SOP操作中英文對(duì)照課件

S&OP:AnIntroduction

銷售及運(yùn)作計(jì)劃:導(dǎo)言Jean-LucLaboucheix,Feb1st20101Contents目錄Objectivesofthispresentation培訓(xùn)的目的AsiaPacificSupplyChainatGoodyear,overview固特異亞太供應(yīng)鏈概況S&OP,Overview;銷售及運(yùn)作計(jì)劃概況S&OPProcessatGoodyear固特異的銷售及運(yùn)作計(jì)劃方法S&OP,Detailview銷售及運(yùn)作計(jì)劃的細(xì)節(jié)NextSteps下一步2ObjectivesofthisPresentation培訓(xùn)的目的ExplaintheS&OPProcess;解釋銷售及運(yùn)作計(jì)劃的流程Answeryourquestions;解答問(wèn)題AnalyzethepossibilityforTriangletocopewithGoodyearS&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3AsiaPacificSupplyChain:Overview亞太供應(yīng)鏈概況ManufacturingFootprint工廠分布圖LogisticsFootprint物流分布圖8tireplants-3closedin3years-8個(gè)輪胎廠-3年內(nèi)3個(gè)關(guān)閉50warehouses;50個(gè)倉(cāng)庫(kù)15’000containers/year;一年15000個(gè)貨柜150’000truck/year;一年150000車TotalAPSCAssociates:300.亞太供應(yīng)鏈員工總數(shù)300Inventorydays:48,includingintransit;存貨周期48天，包括在途時(shí)間SalesForecastsaccuracy:70%;銷售預(yù)期精確度70%OTIF:88%;交付率88%AbsoluteScheduleCompliance:91%;生產(chǎn)排產(chǎn)達(dá)成率91%Costtoserveperunit:$2.49每條供應(yīng)鏈的成本$2.49RestoftheWorld5Contents目錄Objectivesofthispresentation培訓(xùn)的目的AsiaPacificSupplyChainatGoodyear,overview亞太供應(yīng)鏈的概況S&OP,Overview;銷售及運(yùn)作計(jì)劃概況S&OPProcessatGoodyear固特異銷售及運(yùn)作計(jì)劃的方法S&OP,Detailview銷售及運(yùn)作計(jì)劃的細(xì)節(jié)NextSteps下一步6SupplyChainManages3MainFlows供應(yīng)鏈管理的三個(gè)主要流程1.Physicalflows;實(shí)體流2.Demandflows;需求的信息流3.Trackingflows.追蹤流72.DemandFlows需求的信息流Purchasing采購(gòu)Manufacturing制造Distribution分銷SalesForecasts銷售預(yù)估FinishedGoodsPlanning成品計(jì)劃RawMaterialsPlanning原材料計(jì)劃93.TrackingFlows追蹤流Purchasing采購(gòu)Manufacturing制造Distribution分配SalesForecasts銷售預(yù)估FinishedGoodsPlanning成品計(jì)劃RawMaterialsPlanning原材料計(jì)劃Tracking追蹤10TheFlowsAreManagedThrough1Process:S&OP銷售及運(yùn)作計(jì)劃掌控整個(gè)流程PurchasingManufacturingDistributionSalesForecastsFinishedGoodsPlanningRawMaterialsPlanningTrackingS&OPS&OP:SalesandOperationsPlanning11KeyObjective1:LinkingSupplyandFinancialswithMarketDemand

關(guān)鍵目標(biāo)1:用市場(chǎng)需求連接供應(yīng)和財(cái)務(wù)S&OP銷售及運(yùn)作計(jì)劃Sales&Marketing/productlifecycle銷售&產(chǎn)品營(yíng)銷周期DemandPlanning需求計(jì)劃SupplyPlanning供應(yīng)計(jì)劃FinancialForecast財(cái)務(wù)預(yù)測(cè)CustomerService客戶服務(wù)InventoryManagement庫(kù)存管里Mfg.Execution生產(chǎn)執(zhí)行Demand需求Supply供應(yīng)13KeyObjective2:SingleandAgreedPlan關(guān)鍵目標(biāo)2:單一的和一致的計(jì)劃AllFunctionshaveexactlythesameplan,drivenbyCustomerSatisfactionandCompanystrategy;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