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					                     Best of the Best
                    S&OP Conference
                    First General Session

        SALES & OPERATIONS PLANNING:
        STRUCTURE, PROCESS, BENEFITS

                    Panelists: Amy Mansfield
                               Joe Shedlawski
                               Terry Finnegan

              Presenter/Moderator: Tom Wallace
Tom Wallace & Bob Stahl                         www.tfwallace.com
      Amy Mansfield
         V&M STAR
Production Planning Manager
                              V&M STAR
                        Vallourec & Mannesmann Tubes


   •North America's leading producer of seamless casing
  •Annual Capacity 500,000 metric tons finished product
        •1st Executive S&OP Meeting, January 2006

Certifications: API 5CT, API 5L, OSHAS 18001, ISO 9001, ISO 14001
            Products and Customers

•Oil Country Tubular Goods, Line and Standard Pipe, Coupling
                 Stock and Mechanical Tube

                   •100% Make-to-Order

             •Sales Channels: 100% Distribution

 •Key End Users: Devon, Exxonmobil, Chesapeake, Applied
                     Drilling, El Paso
Joe Shedlawski, CPIM


   Wyeth Consumer Healthcare


   Principal, Commercial Operations


   Past President of APICS (2007)
     Wyeth Consumer Healthcare
•Headquartered in Madison, NJ

•Global marketer and manufacturer of over-the-counter health
care products-analgesics, nutritionals, respiratory, topicals

•$2.7 Billion global sales

•First Sales and Operations Planning implementation-1992-
Lederle Consumer Healthcare-led by Joe Shedlawski

•One of the world’s top 5 consumer healthcare companies
with several top market share brands
    Products and Customers

•Major Products: Advil, Alavert, Caltrate, Centrum, Chapstick,
Dimetapp, Robitussin

•70% Make-to-Stock

•30% Promotional Pack or Custom Display

•Key Customers:
Wal-mart, Walgreens,CVS, Costco, Target, Rite Aid, Kroger

(Sales Channel: Distribution Centers
   Terry Finnegan
     ImagePoint
Senior Business Manager
            ImagePoint
•Largest provider of retail exterior image products and services
•Headquarters in Knoxville, TN
•Production facilities in Florence, KY and Columbia, SC
•$200M in annual sales
•Started ES&OP May 2007
             Products and Customers

•Products: signs, lettersets, electronic message centers,   building elements,
fascia systems, menuboards
•Services: surveys, installation, maintenance, project      management,
conceptual art, and engineering
•100% Make-to-Order
•Key customers: McDonalds, GM, Honda, Nissan, Ford, Chrysler, Lexus, Chase,
Wachovia, Wells Fargo, Rite Aid, Fed. Express, Sunoco
•Sales channels: direct to Corporate clients
               The Four Fundamentals
                                   •How Much?
                                   •Rates
                          Volume   •The Big Picture
                                   •Product Families
                                   •Strategy/Policy/Risk
                                   •Monthly/18 Months+
                                   •Top Management


     Demand                           Supply
                                   •Which Ones?
                                   •Timing/Sequence
                                   •The Details
                                   •Individual Products,
                                     SKUS, Customer Orders
                           Mix     •Tactics/Execution
                                   •Weekly/Daily 1-3 Mos
                                   •Middle Management

Tom Wallace & Bob Stahl                         www.tfwallace.com
                 The Old Terminology
                               Sales &
                          Operations Planning
                                 Volume




Demand Planning/ Demand                 Supply
                                                 Supply (Capacity)
  Forecasting                                    Planning



                                  Mix




Tom Wallace & Bob Stahl                                  www.tfwallace.com
         Sales & Operations Planning
           “Morphed” Terminology
                               Sales &
                          Operations Planning
                                 Volume




Demand Planning/ Demand                 Supply
                                                 Supply (Capacity)
  Forecasting                                    Planning

                                  Mix



                     Master Scheduling
                Supplier and Plant Scheduling
                   Distribution Scheduling
Tom Wallace & Bob Stahl                                  www.tfwallace.com
         Sales & Operations Planning
           “Morphed” Terminology
                               Sales &
                          Operations Planning
                                 Volume




