A_Fresh_Look_at_Sales_and_Operations_Planning_en

《A_Fresh_Look_at_Sales_and_Operations_Planning_en》由会员上传分享，免费在线阅读，更多相关内容在学术论文-天天文库。

1、PerspectiveHarryHawkesStephenLiAbhishekMalhotraCurtMuellerAFreshLookatSalesandOperationsPlanningContactInformationChicagoCurtMuellerPrincipal+1-312-578-4517curt.mueller@booz.comClevelandHarryHawkesPartner+1-216-696-1574harry.hawkes@booz.comMumbaiAbhishekMalhotraPrincipal+91-22-228

2、7-2001abhishek.malhotra@booz.comShanghaiStephenLiPrincipal+86-21-2327-9800stephen.li@booz.comBooz&CompanyEXECUTIVEForcompaniesupanddowntheconsumerpackagedgoods(CPG)valuechaininChina,nowisthetimetotakeafreshSUMMARYlookatsalesandoperationsplanning(S&OP)processes.AlthoughS&OPisawell-

3、establishedproventool,manycompaniesinChinastilldonotuseit,andmanyotherscouldberealizinggreaterbenefitsthantheydotodayfromtheirS&OPefforts.Increasedcomplexityinthevaluechainisputtingpressureevenonwell-runS&OPprocesses,makingaccurateforecastingandplanningmoredifficult.Booz&Companyad

4、visesCPGindustryparticipantstokeepinmindsevenkeyparameterswhenrefreshingtheirS&OPapproach:Matchobjectivestoprocesses;adoptanintegratedvaluechainperspective;reflecttailoredbusinessstreamsinpolicies;leveragetechnology;getclosertodemand;accountforunpredictableelementsinnewproductandp

5、romotioncycles;andaligntoharmonizedkeyperformanceindicators.Booz&Company1MERITSOFSalesandoperationsplanning,awell-lookatthelevelofgranularityandthedocumentedandmatureprocess,isaanalyticsneededtodetermineaccurateSALESANDvitaltooltoincreasecommunication,andmeaningfulforecastsandanal

6、yzeOPERATIONSimproveservicelevels,decreasecosts,businesstrade-offs.ThereareaandbetterplancapacityinallpartsnumberofstepsthattheCPGindustryPLANNINGofasupplychain.However,evencantaketomakesurethatS&OPcompaniesthathavebeenusingS&OPnotonlybringsstrongerresultstoforyearsmaynotbereaping

7、alltheindividualcompaniesbutalsomakesbenefitsitcanoffer.Furthermore,useofnewlyavailablepoint-of-salegiventheever-increasingchallenges(POS)dataandthetailoredbusinessengenderedbycomplexitywithinthestreamsoperatingmodeltobetterCPGindustryvaluechain,S&OPisintegrateacollaborativenetwor

8、kofbecomingharder,requiringanewre