【正文】 s sales values ? Input to SOP is sales forecast and beginning inventory ? Output is a production plan that balances market demand with production capacity ? Developing an SOP answers the question: “How can manufacturing efficiently produce enough goods to meet projected sales?” ? Fitter Snacker Production Capacity: b a r s / d a y 0 0 0,96d a .m i i nb a r s2 0 0 ???????????????????c a s e s / d a y o xc a s e12 1b a r sb o x241b a r s / d a y 000,96 ?????????????S a l e s a nd O pe r a t i ons P l a nni ng D e c . J a n. Fe b. M a r c h A pr i l M a y J une1 ) S a l e s For e c a s t 5906 5998 6061 6318 6476 71282 ) P r odu c t i on P l a n 5906 5998 6061 6318 6900 67003 ) I nv e nt or y 100 100 100 100 100 524 964 ) W or k i ng D a y s 22 20 22 21 23 215 ) C a pa c i t y ( S hi ppi ng C a s e s ) 7333 6667 7333 7000 7667 70006 ) U t i l i z a t i on 81% 90% 83% 90% 90% 96%7 ) N R G A ( c a s e s ) 7 0 . 0 % 4134 4199 4243 4423 4830 46908 ) N R G B ( c a s e s ) 3 0 . 0 % 1772 1799 1818 1895 2070 2022Sales and Operations Planning ? When demand is forecasted to exceed capacity, a pany might: ? Choose not to meet all demand or reduce promotional expenditures ? Use overtime to increase capacity ? Will increase costs ? Inventory can be built up in earlier periods ? Will increase costs and inventory may be lost ? Try a hybrid approach ? Because the SAP R/3 system is integrated, accurate historical sales values are readily available for forecasting ? In forecasting, “correcting” historical sales data is valid if: ? Production was not able to meet demand, so that the historical sales data does not represent actual demand ? Unusual conditions like weather affected demand ? The effect of sales promotions needs to be “backed out” of the data ? In the SAP R/3 system, a number of forecasting models are available Sales provided from SD module Field where planner can “correct” the sales value Historical Sales Data Forecasting Models in SAP R/3 Historical Sales Values Forecasted Sales ? Using graphs to evaluate forecasts is frequently the best method Evaluating Forecasts ? In SOP, roughcut capacity planning can be used to evaluate plan feasibility ? For simple products/processes like Fitter Snacker, the capacity estimations are pretty accurate ? For plicated assemblies/manufacturing processes, accurate rough cut capacity estimates are hard to achieve Capacity Requirements Production Plan ? ERP systems provide sophisticated SOP tools, but require mitment from both parties。 Product Flow ? In a processoriented pany, the flow of information and management activity are “horizontal”—across functions ? The “horizontal” flow promotes flexibility and rapid decisionmaking ? Michael Hammer’s Reengineering the Corporation encouraged managers to take a “horizontal” business process view of their panies The Legacy ? Before ERP, IS people designed software to reflect a pany’s business practices ? With ERP software, the software developers have used their experience with a number of panies to develop “best practices” ? Best Practices represent the way an ERP pany feels a particular business transaction should be carried out to maximize efficiency ? While customers can customize their ERP systems to represent their own particular way of doing business, straying too far from “best practices” might mean that they will not get the benefits the ERP integration promises ? Some panies have chosen a Best of Breed approach, where they implement ERP modules from different vendors based on actual or perceived advantages ? The Best of Breed approach may bee obsolete due to implementation challenges ? Software must be written to connect different systems ? Upgrading modules is more plicated with multiple vendors ? Realtime data integration is frequently not available ? A business must analyze its own business strategy, anization, culture and operations before choosing an ERP approach ? A pany may not be ready to implement ERP ? The pany’s business processes may not be well defined or managed ? If a pany is not prepared to make its processes more efficient, then it will not gain the benefits an ERP system can provide ? ERP software is designed around best practices, so panies are encouraged to adapt their processes to the way ERP software works ? With SAP, panies can customize the software by creating custom capabilities using its Advanced Business Application Programming (ABAP) language ? SAP is an opensource product, meaning that the customer has access to the software’s source code ? Some executives naively hope ERP systems will cure fundamental business problems ? Some executives and IT managers don’t take enough time for proper analysis and planning for implementation ? Some executives and IT managers skimp on education and training ? Sometimes the ownership of the implementation project is not given to the employees who will use the system ? Top executive support is not always given ? The anizational change process is not managed well ? To maximize the value of their ERP systems, panies should: ? Integrate: ERP systems must be integrated throughout the pany to share data effectively ? Optimize: Many implementations were rushed to avoid the Y2K problem. Companies can gain value by using their ERP systems to improve their business processes ? Informate: Hard work is required to effectively use the rich information provided by ERP systems ? In most panies, the marketing function either decides or has a key role in deciding: ? What products to produce ? How much of each product to produce ? How the products are to be promoted and advertised ? How the products should be distributed fo