Demand Planning/ Demand                 Supply
                                                 Supply (Capacity)
  Forecasting                                    Planning

                                  Mix



                     Master Scheduling
                Supplier and Plant Scheduling
                   Distribution Scheduling
Tom Wallace & Bob Stahl                                  www.tfwallace.com
         Sales & Operations Planning
           “Morphed” Terminology
                               Sales &
                          Operations Planning
                                 Volume




Demand Planning/ Demand                 Supply
                                                 Supply (Capacity)
  Forecasting                                    Planning

                                  Mix



                     Master Scheduling
                Supplier and Plant Scheduling
                   Distribution Scheduling
Tom Wallace & Bob Stahl                                  www.tfwallace.com
         Sales & Operations Planning

                               Sales &
                          Operations Planning
                                 Volume




Demand Planning/ Demand                 Supply
                                                 Supply (Capacity)
  Forecasting                                    Planning

                                  Mix



                     Master Scheduling
                Supplier and Plant Scheduling
                   Distribution Scheduling
Tom Wallace & Bob Stahl                                  www.tfwallace.com
         Sales & Operations Planning
              New Terminology
                          ????????
                               Volume




Demand Planning/          Demand         Supply
                                                  Supply (Capacity)
  Forecasting                                     Planning

                                   Mix



                     Master Scheduling
                Supplier and Plant Scheduling
                   Distribution Scheduling
Tom Wallace & Bob Stahl                                  www.tfwallace.com
         Sales & Operations Planning
              New Terminology
                          Executive S&OP
                                Volume




Demand Planning/           Demand         Supply
                                                   Supply (Capacity)
  Forecasting                                      Planning

                                    Mix



                     Master Scheduling
                Supplier and Plant Scheduling
                   Distribution Scheduling
Tom Wallace & Bob Stahl                                   www.tfwallace.com
The 5-Step Executive S&OP Process
                                                  Step 5        Decisions &
                                                                 Updated
                                                  Exec          Game Plan
                                                 Meeting
                                        Step 4
                                        Pre-
                                       Meeting
                             Step 3
                             Supply
                            Planning

                   Step 2
                 Demand
                 Planning

       Step 1
       Data
     Gathering




Tom Wallace & Bob Stahl                                    www.tfwallace.com
                   Conference Pointer


             The Five-Step Process

     Dean Smetana, VP, Sanford/Sharpie
Bill Zimmerman, Manager, Sanford/Sharpie

                 10:00 Thursday – Level I

Tom Wallace & Bob Stahl                     www.tfwallace.com
The 5-Step Executive S&OP Process




                   Step 2
                 Demand            Management Forecast
                 Planning          1st-pass spreadsheets

       Step 1
       Data                Actual
     Gathering       Demand, Supply,
                  Inventory, & Backlog +
                   Statistical Forecasts
                     and Worksheets


Tom Wallace & Bob Stahl                                    www.tfwallace.com
                 Conference Pointer

                    Forecasting and
                    Demand Planning

           Scott Harrison, VP, Valor Brands

                   11:10 Thursday – Level I

Tom Wallace & Bob Stahl                       www.tfwallace.com
                   Conference Pointer


  The Demand Management Game

Robert Burrows, Principal, On-Point Group

                     9:45 Friday– Level I
                      (double session)

Tom Wallace & Bob Stahl                     www.tfwallace.com
The 5-Step Executive S&OP Process



                                   Step 3
                                  Supply      Resource Requirements Plan
                                 Planning        Capacity Constraints
                                                2nd-pass spreadsheets
                   Step 2
                 Demand            Management Forecast
                 Planning          1st-pass spreadsheets

       Step 1
       Data                Actual
     Gathering       Demand, Supply,
                  Inventory, & Backlog +
                   Statistical Forecasts
                     and Worksheets


Tom Wallace & Bob Stahl                                                www.tfwallace.com
                 Conference Pointer

