固特异亚太区供应链总监培训教材最新S&OP操作(中英文对

GoodyearConfidential1S&OP:AnIntroduction销售及运作计划:导言Jean-LucLaboucheix,Feb1st2010GoodyearConfidential2Contents目录Objectivesofthispresentation培训的目的AsiaPacificSupplyChainatGoodyear,overview固特异亚太供应链概况S&OP,Overview;销售及运作计划概况S&OPProcessatGoodyear固特异的销售及运作计划方法S&OP,Detailview销售及运作计划的细节NextSteps下一步GoodyearConfidential3ObjectivesofthisPresentation培训的目的ExplaintheS&OPProcess;解释销售及运作计划的流程Answeryourquestions;解答问题AnalyzethepossibilityforTriangletocopewithGoodyearS&OP.分析三角与固特异在销售及运作计划方面合作的可能性GoodyearConfidential4Contents目录Objectivesofthispresentation培训的目的AsiaPacificSupplyChainatGoodyear,overview固特异亚太供应链概况S&OP,Overview;销售及运作计划概况S&OPProcessatGoodyear固特异销售及运作计划的方法S&OP,Detailview销售及运作计划的细节NextSteps下一步GoodyearConfidential5AsiaPacificSupplyChain:Overview亚太供应链概况ManufacturingFootprint工厂分布图LogisticsFootprint物流分布图8tireplants-3closedin3years-8个轮胎厂-3年内3个关闭50warehouses;50个仓库15’000containers/year;一年15000个货柜150’000truck/year;一年150000车TotalAPSCAssociates:300.亚太供应链员工总数300Inventorydays:48,includingintransit;存货周期48天，包括在途时间SalesForecastsaccuracy:70%;销售预期精确度70%OTIF:88%;交付率88%AbsoluteScheduleCompliance:91%;生产排产达成率91%Costtoserveperunit:$2.49每条供应链的成本$2.49RestoftheWorldGoodyearConfidential6Contents目录Objectivesofthispresentation培训的目的AsiaPacificSupplyChainatGoodyear,overview亚太供应链的概况S&OP,Overview;销售及运作计划概况S&OPProcessatGoodyear固特异销售及运作计划的方法S&OP,Detailview销售及运作计划的细节NextSteps下一步GoodyearConfidential7SupplyChainManages3MainFlows供应链管理的三个主要流程1.Physicalflows;实体流2.Demandflows;需求的信息流3.Trackingflows.追踪流GoodyearConfidential81.PhysicalFlows实体流Purchasing采购Manufacturing制造Distribution分配GoodyearConfidential92.DemandFlows需求的信息流Purchasing采购Manufacturing制造Distribution分销SalesForecasts销售预估FinishedGoodsPlanning成品计划RawMaterialsPlanning原材料计划GoodyearConfidential103.TrackingFlows追踪流Purchasing采购Manufacturing制造Distribution分配SalesForecasts销售预估FinishedGoodsPlanning成品计划RawMaterialsPlanning原材料计划Tracking追踪GoodyearConfidential11TheFlowsAreManagedThrough1Process:S&OP销售及运作计划掌控整个流程PurchasingManufacturingDistributionSalesForecastsFinishedGoodsPlanningRawMaterialsPlanningTrackingS&OP:SalesandOperationsPlanningGoodyearConfidential12S&OPIsaMeetingAmongAllFunctionstoAgreeon1Plan销售及运作计划是所有职能达成统一目标Goldenrule:1setofnumbersManufacturing制造Purchasing采购Sales销售SupplyChain供应链Marketing市场Finance财务BigBoss总指挥GoodyearConfidential13KeyObjective1:LinkingSupplyandFinancialswithMarketDemand关键目标1:用市场需求连接供应和财务S&OP销售及运作计划Sales&Marketing/productlifecycle销售&产品营销周期DemandPlanning需求计划SupplyPlanning供应计划FinancialForecast财务预测CustomerService客户服务InventoryManagement库存管里Mfg.Execution生产执行Demand需求Supply供应GoodyearConfidential14KeyObjective2:SingleandAgreedPlan关键目标2:单一的和一致的计划AllFunctionshaveexactlythesameplan,drivenbyCustomerSatisfactionandCompanystrategy;所有职能部门必须紧紧围绕客户满意度和公司战略决策的宗旨12monthsto5yearsplanninghorizon12个月到5年的规划周期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长期GoodyearConfidential15KeyObjective3:ToolUsedtoDriveTheCompany关键目标3:使公司运作的工具Fromshorttolongterm;从短期到长期PlansareupdatedtoreflectCompanystrategy,ortoreflectMarketchanges;计划应根据公司的策略或市场变化而调整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长期Operational操作上的Tactical技术上的Strategic战略上的GoodyearConfidential16MainBenefitsofUsingS&OP使用S&OP的好处Completealignmentamongallfunctions;所有职能部门目标的一致性DrivesCompanystrategy;制定公司策略Decisionmakingprocess,sharedbyall;所有人参与决策Visibility;可见性Solveshorttermissues;解决短期问题Planformidtermsolutionsifmidtermissues;如果有中期问题，制定中期解决方案。Planforlongtermsolutionsiflongtermissues;如果有长期问题，制定长期解决方案TooltodriveandachieveCompanyobjectivesandresults;策定及达成公司目标的途径Bringsdiscipline;制定规范Developteamworking;发扬团队合作GoodyearConfidential17…IfNoS&OPThen…如果没有S&OP···Functionsnotaligned;职责混乱Nopossibilitytodrivecompanystrategy;无法制定公司策略Multidecisions,notsharedbyall=nodecisions很多决策不能达成一致=没有决策Novisibility没有可见性Shorttermissuesaresolvedthroughemergency;只能通过紧急方式解决短期问题Midandlongtermplansarenotaddressed;中长期计划未显示Moredifficulttoachieveresults;难以达到成效NoTeamWorking;没有团队合作Toohighortoolittleinventory(RawMaterials,FinishedGoods);太多或者太少的存货（原材料，产成品）Poorcustomerservice;客户服务不周GoodyearConfidential18OneoftheKeyEnablerofS&OPis…销售运作计划的关键因素…notITsystems;不是IT系统…nothighlevelexperts;不是高水平的专家…DISCIPLINE纪律GoodyearConfidential19AHighLevelofDisciplineisRequiredAsS&OPisVeryPrecise销售及运营计划的高精确性要求有高的纪律性Monthlycycle/rolling18-24months月度循环/周期18-24个月MarketingMeeting营销会议PreparingForecasts准备预测DemandMeeting需求会议S&OPmeeting销售及运作会议SupplyPlans(roughcutcapacity)供应计划FinalizedetailProductionandsalesplans最终确定生产细节和销售计划FullFinancials全面的财务计划Marketingmanagersmeettodefineamarketingplan营销经理确定一个营销计划…toreachanagreedandcommonSales,Manufacturing,PurchasingandFinancialPlan.Theplansarenotonlyusedfornextmonth,butfornext18-24monthsaswell为了达到一致的和共同的销售，生产，采购和财务计划这个计划不仅用于下个月而且也要运用于以后的18-24个月TheMarketingPlaniscommunicatedtoSales.SalesprepareSalesForecastsbasedontheMarketingStrategy营销计划与销售是关联的。销售预测基于营销战略Sales,Marketing,SupplyChain,meettoagreeonafinalSalesForecastsplan销售，营销，供应环节共同制定销售预测计划SupplyChainuses