Sales & Operations Planning

Transcription

1 for Sales & / It is far better to foresee even without certainty than not to foresee at all. - Henri Poincare Trainer Profile Steve Allanson Managing Director of Veloc Ltd Steve Allanson is the Managing Director of Veloc Ltd, UK s leading supply chain Consultancy Company. He has over 15 years of rich experience with major companies such as Unilever, Nabisco and Pedigree Masterfoods, Steve helps to drive improvement of supply chain operations in various companies. His particular expertise is in the transition of sales forecast into demand plans and operational plans including the management of forecast variability and its consequences in a range of business development. Key Themes * You may found further information on him on page 3 Identifying the best tools and systems that can increase the demand forecast accuracy Boosting up your demand forecast accuracy to improve customer service and achieve better inventory management Discovering the impact of current environment to demand forecasting Achieving consensus in your sales & operations planning through effective two way communication Measuring your current demand forecast performance to support a strategic demand forecast plan Mapping up the most effective demand planning strategy

2 Benefits Of Attending From this workshop and conference you will be able to: Analyzing the criticality of your sales and operations planning Utilizing the efficient ways to increase forecast accuracy Exploring the impact of current economy to demand forecasting Benchmarking your demand forecasting strategy to boost up sales revenue Enhancing your customer service by meeting the customers demand Overcoming challenges face in sales and operation planning Measuring the effectiveness of your current demand forecasting Information sharing and partnerships with other top organizations Understanding the best demand planning life cycle management Who Should Attend Heads, Senior Managers, Managers, Professionals and Executives in charge of: Demand forecasting and planning Sales & (S&OP) Forecasting, Inventory & Planners Business Development Marketing Supply Chain Supply Demand Planner Sales Strategic Planner From the following industries: Fast Moving Consumer Goods Health and Pharmaceuticals Manufacturing Information Technology Corporate In-house Training Programme If you have more than 8 delegates attending an in-house course, the savings to your organization can be substantial since our corporate in-house courses are charged by the day, not per delegate, therefore you pay one rate regardless of the number of people you wish to train (subject to a maximum class size). For more information please contact Ms. Chua Bin Jue on: binjue.chua@toplink-asia.com

3 Trainer s Profile Steve Allanson is the Managing Director of Veloc Ltd, UK s leading supply chain Consultancy Company and in fact,very well-known to the UK FMCG market. His list of clients includes huge companies such as Mars Inc., Finsbury Food Group, Hain Celestial, Tayto Group, Molton Brown Cosmetics and etc. Furthermore, with his over 15 years of experience with major companies such as Unilever, Nabisco and Pedigree Masterfoods, Steve helps to drive improvement of supply chain operations in various companies. Steve also has worked extensively in supply chain focusing on Sales Forecasting, Demand Management, Operational, S&OP and also the implementation of integrated supply chain operations. Moreover, his particular expertise is in the transition of sales forecast into demand plans and operational plans including the management of forecast variability and its consequences in a range of business development. Other than that, in 1994, he served as the Supply Chain Manager for Pedigree Masterfoods and has completely overhauled the supply chain operations which lead to a major positive impact such as reducing the inventory by 34Million, reducing the supply chain costs by 20Million per annum and successfully improving the customer service level to historic highs of 99%. By joining this workshop, Steve will lead you to the best ways to get greater demand forecast accuracy, discovering the most effective demand planning strategy and certainly upgrading your customer services. Objectives of the workshop Extracting the key effective tools that can boost up your demand forecast approach Exploring the similarities and differences in demand forecasting across different industries Measuring your demand forecast accuracy and how to improve its accurateness Instant exposure on the latest demand management strategy Examining the methods and planning system used by various companies Integrating different elements to increase your S&OP performance PROGRAM SCHEDULE Day one & two 0830 Registration & Morning Coffee 0900 Workshop Commences 1000 Morning Refreshments & Networking 1030 Workshop Commences 1230 Networking & Luncheon 1330 Workshop Commences 1500 Afternoon Refreshments 1530 Workshop Commences 1700 End of Workshop

