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 IE Group Sales & Operations Planning Summit. Sales & Operations Planning: Beyond the Basics. September 9-10, 2010 InterContinental Hotel Boston, Massachusetts. Bob Stahl www.RAStahlCompany.com www.tfwallace.com. With apologies to Charles Dickens . . .

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september 9 10 2010 intercontinental hotel boston massachusetts

IE Group

Sales & Operations Planning Summit

Sales & Operations Planning:

Beyond the Basics

September 9-10, 2010

InterContinental Hotel

Boston, Massachusetts

Bob Stahl

www.RAStahlCompany.com

www.tfwallace.com

with apologies to charles dickens
With apologies to Charles Dickens . . .
  • Worst of Times . . . These are perhaps the worst economic conditions in a generation or two . . . and it may get worse.
  • Best of Times . . . For those who choose to use them, we have terrific tools in our hands today to deal with the uncertainty!
beyond the basics
Beyond the Basics . . .
  • Basics
    • Volume Balance
    • Gross Revenue Projections
  • Simpler & Better Tools
    • Market-Facing Family Forecasting
    • Simplifying Data Assumptions about MIX
    • Rapid Simulation & What-If Analysis
    • Full Financial Integration (P&L and Balance Sheet, etc.)
  • Beyond the Basics
    • Strategic Planning
    • Scenario Analysis with Financial Consequences
    • Risk Management including Cash Flow & Capital Investment

Top Management’s Handle on the Business

slide5

Heavy

Lifting

The Executive S&OP Process

Step #5

Executive

Meeting

Decisions &

Game Plan

Step #4

Pre-S&OP

Meeting

Conflict Resolution,

Recommendations &

Agenda for Exec. Mtg.

Step #3

Supply

Planning

Capacity constraints

2nd-pass spreadsheets

Step #2

Demand

Planning

Management Forecast

1st-pass spreadsheets

Creates a Disciplined Rhythm

Step #1

Data

Gathering

Sales Actuals,

Statistical Forecasts &

Supply Actuals

End of Month

beyond the basics6
Beyond the Basics . . .
  • Basics
    • Volume Balance
    • Gross Revenue Projections
  • Simplified Tools
    • Market-Facing Family Forecasting
    • Simplifying Data Assumptions about MIX
    • Rapid Simulation & What-If Analysis
    • Full Financial Integration (P&L and Balance Sheet, etc.)
  • Beyond the Basics
    • Strategic Planning
    • Scenario Analysis with Financial Consequences
    • Risk Management including Cash Flow & Capital Investment

Top Management’s Handle on the Business

multiple views
Multiple Views . . .

Market

View

Customer

View

Historical

View

Reconciliation Process

(The DAM Meeting)

Consensus

Forecast

Applying “Puts & Takes”

Company

Forecast

beyond the basics11
Beyond the Basics . . .
  • Basics
    • Volume Balance
    • Gross Revenue Projections
  • Simplified Tools
    • Market-Facing Family Forecasting
    • Simplifying Data Assumptions about MIX
    • Rapid Simulation & What-If Analysis
    • Full Financial Integration (P&L and Balance Sheet, etc.)
  • Beyond the Basics
    • Strategic Planning
    • Scenario Analysis with Financial Consequences
    • Risk Management including Cash Flow & Capital Investment

Top Management’s Handle on the Business

strategic planning forward in reverse
“Strategic Planning . . .forward in reverse”

Annual Business Plan

Executive S&OP

Doing

The

Right

Things

Strategy

Executive

S&OP

Robert Hayes

HBR-Nov/Dec 1985

Strategic Planning - forward in reverse

Tactics

Doing

The

Things

Right

Master Schedule

Execution

widgets
Widgets

Two Scenarios:

Supply Leveled against Consensus Demand

Supply Leveled against High Demand

center of gravity
Center of Gravity . . .

Customers

Desired Force = Centripetal

Natural Force = Centrifugal

Executive

S&OP

Owners

Employees

(Suppliers, Community, Country, Planet)

path of success

Phase III

Financial Integration

Phase II

Expansion

Phase I

Pilot Demo

Path of Success . . .

Live Pilot

Demonstration

Go/No-Go #2

Business Improvement

Kickoff

Session

Low Cost

Low Risk

High Impact

Quick Results

1 2 3 4 5 6 7 8 9

Months

Executive

Briefing

Go/No-Go #1

done properly
Done Properly . . .

Simpler

(Not Easier)

Better

(in 90 Days!!!)

good luck thanks for listening
Good Luck & Thanks for Listening

Bob Stahl

508-226-0477

RStahlSr@aol.com

www.RAStahlCompany.com

www.tfwallace.com