【8A文】S&ampamp;OP(销售与运作计划)实施经验分享.ppt

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1、Sales&OperationsPlanning–TwoDecadesofLearningatBASF销售与运作计划管理BASF20年学习经验分享AlanL.MillikenCFPIMCIRMCSCPApril14,2007AdvancingProductivity,Innovation,andCompetitiveSuccessRegionIVAlanL.MillikenCFPIMCIRMCSCP20+yearsatmajormanufacturingsitesworkinginProduction,Logist

2、ics,Process&QualityControl,IndustrialEngineering,Training,andScheduling20年以上专业制造场所从事生产，物流，流程和质量控制，工业工程，培训，和调度工作11+yearsasaSupplyChainConsultantandAPICSInstructorincludingtwoyearsinMexicoCityhelpingBASFMexicanaimprovetheirsupplychain11年以上供应链顾问和APICS讲师，包括在墨西哥巴斯夫

3、的两年，帮助其提高供应链管理水平IdentifiedbyanindependentconsultingfirmasoneofthreeAPICSmemberswhobestanswerthequestion,“WhatisaSupplyChainManager?”由一个独立的咨询公司确定为三个APICS成员之一，并最好地回答了“供应链管理是什么？“这个问题。ServedasanSME(SubjectMatterExpert)ontheteamthatdevelopedthenewCertifiedSupplyCha

4、inProfessional(CSCP)program.作为项目专家在团队中开发新的CSCP（认证供应链专家）项目。ServedasanSMEontheteamthatdevelopedthenewCertifiedForecastingProfessional(CFP)fortheInstituteofBusinessForecasting(IBF)作为项目专家为商业预测研究所（IBF）开发了新的认证预测师（CFP）项目EngineeringDegreefromAuburnUniversityandMBAfrom

5、ClemsonUniversityAuburn大学工程学学位，Clemson大学MBAObjectivesofthePresentation目标DefineformalSales&OperationsPlanning(S&OP)销售与运作计划定义DescribetheprimarystepsintheformalS&OPProcessandexplainthepurposeofeach描述标准S&OP的实施步骤，并对每个步骤进行解释说明Relatetheinputsandoutputsofeachstepinthe

6、process每一步骤相关的输入与输出Identifytheparticipantsinandresponsibilitiesforeachprimarystep为每个主要步骤识别主责和参与者DiscussKeyPerformanceIndicators(KPI’s)foreachstepintheprocess讨论每个步骤的关键绩效指标（KPI’s）S&OPProcessOverviewS&OP过程概述S&OPistheprocesswithwhichwebringtogetheralltheplansfort

7、hebusiness(customers,sales,marketing,development,manufacturing,sourcing,andfinancial)intooneintegratedsetofplans.S&OP是将所有业务计划（客户、销售、市场、开发、生产、资源以及财务）集成在一起的计划集。TheobjectiveofSales&OperationsPlanningistoarriveatabusiness“GamePlan”tohelpmanageandallocatecriticalre

8、sourcestomeettheneedsofthecustomerattheleastcosttodoso.S&OP的目标是帮助管理和分配关键资源，在成本最低的条件下满足客户的要求，是一套业务“游戏计划”。WhatisformalSales&OperationsPlanning?什么是销售与运作计划？Source:APICSIllustratedDicti