12monthsto5yearsplanninghorizon12個(gè)月到5年的規(guī)劃周期M1M2M3M4M5M6M7M8M9M10M11M12Year1第一年Year2第二年Year3第三年Year4第四年Year5第五年Shortterm短期Midterm中期Longterm長(zhǎng)期14KeyObjective3:ToolUsedtoDriveTheCompany關(guān)鍵目標(biāo)3:使公司運(yùn)作的工具Fromshorttolongterm;從短期到長(zhǎng)期PlansareupdatedtoreflectCompanystrategy,ortoreflectMarketchanges;計(jì)劃應(yīng)根據(jù)公司的策略或市場(chǎng)變化而調(diào)整M1M2M3M4M5M6M7M8M9M10M11M12Year1第一年Year2第二年Year3第三年Year4第四年Year5第五年Shortterm短期Midterm中期Longterm長(zhǎng)期Operational操作上的Tactical技術(shù)上的Strategic戰(zhàn)略上的15…IfNoS&OPThen…如果沒有S&OP···Functionsnotaligned;職責(zé)混亂Nopossibilitytodrivecompanystrategy;無(wú)法制定公司策略Multidecisions,notsharedbyall=>nodecisions很多決策不能達(dá)成一致=>沒有決策Novisibility沒有可見性Shorttermissuesaresolvedthroughemergency;只能通過(guò)緊急方式解決短期問(wèn)題Midandlongtermplansarenotaddressed;

中長(zhǎng)期計(jì)劃未顯示Moredifficulttoachieveresults;難以達(dá)到成效NoTeamWorking;沒有團(tuán)隊(duì)合作Toohighortoolittleinventory(RawMaterials,FinishedGoods);太多或者太少的存貨（原材料，產(chǎn)成品）Poorcustomerservice;客戶服務(wù)不周17OneoftheKeyEnablerofS&OPis…銷售運(yùn)作計(jì)劃的關(guān)鍵因素…notITsystems;不是IT系統(tǒng)…nothighlevelexperts;不是高水平的專家

…DISCIPLINE紀(jì)律18AHighLevelofDisciplineisRequiredAsS&OPisVeryPrecise銷售及運(yùn)營(yíng)計(jì)劃的高精確性要求有高的紀(jì)律性Monthlycycle/rolling18-24months月度循環(huán)/周期18-24個(gè)月MarketingMeeting營(yíng)銷會(huì)議PreparingForecasts準(zhǔn)備預(yù)測(cè)DemandMeeting需求會(huì)議S&OPmeeting銷售及運(yùn)作會(huì)議SupplyPlans(roughcutcapacity)供應(yīng)計(jì)劃FinalizedetailProductionandsalesplans最終確定生產(chǎn)細(xì)節(jié)和銷售計(jì)劃FullFinancials全面的財(cái)務(wù)計(jì)劃Marketingmanagersmeettodefineamarketingplan營(yíng)銷經(jīng)理確定一個(gè)營(yíng)銷計(jì)劃…toreachanagreedandcommonSales,Manufacturing,PurchasingandFinancialPlan.Theplansarenotonlyusedfornextmonth,butfornext18-24monthsaswell為了達(dá)到一致的和共同的銷售，生產(chǎn)，采購(gòu)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TheMarketingPlaniscommunicatedtoSales.SalesprepareSalesForecastsbasedontheMarketingStrategy營(yíng)銷計(jì)劃與銷售是關(guān)聯(lián)的。銷售預(yù)測(cè)基于營(yíng)銷戰(zhàn)略Sales,Marketing,SupplyChain,meettoagreeonafinalSalesForecastsplan銷售，營(yíng)銷，供應(yīng)環(huán)節(jié)共同制定銷售預(yù)測(cè)計(jì)劃SupplyChainusesthefinalSalesForecaststoprepareaSupplyPlan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SalesandSupplyPlansarereviewedduringameeting–S&OPMeeting-byallTopManagers.Anagreedplanisreached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Basedontheagreedplan,SalesandOperationsfinalizetheplanatSKUlevel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BasedonthedetailSalesandProductionplan,Financerunthefinancialsprojection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19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(yíng)策略的績(jī)效測(cè)評(píng)。