S&OP, Kinaxis

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Innovation Enterprise

Sales and Operations Planning Las Vegas 2011

Business Technologie

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 1

Copyright © 2011 Kinaxis Inc. All Rights Reserved.
Trevor Miles
director, thought leadership
tmiles@kinaxis.com
Continuous and Collaborative S&OP

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 4

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 3

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 5

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 6

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 7

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 8

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 9

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 10

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 11

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 12
•  Technology choice means
– Different skills/people
– Different processes
– Different results

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 13
S&OP – Balancing Competing Goals
13!
Goal: Make the financial budget. Top-down focus.
Wants: Control and predictability of operations
Forecast: The budget/annual operating plan
FinanceSupply
Chain
OperationsSales and
Marketing
Goal: A feasible plan. Bottom-up focus
Wants: Minimize risk and disruption
Forecast: The demand plan
Goal: Maximize
revenue and market
share
Wants: Guaranteed
product availability
Forecast: Sales plan
Goal: Minimize supply
chain costs, often
inventory
Wants: Minimum
demand uncertainty
Forecast: Supply plan
Demand
Side
Supply
Side

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 14
S&OP – Balancing Competing Goals
14!
Goal: Make the financial budget. Top-down focus.
Wants: Control and predictability of operations
Forecast: The budget/annual operating plan
FinanceSupply
Chain
OperationsSales and
Marketing
Goal: A feasible plan. Bottom-up focus
Wants: Minimize risk and disruption
Forecast: The demand plan
Goal: Maximize
revenue and market
share
Wants: Guaranteed
product availability
Forecast: Sales plan
Goal: Minimize supply
chain costs, often
inventory
Wants: Minimum
demand uncertainty
Forecast: Supply plan
Demand
Side
Supply
Side

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 15
S&OP in the Overall Planning Process
DegreesofFreedom
Strategy
Business
Planning S&OP
Tactical
Planning Execution
Scenario Planning
Financial
Capacity
Sourcing
Inventory
Product
Demand

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 16
S&OP in the Overall Planning Process
DegreesofFreedom
Strategy
Business
Planning S&OP
Tactical
Planning Execution
Scenario Planning
Financial
Capacity
Sourcing
Inventory
Product
Demand
Information
“black
holes”
Lack of
visibility

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 17
Integrated business planning the goal
DegreesofFreedom
Strategy
Integrated Business Planning
Execution
Finance
Capacity
Sourcing
Inventory
Product
Demand
Scenario Planning
Business
Planning S&OP
Tactical
Planning

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 18
“If I had asked people what they wanted,
they would have said faster horses”"
- Henry Ford

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 19
Continuous and Collaborative S&OP
AND, not OR
Collaborative, not linear
Event-driven, not calendar-driven
Effective, and efficient

Copyright © 2011 Kinaxis Inc. All Rights Reserved.
Thank you! Questions?

Copyright © 2011 Kinaxis Inc. All Rights Reserved. 21

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S&OP, Kinaxis

13. Copyright © 2011 Kinaxis Inc. All Rights Reserved. 13 S&OP – Balancing Competing Goals 13! Goal: Make the financial budget. Top-down focus. Wants: Control and predictability of operations Forecast: The budget/annual operating plan FinanceSupply Chain OperationsSales and Marketing Goal: A feasible plan. Bottom-up focus Wants: Minimize risk and disruption Forecast: The demand plan Goal: Maximize revenue and market share Wants: Guaranteed product availability Forecast: Sales plan Goal: Minimize supply chain costs, often inventory Wants: Minimum demand uncertainty Forecast: Supply plan Demand Side Supply Side

14. Copyright © 2011 Kinaxis Inc. All Rights Reserved. 14 S&OP – Balancing Competing Goals 14! Goal: Make the financial budget. Top-down focus. Wants: Control and predictability of operations Forecast: The budget/annual operating plan FinanceSupply Chain OperationsSales and Marketing Goal: A feasible plan. Bottom-up focus Wants: Minimize risk and disruption Forecast: The demand plan Goal: Maximize revenue and market share Wants: Guaranteed product availability Forecast: Sales plan Goal: Minimize supply chain costs, often inventory Wants: Minimum demand uncertainty Forecast: Supply plan Demand Side Supply Side

15. Copyright © 2011 Kinaxis Inc. All Rights Reserved. 15 S&OP in the Overall Planning Process DegreesofFreedom Strategy Business Planning S&OP Tactical Planning Execution Scenario Planning Financial Capacity Sourcing Inventory Product Demand

16. Copyright © 2011 Kinaxis Inc. All Rights Reserved. 16 S&OP in the Overall Planning Process DegreesofFreedom Strategy Business Planning S&OP Tactical Planning Execution Scenario Planning Financial Capacity Sourcing Inventory Product Demand Information “black holes” Lack of visibility

17. Copyright © 2011 Kinaxis Inc. All Rights Reserved. 17 Integrated business planning the goal DegreesofFreedom Strategy Integrated Business Planning Execution Finance Capacity Sourcing Inventory Product Demand Scenario Planning Business Planning S&OP Tactical Planning

S&OP, Kinaxis

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