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Bologna, 26 Marzo 2015
ONE NUMBER – UN PIANO DELLA DOMANDA
CONDIVISO E AFFIDABILE GARANTISCE LA
SODDISFAZIONE DEL MERCATO
...
Company Confidential All Rights Reserved2Company Confidential
All Rights Reserved
EUROPE
Amsterdam
Milan
Munich
Barcelona
...
Company Confidential All Rights Reserved3
SO99+: our software solution for Planning & Optimization
Supply Chain
distributi...
Company Confidential All Rights Reserved4
Customer References
Consumer Durables
250+ customer businesses in 31 countries
l...
Company Confidential All Rights Reserved5
ToolsGroup - Sales Inventory & Operation Planning (SIOP approach)
Demand Planning
Inventory Planning & Optimization
Replenishment Planning
Company Confidential
All Rights Reserved
The Myth...
Company Confidential All Rights Reserved7
Prologue
S&OP and the ONE NUMBER Planning
Company Confidential All Rights Reserved8
S&OP and The One Number Planning
Metà anni ‘80: Dick C. Ling, consulente della O...
Company Confidential All Rights Reserved9
S&OP and The One Number Planning
• Demand Planning ([...] “combination of actual...
Company Confidential All Rights Reserved10
S&OP and The One Number Planning
Nei primi anni ‘90 solo il 20% delle aziende c...
Company Confidential All Rights Reserved11
S&OP and The One Number Planning
• Demand Planning ([...] “combination of actua...
Company Confidential All Rights Reserved12
One Number Planning
The first step
Company Confidential All Rights Reserved13
The One Number Planning
Company Confidential All Rights Reserved14
Sales & Marketing effects on the Demand Signal
A
B
C
Availabl
e
spending
budget...
Company Confidential All Rights Reserved15
How to support the Demand Planning
Company Confidential All Rights Reserved16
How to support the Demand Planning
Calculation of the baseline and
support for ...
Company Confidential All Rights Reserved17
The One Number Planning:
Company Confidential All Rights Reserved18
The One Number Planning
[…] ToolsGroup customer Granarolo, an Italian dairy pro...
Company Confidential All Rights Reserved19
One Number Planning
A step forward!
Company Confidential All Rights Reserved20
Synergy across Functions: One Number Planning
Company Confidential All Rights Reserved21
Synergy across Functions: One Number Planning
Trade Promotion Optimization System Company Confidential All Rights Reserved
Powerfully Simple
Synergy across Functions: O...
Trade Promotion Optimization System Company Confidential All Rights Reserved
Powerfully Simple
How to improve Promotion & ...
Demand Planning
Inventory Planning & Optimization
Replenishment Planning
Company Confidential
All Rights Reserved
Thank yo...
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ONE NUMBER – UN PIANO DELLA DOMANDA CONDIVISO E AFFIDABILE GARANTISCE LA SODDISFAZIONE DEL MERCATO

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Una corretta logica di gestione della supply chain non può fare a meno della capacità di comprendere la complessità della domanda di mercato, e un’azienda che dispone di strumenti strategici per analizzare la domanda, ridurre le scorte e migliorare il livello di servizio può aumentare le proprie performance in maniera significativa.
Essere in grado di scambiare vicendevolmente le informazioni in azienda è un fattore chiave per rispondere al mercato. Per fare questo è assolutamente prioritario ottenere valori di forecast affidabili in grado di supportare un’efficiente pianificazione, in termini di fabbisogni, produzione e distribuzione.
L’elaborazione di un piano della domanda coerente e fattibile richiede una visione globale e condivisa tra le varie funzioni aziendali, la capacità di sfruttare tutte le informazioni disponibili, per arrivare a disporre del cosiddetto “one number” che permetta di basare la pianificazione futura (a breve, medio e lungo termine) con gli stessi valori per sales, marketing, operations ecc.
Grazie a tecnologie avanzate di analisi della domanda e piattaforme native integrate per soddisfare i bisogni di chi deve pianificare la supply chain e le attività commerciali, è possibile scambiare idee, condividere numeri in tempo reale e finalmente agire per il bene comune della propria azienda.

