【正文】 ponsibilities 程序與日程確定后，任務(wù)與職責(zé)的分配 ? Do not define the function, but the exact position。制定全年日程，而非僅限于下一個月 Marketing Meeting 營銷會議 Preparing Forecasts 預(yù)測準(zhǔn)備 Demand Meeting 需求會議 Samp。OP Meeting by all Top Managers. An agreed plan is reached 銷售及供應(yīng)計劃在會議上共同討論 Based on the agreed plan, Sales and Operations finalize the plan at SKU level 根據(jù)最終確認(rèn)的計劃，銷售和執(zhí)行部門確認(rèn)具體規(guī)格的計劃 Based on the detail Sales and Production plan, Finance run the financials projection 根據(jù)最終的銷售及生產(chǎn)計劃，財務(wù)部門制定財務(wù)計劃 Goodyear Confidential 33 Once Process Defined, Determine Precise Dates 程序確認(rèn)后，制定精確的日程 ? What step by what date?每個時間段應(yīng)執(zhí)行的步驟 ? Never change a date again。 ? Organize Marketing Meeting營銷會議 Preparing Forecasts 準(zhǔn)備預(yù)測 Demand Meeting 需求會議 Samp。簡單化 ? Get a signoff from all functions。OP具體細(xì)節(jié) ? Next Steps 下一步 Goodyear Confidential 32 To Start With… Define Your Planning Process 確認(rèn)計劃流程 ? Get all functions involved。OP Process at Goodyear 固特異的銷售運作計劃過程 ? Samp。OP, Overview。制定了未來能力投資戰(zhàn)略發(fā)展規(guī)劃 ? Disinvestments plans in place (upgrading capacity, restructuring)制定了重整計劃（產(chǎn)能提高，重整） ? One set of number, shared and agreed by all functions。OP 銷售運營計劃在固特異亞太區(qū)取得的成果 ? Much lower inventory。 Supply Plans, past and future, detail view總覽過去和未來的需求amp。 Supply Plans by country, past and future, high level按照國家劃分需求amp。 imports requirements 定牌和進(jìn)口需求 Preparing 1st production plan by sku and confirm Off takes exports 按照規(guī)格準(zhǔn)備生產(chǎn)，確認(rèn)定牌出口 POs placed By country By PBU Global By PBU AP Level By country By country Phase In – Phase Out。OP Inter Region Samp。OP meeting相關(guān)國家召開Samp。 imports requirements 定牌 amp。OP 區(qū)域內(nèi)部samp。OP區(qū)域性Samp。OP meeting 相關(guān)國家samp。進(jìn)口需求 Preparing 1st production plan by sku and confirm Off takes exports根據(jù)規(guī)格準(zhǔn)備生產(chǎn)計劃，確認(rèn)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。OP Off takes amp。OP) Inter Region Samp。OP meeting相 關(guān)國家Samp。 imports requirements 定牌 amp。OP 區(qū)域內(nèi)部Samp。OP會議 Supply Plans (rough cut capacity)供應(yīng)計劃 Finalize detail Ticket and sales plans 制定詳細(xì)的生產(chǎn)計劃及最終銷售計劃 Full Financials全面的財務(wù)計劃 Regional RvsC by PBU (AP 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(zhǔn)備預(yù)測 Demand Meeting需求會議 Cluster / Country Samp。OP, Detail view 銷售及運營計劃，詳細(xì)內(nèi)容 ? Next Steps 下一步計劃 Goodyear Confidential 26 Samp。 銷售及運營計劃，概況 ? Samp。 流程負(fù)責(zé)人：供應(yīng)鏈 所有的職責(zé)包括 :管理、財務(wù)、生產(chǎn)、技術(shù)、采購、銷售、市場以及供應(yīng)鏈 Goodyear Confidential 25 Contents內(nèi)容 ? Objectives of this presentation 此次介紹的目標(biāo) ? Asia Pacific Supply Chain at Goodyear, overview 固特異亞太供應(yīng)鏈，概況 ? Samp。 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(biāo)準(zhǔn)的流程，涵蓋了從決策到操作的所有流程。D, Purchasing amp。. ? The planning horizon is usually between 18 to 24 months, in monthly buckets。OP –Sales amp。 銷售及運營會議的支持人是常務(wù)董事 Goodyear Confidential 23 Samp。 制定固定資產(chǎn)及采購計劃 ? The Chairman of the Samp。 銷售及運營的末級輸出是一個財務(wù)計劃，而不是單單的一個生產(chǎn)、銷售、庫存的數(shù)量。OP, Principles (2/2) 銷售及運營計劃，原理（ 2/2） ? The final output of Samp。 ，推動銷售和運用計劃的實行。OP Goodyear Confidential 21 銷售和運用規(guī)劃的關(guān)鍵促進(jìn)因素： 18至 24個月的規(guī)劃進(jìn)程和年度計劃經(jīng)營策略的績效測評。 strategic business needs 5. Build crossfunctional teamwork Expected Results 1. Work within formal structure of Samp。OP 1. Create a repeatable rolling 18 to 24 months horizon planning process and measure performance to AOP/business strategy 2. Create a single consensus sales plan that allows development of realistic (demand) sales, supply and inventory plans across all functions 3. Create clear roles and responsibilities that drive decisions to deliver the Samp。OP Meeting by all Top Managers. An agreed plan is reached 在 Samp。OP meeting 銷售及運作會議 Supply Plans (rough cut capacity) 供應(yīng)計劃 Finalize detail Production and sales plans最終確定生產(chǎn)細(xì)節(jié)和銷售計劃 Full Financials 全面的財務(wù)計劃 Marketing managers meet to define a marketing plan 營銷經(jīng)理確定一個營銷計劃 …to reach an agreed and mon Sales, Manufacturing, Purchasing and Financial Plan. The plans are not only used for next month, but for next 1824 months as well 為了達(dá)到一致的和共同的銷售，生產(chǎn)，采購和財務(wù)計劃 這個計劃不僅用于下個月而且也要運用于以后的 1824個月 The Marketing Plan is municated to Sales. Sales prepare Sales Forecast