                      Supply Planning

           Joe Shedlawski, Principal, Wyeth

                    2:15 Thursday – Level I



Tom Wallace & Bob Stahl                       www.tfwallace.com
The 5-Step Executive S&OP Process
                                                               Step 5        Decisions &
                                                                              Updated
                                                               Exec          Game Plan
                                                              Meeting
                                                  Step 4
                                                  Pre-              Decisions,
                                                 Meeting        Recommendations,
                                                               Scenarios, & Agenda
                                    Step 3                       for Exec Meeting
                                   Supply      Resource Requirements Plan
                                  Planning        Capacity Constraints
                                                 2nd-pass spreadsheets
                    Step 2
                   Demand           Management Forecast
                   Planning         1st-pass spreadsheets

       Step 1
       Data                 Actual
     Gathering        Demand, Supply,
                   Inventory, & Backlog +
                    Statistical Forecasts
                      and Worksheets
    End of Month

Tom Wallace & Bob Stahl                                                 www.tfwallace.com
                 Conference Pointer

          How to Conduct the
     Pre-Meeting and Exec Meeting

                   Brian Harlan, Director
                   Johnsonville Sausage

                  3:45 Thursday – Level I
Tom Wallace & Bob Stahl                     www.tfwallace.com
                 Conference Pointer

      Obtaining Top Management
     Commitment and Participation

 Terry Finnegan, Senior Business Manager
                 ImagePoint

                10:00 Thursday – Level II

Tom Wallace & Bob Stahl                     www.tfwallace.com
                 Conference Pointer

             Resolving Conflict and
              Building Consensus

           John Gallucci, Director, Gerber

                11:10 Thursday – Level II


Tom Wallace & Bob Stahl                     www.tfwallace.com
The 5-Step Executive S&OP Process
                                                               Step 5        Decisions &
                                                                              Updated
                                                               Exec          Game Plan
                                                              Meeting
                                                  Step 4
                                                  Pre-              Decisions,
                                                 Meeting        Recommendations,
                                                               Scenarios, & Agenda
                                    Step 3                       for Exec Meeting
                                   Supply      Resource Requirements Plan
                                  Planning        Capacity Constraints
                                                 2nd-pass spreadsheets
                    Step 2
                   Demand           Management Forecast
                   Planning         1st-pass spreadsheets

       Step 1
       Data                 Actual
     Gathering        Demand, Supply,
                   Inventory, & Backlog +
                    Statistical Forecasts
                      and Worksheets
    End of Month

Tom Wallace & Bob Stahl                                                 www.tfwallace.com
                Question for Panelists


   Your Process:
                          Same?
                          Different?
                          Hardest Part?


Tom Wallace & Bob Stahl                   www.tfwallace.com
                  Executive S&OP . . .
    • Is an executive decision-making process
    • Balances demand and supply
    • Deals with volume in both units and $$$
    • Ties operational plans to financial plans:
      one set of numbers




Tom Wallace & Bob Stahl                    www.tfwallace.com
                 Conference Pointer

 Working with One Set of Numbers

    Amy Mansfield, Manager, V&M Star
Melissa Takas, Financial Analyst, V&M Star

                 3:45 Thursday – Level II


Tom Wallace & Bob Stahl                     www.tfwallace.com
                  Executive S&OP . . .

    • Is an executive decision-making process
    • Balances demand and supply
    • Deals with volume in both units and $$$
    • Ties operational plans to financial plans:
      one set of numbers
    • Is the forum for setting relevant strategy
      and policy regarding demand and supply



Tom Wallace & Bob Stahl                    www.tfwallace.com
                Question for Panelists



       What role does Top Management
       play in this process at your
       company?




Tom Wallace & Bob Stahl                  www.tfwallace.com
                          Hard Benefits

           • Customer Service              UP
           • Plant Productivity            UP
           • Inventory                     DOWN
           • Obsolescence                  DOWN
           • Freight Costs                 DOWN
           • Order Lead Times              DOWN
           • Supplier Lead Times           DOWN
           • Time to Launch New Products   DOWN


Tom Wallace & Bob Stahl                    www.tfwallace.com
                 Conference Pointer

                S&OP Support for
               New Product Launch

         Craig Faulkner, S&OP, W. L. Gore

                    9:45 Friday – Level II


Tom Wallace & Bob Stahl                      www.tfwallace.com
                          Soft Benefits
    •   Enhanced Teamwork
    •   Structured Communications
    •   Better Decisions with Less Effort and Time
    •   Better $$$ Plans with Less Effort and Time
    •   Greater Accountability
    •   Greater Control
    •   Window into the Future

     Top Management’s Handle on the Business

Tom Wallace & Bob Stahl                    www.tfwallace.com
                Question for Panelists



       Biggest Benefits:      Hard
            Soft




Tom Wallace & Bob Stahl                  www.tfwallace.com
                Question for Panelists


       Implementation:
                          How Long?
                          Costs?
                          Toughest Part?


