【文章內容簡介】 Marketing, Supply Chain。 Goodyear Confidential 24 銷售及運營計劃原理（ 1/2） 銷售及運營計劃是一套標準的流程，涵蓋了從決策到操作的所有流程。 規(guī)劃周期一般在 18到 24個月，逐月制定計劃。 流程負責人：供應鏈 所有的職責包括 :管理、財務、生產、技術、采購、銷售、市場以及供應鏈 Goodyear Confidential 25 Contents內容 ? Objectives of this presentation 此次介紹的目標 ? Asia Pacific Supply Chain at Goodyear, overview 固特異亞太供應鏈，概況 ? Samp。OP, Overview。 銷售及運營計劃，概況 ? Samp。OP Process at Goodyear 銷售及運營計劃再固特異的實施 ? Samp。OP, Detail view 銷售及運營計劃，詳細內容 ? Next Steps 下一步計劃 Goodyear Confidential 26 Samp。OP in AP: Not Centralized, Not Local, But Both 亞太區(qū) samp。op既體現(xiàn)一致性，又有獨立性 Monthly cycle / rolling 1824 months Marketing Meeting營銷會議 Preparing Forecasts準備預測 Demand Meeting需求會議 Cluster / Country Samp。OP meeting按照國家劃分召開Samp。OP會議 Supply Plans (rough cut capacity)供應計劃 Finalize detail Ticket and sales plans 制定詳細的生產計劃及最終銷售計劃 Full Financials全面的財務計劃 Regional RvsC by PBU (AP Samp。OP) Inter Region Samp。OP 區(qū)域內部Samp。OP會議 Off takes amp。 imports requirements 定牌 amp。進口需求 Preparing 1st production plan by sku and confirm Off takes exports準備具體哦規(guī)格的生產計劃，確認定牌出口 POs placed By country By PBU Global By PBU AP Level By country By country A hybrid model to cope with Asia Pacific Complexity Goodyear Confidential 27 High Involvement of Key Executives… 部門主管高度參與 Marketing Meeting 營銷會議 Preparing Forecasts 準備預測 Demand Meeting 需求會議 Cluster / Country Samp。OP meeting相 關國家Samp。OP會議 Supply Plans (rough cut capacity)供應計劃 Finalize detail Ticket and sales plans 最終銷售計劃 Full Financials 全面財務計劃 Regional RvsC by PBU (AP Samp。OP) Inter Region Samp。OP 內部區(qū)域Samp。OP Off takes amp。 imports requirements定牌 amp。進口需求 Preparing 1st production plan by sku and confirm Off takes exports根據(jù)規(guī)格準備生產計劃，確認定牌出口 POs placed By country By PBU Global By PBU AP Level By country By country Countries Marketing Directors各國市場部部長 Countries Marketing amp。 Sales Directors各國市場營銷部部長 Countries Production Directors 各國生產部部長 Company CEO, Product Lines Vice Presidents 公司總裁，產品線副總裁 Countries Managing Directors 各國管理部部長 SC Directors, Worldwide 全球供應量部部長 Country Financial Directors各國財務主管 Goodyear Confidential 28 …And Very Precise Schedule 精確的計劃 Marketing Meeting 營銷會議 Preparing Forecasts預測準備 Demand Meeting需求會議 Cluster / Country Samp。OP meeting 相關國家samp。op會議 Supply Plans (rough cut capacity)供應計劃 Finalize detail Ticket and sales plans最終確認細節(jié)及銷售計劃 Full Financials全面的財務計劃 Regional Samp。OP區(qū)域性Samp。OP Inter Region Samp。OP 區(qū)域內部samp。op Off takes amp。 imports requirements 定牌 amp。進口需求 Preparing 1st production plan by sku and confirm Off takes exports根據(jù)規(guī)格準備第一個生產計劃，確認定牌出口 POs placed By country By PBU Global By PBU AP Level By country By country Between day 18 and 21 Day 6 Between day 8 and 9 Between day 12 and 13 Day 16 Day 17 Between day 19 and 20 Goodyear Confidential 29 …And Very Precise Documents 精確的文件 Marketing Meeting 營銷會議 Preparing Forecasts準備預測 Demand Meeting需求會議 Cluster / Country Samp。OP meeting相關國家召開Samp。OP會議 Supply Plans 供應計劃(rough cut capacity) Finalize detail Ticket and sales plans 最終銷售策略 Full Financials 全面的財務計劃 Regional Samp。OP Inter Region Samp。OP Off takes amp。 imports requirements 定牌和進口需求 Preparing 1st production plan by sku and confirm Off takes exports 按照規(guī)格準備生產，確認定牌出口 POs placed By country By PBU Global By PBU AP Level By country By country Phase In – Phase Out。 Promotion plans 促進計劃 Sales Forecasts, by SKU, past sales銷售預測，按照規(guī)格，以往的銷售 Supply Plans by key constraints銷售計劃 Demand amp。 Supply Plans by country, past and future, high level按照國家劃分需求amp。供應計劃，過去的、未來的 Demand amp。 Supply Plans, past and future, detail view總覽過去和未來的需求amp。供應計劃 Import and exports plans by country, worldwide按照區(qū)域劃分進口、出口計劃 Full financials estimates 全面的財務計劃預測 Goodyear Confidential 30 Results Achieved at Goodyear Asia Pacific Through Samp。OP 銷售運營計劃在固特異亞太區(qū)取得的成果 ? Much lower inventory。 庫存量降低 ? Better customer satisfaction, improvement of OTIF ?客戶滿意率提高 ,確認率提高 ? Strategic plan in place to plan for futu