巴夫斯SOP运作经验分享.pptx

Sales Operations Planning – Two Decades of Learning at BASF;Alan L. Milliken CFPIM CIRM CSCP;Objectives of the Presentation;SOP Process Overview;SOP is the process with which we bring together all the plans for the business (customers, sales, marketing, development, manufacturing, sourcing, and financial) into one integrated set of plans. The objective of Sales Operations Planning is to arrive at a business “Game Plan” to help manage and allocate critical resources to meet the needs of the customer at the least cost to do so.;;;;SOP is a Five-Step Process:;The Basic SOP Grid:;Marketing Sales; improved customer service reduced inventory lower manufacturing distribution costs better control of overall business performance increased team work within and across functions;Steps in the SOP Process;Step 1: Updating Input Data;Key input data (e.g. inventory, sales, production, KPI’s, etc..) should be updated as soon after month-end as feasible. Typically, 2-3 business days are allowed for this sub-process. Key Performance Indicators (KPI’s) for data gathering include: Accuracy of the data Timeliness of sharing the data How well the data conforms to agreed upon formats ;Step 2: Demand Planning – Process Overview;Step 2: Demand Planning – Activities;Management Overrides Go Here;Step 2: Demand Planning – Forecastability;Step 2: Demand Planning –Symptoms You Need a Formal SOP Process;Marketing/Sales Suffer with the “Field of Dreams” Syndrome;Supply Chain Manager;Step 2: Supply Planning – Process Overview;Step 2: Supply Planning – Activities;Step 2: Supply Planning – Sample Plan;Supply Chain Manager;Step 4: Demand-Supply Balancing – Process Overview;Step 4: Demand-Supply Balancing – Activities;Step 5: Executive SOP Meeting;Step 5: Outputs Objectives of Executive SOP Meeting;Step 5: Sample SOP Plan in SAP;Step 5: Sample SOP Plan in EXCEL;Step 5: Sample SOP Business Scorecard;Keys to Success;SOP is Journey not a Destination;SOP Basics