2.創(chuàng)建一個(gè)單一的達(dá)成共識(shí)的銷售計(jì)劃，此計(jì)劃對(duì)銷售，供應(yīng)和庫(kù)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(jī)衡量和確定改進(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(kù)存d.庫(kù)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(yíng)計(jì)劃的關(guān)鍵促進(jìn)因素和期望結(jié)果21S&OP,Principles(2/2)銷售及運(yùn)營(yíng)計(jì)劃，原理（2/2）ThefinaloutputofS&OPprocessisafinancialplan,notanProduction/Sales/Inventory–PSI-planinunits;銷售及運(yùn)營(yíng)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(kù)存的數(shù)量。ItdrivesnotonlyCapexbutPurchasingaswell;制定固定資產(chǎn)及采購(gòu)計(jì)劃TheChairmanoftheS&OPmeetingistheManagingDirector;銷售及運(yùn)營(yíng)會(huì)議的支持人是常務(wù)董事22S&OP,Principles(1/2)S&OP–Sales&OperationsPlanning-isarollingmonthlyprocessusedtodrivethecompanyfromstrategytooperations;.Theplanninghorizonisusuallybetween18to24months,inmonthlybuckets;Processowner:SupplyChainAllfunctionsareinvolved:Management,Finance,Manufacturing,R&D,Purchasing&Sourcing,Sales,Marketing,SupplyChain;23Contents內(nèi)容Objectivesofthispresentation此次介紹的目標(biāo)AsiaPacificSupplyChainatGoodyear,overview

固特異亞太供應(yīng)鏈，概況S&OP,Overview;銷售及運(yùn)營(yíng)計(jì)劃，概況S&OPProcessatGoodyear銷售及運(yùn)營(yíng)計(jì)劃再固特異的實(shí)施S&OP,Detailview銷售及運(yùn)營(yíng)計(jì)劃，詳細(xì)內(nèi)容NextSteps下一步計(jì)劃25S&OPinAP:NotCentralized,NotLocal,ButBoth亞太區(qū)s&op既體現(xiàn)一致性，又有獨(dú)立性Monthlycycle/rolling18-24monthsMarketingMeeting營(yíng)銷會(huì)議PreparingForecasts準(zhǔn)備預(yù)測(cè)DemandMeeting需求會(huì)議Cluster/CountryS&OPmeeting按照國(guó)家劃分召開S&OP會(huì)議SupplyPlans(roughcutcapacity)供應(yīng)計(jì)劃FinalizedetailTicketandsalesplans制定詳細(xì)的生產(chǎn)計(jì)劃及最終銷售計(jì)劃FullFinancials全面的財(cái)務(wù)計(jì)劃RegionalRvsCbyPBU(APS&OP)InterRegionS&OP區(qū)域內(nèi)部S&OP會(huì)議Offtakes&importsrequirements定牌&進(jìn)口需求Preparing1stproductionplanbyskuandconfirmOfftakesexports準(zhǔn)備具體哦規(guī)格的生產(chǎn)計(jì)劃，確認(rèn)定牌出口POsplacedBycountryByPBUGlobalByPBUAPLevelBycountryBycountryAhybridmodeltocopewithAsiaPacificComplexity26…AndVeryPreciseDocuments精確的文件MarketingMeeting營(yíng)銷會(huì)議PreparingForecasts準(zhǔn)備預(yù)測(cè)DemandMeeting需求會(huì)議Cluster/CountryS&OPmeeting相關(guān)國(guó)家召開S&OP會(huì)議SupplyPlans供應(yīng)計(jì)劃(roughcutcapacity)FinalizedetailTicketandsalesplans最終銷售策略FullFinancials全面的財(cái)