Tom Wallace & Bob Stahl                    www.tfwallace.com
                 Conference Pointer

           How to Implement S&OP
                 Successfully

     Rick Hall, VP, Homac/Thomas & Betts
     Bob Stahl, President, R.A. Stahl & Co

                     8:30 Friday– Level I
Tom Wallace & Bob Stahl                     www.tfwallace.com
                 The Global Challenge

    “We are a series of organizations doing
     business locally, with intense global
     coordination.” –     Percy Barnevik
                               Former CEO
                               ABB


      Executive S&OP should support
          these dual objectives.
Tom Wallace & Bob Stahl                   www.tfwallace.com
                 Conference Pointer

        S&OP in a Global Business

          Alan L. Milliken, Manager, BASF

                     8:30 Friday– Level II



Tom Wallace & Bob Stahl                      www.tfwallace.com
       The Future of Executive S&OP:
              Growth Factors
    • Success breeds success




Tom Wallace & Bob Stahl         www.tfwallace.com
           Adoption of New Processes
  There is a 15-25 year lag between the
   development of a new process and its
   widespread adoption.
  Examples: MRPII/ERP, TQM/6SIGMA, JIT/LEAN


                                   “The word
                                  gets around.”
           Executive S&OP Today




Tom Wallace & Bob Stahl                           www.tfwallace.com
       The Future of Executive S&OP:
              Growth Factors
    • Success breeds success
    • Lean Manufacturing and S&OP




Tom Wallace & Bob Stahl             www.tfwallace.com
                     Toyota:
              The Lean “Poster Child”
 At Toyota, production is
                 pushed into  Fin Goods Inv
                                (~ $2-3 Billion)
 In many companies, production is
                 pulled by  Customer Demand
       In balancing demand and supply,
      many companies have a tougher job
                  than Toyota.
        Their solution: Executive S&OP.
Tom Wallace & Bob Stahl                 www.tfwallace.com
                 Conference Pointer

    S&OP and Lean Manufacturing

            Jeff Greer, VP, KVH Industries

                 2:15 Thursday – Level II



Tom Wallace & Bob Stahl                     www.tfwallace.com
       The Future of Executive S&OP:
              Growth Factors
 •   Success breeds success
 •   Lean Manufacturing and S&OP
 •   Globalization
 •   New users outside traditional manufacturing
 •   S&OP specific software




Tom Wallace & Bob Stahl                   www.tfwallace.com
                 Conference Pointer

  Technology as an S&OP Enabler

               Larry Lapide, Director, MIT

                    10:55 Friday– Level II



Tom Wallace & Bob Stahl                      www.tfwallace.com
       The Future of Executive S&OP:
              Growth Factors
 •   Success breeds success
 •   Lean Manufacturing and S&OP
 •   Globalization
 •   New users outside traditional manufacturing
 •   S&OP specific software
 •   Greater financial integration, power and utility
 •   A highly visible presence
        in the executive suite


Tom Wallace & Bob Stahl                      www.tfwallace.com
                          My Prediction
“Over the next 10 years, Executive S&OP
 will emerge as a primary tool in the Top
 Management tool kit.
“It will be widely viewed as indispensable
  for organizations needing to balance
  demand and supply in a complex, rapidly
  changing environment.”
                         Tom Wallace
                                  Chicago
                                  June 19, 2008
Tom Wallace & Bob Stahl                           www.tfwallace.com
                  Thanks for Listening


  To get copies of slides:


  www.tfwallace.com/resources

        will be up by Monday morning

Tom Wallace & Bob Stahl                  www.tfwallace.com

				
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