【正文】 , . Wallace Co. 1999. Product Volume and Mix Volume ? The big picture ? How much? ? Rates ? Product families ? Planned within sales and operations planning Mix ? The details ? Which ones? ? Orders ? Individual products ? Planned within master scheduling 9 Visual Source: Wallace, Tom F. Sales and Operations Planning, A HowTo Guide, . Wallace Co. 1999. Sales and Operations Planning (SOP) ? Is a business process ? Keeps demand and supply in balance ? Is performed at the aggregate level ? Focuses on product volume, not mix ? Occurs on a monthly cycle ? Displays information in product units and financial numbers 10 Visual The Monthly SOP Process Run sales forecast reports Demand planning Supply planning Pre SOP meeting Executive SOP Meeting 1 2 3 4 5 Statistical forecasts Field sales worksheets Management forecasts First pass spreadsheets Capacity constraints Second pass spreadsheets Remendations and Agenda for exec. SOP Single panywide plan 11 Master Planning of Resources, ver. – December 2023 Visual 1. Run Sales Forecast Reports ? Gather last month’s data ? Gather information for sales and marketing for new forecast ? Share information with appropriate people Source: Wallace, Tom F. Sales and Operations Planning, A HowTo Guide, . Wallace Co. 1999. 12 Master Planning of Resources, ver. – December 2023 Visual 2. Demand Planning Phase ? Sales and marketing staff review Step 1 information ? Generate a new or updated existing forecast ? Forecast includes product families ? Forecast includes any product lifecycle changes for the time frame covered by planning horizon Source: Wallace, Tom F. Sales and Operations Planning, A HowTo Guide, . Wallace Co. 1999. 13 Master Planning of Resources, ver. – December 2023 Visual 3. Supply Planning Phase ? Operations staff review Step 2 information ? Review current operations plans for possible change ? If changes, then operations plans should be revised ? Validate revised operations plans using resource planning Source: Wallace, Tom F. Sales and Operations Planning, A HowTo Guide, . Wallace Co. 1999. 14 Master Planning of Resources, ver. – December 2023 Visual Source: Wallace, Tom F. Sales and Operations Planning, A HowTo Guide, . Wallace Co. 1999. 4. PreSOP Meeting Objectives ? Make decisions regarding balancing supply and demand ? Resolve problems and differences—one set of remendations ? Identify areas where agreement cannot be reached and propose alternative plans ? Develop scenarios for alternative plans to solve problems 15 Master Planning of Resources, ver. – December 2023 Visual 4. PreSOP Meeting (cont.) ? Representatives include: – Sales and marketing – Product development – Finance – Operations – Product manager ? Familybyfamily review ? Check for resource constraints ? Review actual vs planned performance ? Review inventory/backlog plans Source: Wallace, Tom F. Sales and Operations Planning, A HowTo Guide, . Wallace Co. 1999. 16 Master Planning of Resources, ver. – December 2023 Visual 4. PreSOP Meeting (cont.) Output includes: ? Updated financial plan ? Remended action for each product family ? New product introduction plans ? Remendations for changes in resources ? Areas of disagreement with alternative plans and impact statements ? Remended changes to demand and supply strategies ? Agenda for executive SOP meeting Source: Wallace, Tom F. Sales and Operations Planning, A HowTo Guide, . Wallace Co. 1999. 17 Master Planning of Resources, ver. – December 202