所有職能部門共同參與n do it simple;簡單化n

43、get a signoff from all functions;所有職能部門簽署認(rèn)可。n organize training.組織培訓(xùn)marketing meeting營銷會(huì)議preparing forecasts 準(zhǔn)備預(yù)測(cè)demand meeting 需求會(huì)議s&op meeting 銷售運(yùn)作計(jì)劃會(huì)議supply plans (rough cut capacity) 供應(yīng)會(huì)議finalize detail production and sales plans 最終確定生產(chǎn)銷售計(jì)劃full financials 全面的財(cái)務(wù)計(jì)劃marketing managers meet to define a marketing plan 營銷經(jīng)理共同制定營銷計(jì)劃the marketing plan is communicated to sales. sales prepare sales forecasts based on the marketing strategy 市場(chǎng)計(jì)劃與銷售息息相關(guān)，銷售在市場(chǎng)計(jì)劃的基礎(chǔ)上進(jìn)行預(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)計(jì)劃supply chain uses the final s