4 for Sales Agenda Workshop Day 1 Course Introduction Introductions Course Overview Understanding Important Terminology For Demand Forecasting/Management The Transition of the Demand Plan into Operational Plans and The Business Consequences of Forecast Accuracy. Translating Demand Plans into Operational Plans Capacity Forecast Accuracy and Manufacturing Costs manufacturing frequency, unplanned expediting, labour costs and more. The relationship between forecast accuracy and inventory The relationship between forecast accuracy and waste. Identifying how demand forecasting fits with other key processes in the organization Linkages Throughout The Company Business and Supply Chain Strategy Financial Sales & Supply Chain Execution Financial Benefits Understanding the key elements of the demand planning process and integrating them to increase demand forecast accuracy Key Design Parameters Forecast Horizon Forecast Hierarchy, Levels of Forecasting Frequency Time Fences Roles & Responsibilities/RACI Charts Orders vs. Forecast Base/Statistical Forecast Functional Integration (Sales, Marketing, Finance) Using Point of Sale (POS) Data New Product Introductions Macroeconomic Effects Management Input Achieving Consensus Assessing similarities and differences in demand forecasting across different industries Demand and Market Driven Organizations Supply Driven Organizations Seasonality Promotions POS Data Usage Market Effects And Price Elasticity Make-To-Order, Make-To-Forecast, Make-To-Stock Forecasting For Multi-Tier Supply Chains Differentiated Investigating best practices for demand forecasting strategy Maturity States Exercise Assess your current Demand Process Quantitative methods in demand forecasting and how to apply them to your business Trending Exponential Smoothing Regression Analysis Exercise Forecasting Using MS Excel Measuring your demand forecast accuracy through key performance indicators (KPIs) Forecast Error/ Accuracy Mean Absolute Percent Error (MAPE), % of Forecast Forecast Bias How to Use KPIs Best Practice KPI Scorecard Integration with the Enterprise Performance Scorecard Exercise Computing Forecast Error and Bias Tools for Improving Forecast Accuracy Investigative processes Engendering ownership Systems Using statistical methods Measuring improvement Isolating and managing complexity Understanding what is possible and what must be managed Improving your demand forecast accuracy using proven techniques in Six Sigma Root Cause Analysis Six Sigma Methods for Root Cause Analysis of Forecast Error Exercise Determine Your Root Cause of Forecast Error End of Day-1

5 Workshop Day 2 Agenda Integrating different elements to increase your S&OP performance in your organization Designing the S&OP process How do forecasting and demand management fit in the process The Demand Management Management interface Using reporting to expose and solve issues How and Demand Consensus drives S&OP Unconstrained Forecast Constrained Forecast Components Sponsorship Financial Integration Design Considerations Alignment with Organization and Data Structures Knowing how to achieve consensus in your S&OP using effective communication skill One Consistent Forecast Meeting Design and Agenda Meeting Effectiveness Roles and Responsibilities Best Practice Demand Plan Measuring Continuous Improvement Exercise Create a Demand Plan for Your Organization Understanding roles and skills required for Demand Forecasting and integrating it into your organizational structure Who Owns the Forecast? Where Should the Demand Management Function Report? Role of the Demand Manager Skill Required Potential Career Paths Working with your external partners to improve collaboration and business performance Your customers and suppliers Collaborative planning forecasting and replenishment (CPFR) Case Study Apply Concepts From The Class The Bull Whip Effect Using Dem information technology systems to support your process and improve your competitiveness Functionality and Capabilities The Process for Selecting and Implementing Working With Software Solution Providers Implementing Dem in your Organization to increase the effectiveness of your supply chain and improve business performance The Process Sponsorship Project Management Techniques What To Expect Change Management Latest Developments in Developments in Information and Data System Developments Collaborative (Using Implants ) Forecasting Industry Organizations and Certifications Q&A session End of Workshop