務(wù)計(jì)劃RegionalS&OPInterRegionS&OPOfftakes&importsrequirements定牌和進(jìn)口需求Preparing1stproductionplanbyskuandconfirmOfftakesexports按照規(guī)格準(zhǔn)備生產(chǎn)，確認(rèn)定牌出口POsplacedBycountryByPBUGlobalByPBUAPLevelBycountryBycountryPhaseIn–PhaseOut;Promotionplans促進(jìn)計(jì)劃SalesForecasts,bySKU,pastsales銷售預(yù)測(cè)，按照規(guī)格，以往的銷售SupplyPlansbykeyconstraints銷售計(jì)劃Demand&SupplyPlansbycountry,pastandfuture,highlevel按照國(guó)家劃分需求&供應(yīng)計(jì)劃，過(guò)去的、未來(lái)的Demand&SupplyPlans,pastandfuture,detailview總覽過(guò)去和未來(lái)的需求&供應(yīng)計(jì)劃Importandexportsplansbycountry,worldwide按照區(qū)域劃分進(jìn)口、出口計(jì)劃Fullfinancialsestimates全面的財(cái)務(wù)計(jì)劃預(yù)測(cè)29ResultsAchievedatGoodyearAsiaPacificThroughS&OP銷售運(yùn)營(yíng)計(jì)劃在固特異亞太區(qū)取得的成果Muchlowerinventory;庫(kù)存量降低Bettercustomersatisfaction,improvementofOTIF客戶滿意率提高,確認(rèn)率提高Strategicplaninplacetoplanforfuturecapacityinvestments;制定了未來(lái)能力投資戰(zhàn)略發(fā)展規(guī)劃Disinvestmentsplansinplace(upgradingcapacity,restructuring)制定了重整計(jì)劃（產(chǎn)能提高，重整）Onesetofnumber,sharedandagreedbyallfunctions;所有職能部門共享一組數(shù)據(jù)30Contents內(nèi)容Objectivesofthispresentation培訓(xùn)的目的AsiaPacificSupplyChainatGoodyear,overview固特異亞太供應(yīng)鏈概況S&OP,Overview;銷售及運(yùn)作計(jì)劃概況S&OPProcessatGoodyear固特異的銷售運(yùn)作計(jì)劃過(guò)程S&OP,DetailviewS&OP具體細(xì)節(jié)NextSteps下一步31ToStartWith…DefineYourPlanningProcess確認(rèn)計(jì)劃流程Getallfunctionsinvolved;所有職能部門共同參與Doitsimple;簡(jiǎn)單化Getasignofffromallfunctions;所有職能部門簽署認(rèn)可。Organizetraining.組織培訓(xùn)MarketingMeeting營(yíng)銷會(huì)議PreparingForecasts準(zhǔn)備預(yù)測(cè)DemandMeeting需求會(huì)議S&OPmeeting銷售運(yùn)作計(jì)劃會(huì)議SupplyPlans(roughcutcapacity)供應(yīng)會(huì)議FinalizedetailProductionandsalesplans最終確定生產(chǎn)銷售計(jì)劃FullFinancials全面的財(cái)務(wù)計(jì)劃Marketingmanagersmeettodefineamarketingplan營(yíng)銷經(jīng)理共同制定營(yíng)銷計(jì)劃TheMarketingPlaniscommunicatedtoSales.SalesprepareSalesForecastsbasedontheMarketingStrategy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,SupplyChain,meettoagreeonafinalSalesForecastsplan銷售、市場(chǎng)、供應(yīng)鏈共同制定銷售預(yù)測(cè)計(jì)劃SupplyChainusesthefinalSalesForecaststoprepareaSupplyPlan供應(yīng)鏈根據(jù)最終確定的銷售預(yù)測(cè)準(zhǔn)備供應(yīng)計(jì)劃SalesandSupplyPlansarereviewedduringameeting–S&OPMeeting-byallTopManagers.Anagreedplanisreached銷售及供應(yīng)計(jì)劃在會(huì)議上共同討論Basedontheagreedplan,SalesandOperationsfinalizetheplanatSKUlevel根據(jù)最終確認(rèn)的計(jì)劃，銷售和執(zhí)行部門確認(rèn)具體規(guī)格的計(jì)劃BasedonthedetailSalesandProductionplan,Financerunthefinancials