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ONE NUMBER – UN PIANO DELLA DOMANDA CONDIVISO E AFFIDABILE GARANTISCE LA SODDISFAZIONE DEL MERCATO

  1. 1. Bologna, 26 Marzo 2015 ONE NUMBER – UN PIANO DELLA DOMANDA CONDIVISO E AFFIDABILE GARANTISCE LA SODDISFAZIONE DEL MERCATO Francesco Stolfo Partner - Sales Director ToolsGroup Italy
  2. 2. Company Confidential All Rights Reserved2Company Confidential All Rights Reserved EUROPE Amsterdam Milan Munich Barcelona London Stockholm AMERICA Boston(*) Ontario Mexico D.F. ASIA Malaysia India Japan MIDDLE EAST Israel AFRICA Cape Town Our Vision Accelerating Business Performance through Market Driven Demand Analytics and Supply Chain Optimization Our Mission To be the leading provider of “Powerfully Simple” software solutions that deliver business value in complex, demand driven environments Our Approach Best practices leveraging quantitative and qualitative data to deliver predictive demand signals to enhance the effectiveness of the planning process 2013 - Winner of European Supply Chain Excellence Award Category: Technology www.supplychainexcellenceawards.com (*) HQs
  3. 3. Company Confidential All Rights Reserved3 SO99+: our software solution for Planning & Optimization Supply Chain distribution intensive industries CPG Sales Mktg. Manufacturing Comprehensive Statistical Model ERP/SCP/SCE Demand Planning Demand Modelling Statistical Forecasting Promo, media, NPI Demand Sensing Demand Collaboration Hub Inventory Optimization Inventory Modeling Service Planning Mix, Stage & Lot Size Optimization Multi-Echelon Replenishment Planning Dynamic Min/Max projected requirements SC Monitoring & Visibility Level Loading VMI Supply Collaboration Hub Transportation Plan Comprehensive Statistical Model Predictive Demand Analytics Market clustering Segmentation Trade Promotion Optimization Media event and trend indicators ROI Production Planning and Scheduling Mill allocation Finite capacity plan ATP Production Scheduling MES
  4. 4. Company Confidential All Rights Reserved4 Customer References Consumer Durables 250+ customer businesses in 31 countries loyalty greater than 95% Food-CPG Healthcare | Pharma | Chemical Fashion & Apparel Retail & Wholesale Automotive & Aftermarket TLC | Steel | Engineering
  5. 5. Company Confidential All Rights Reserved5 ToolsGroup - Sales Inventory & Operation Planning (SIOP approach)
  6. 6. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved The Myth of the ONE NUMBER Planning
  7. 7. Company Confidential All Rights Reserved7 Prologue S&OP and the ONE NUMBER Planning
  8. 8. Company Confidential All Rights Reserved8 S&OP and The One Number Planning Metà anni ‘80: Dick C. Ling, consulente della Oliver Wight, fu il primo ad annunciare un nuovo processo (S&OP)... that would help companies align their manufacturing operations and resources planning with the anticipated demand for their products. Christopher Turner, collega di Ling, fu tra i primi a definire l’approccio dei 5 passi tipico del S&OP.
  9. 9. Company Confidential All Rights Reserved9 S&OP and The One Number Planning • Demand Planning ([...] “combination of actual sales activity and forecast combined with other forms of market insight” - Steve Hochman of AMR Research); • Centralized Demand Planning Meeting (the multiple forecasts for each product family — often from different regions — are rolled up into a consensus outlook - the forecast is unconstrained); • Capacity and Supply Planning (production planners might note that a certain supplier has been late on shipments, or that the amount of product expected would mean additional worker overtime); • Pre-S&OP Meeting (Here, problems and imbalances are identified and financial implications are considered. Issues that can't be resolved by the manager- /director-level participants are elevated to the next step); • Executive S&OP Meeting (The senior executives involved. Typical decisions include increasing procurement budgets or adjusting production schedules at various plants — high-cost activities that demand executive sign-off); S&OP: 5 step process
  10. 10. Company Confidential All Rights Reserved10 S&OP and The One Number Planning Nei primi anni ‘90 solo il 20% delle aziende che partecipano al programma di ricerca MIT Supply Chain 2020 avevano tentato di implementare processi di S&OP. Nel 2007 erano diventate l’80%. MIT Supply Chain 2020 Program
  11. 11. Company Confidential All Rights Reserved11 S&OP and The One Number Planning • Demand Planning ([...] “combination of actual sales activity and forecast combined with other forms of market insight” - Steve Hochman of AMR Research); • Centralized Demand Planning Meeting (the multiple forecasts for each product family — often from different regions — are rolled up into a consensus outlook - the forecast is unconstrained); • Capacity and Supply Planning (production planners might note that a certain supplier has been late on shipments, or that the amount of product expected would mean additional worker overtime); • Pre-S&OP Meeting (Here, problems and imbalances are identified and financial implications are considered. Issues that can't be resolved by the manager- /director-level participants are elevated to the next step); • Executive S&OP Meeting (The senior executives involved. Typical decisions include increasing procurement budgets or adjusting production schedules at various plants — high-cost activities that demand executive sign-off); S&OP: 5 step process
  12. 12. Company Confidential All Rights Reserved12 One Number Planning The first step
  13. 13. Company Confidential All Rights Reserved13 The One Number Planning
  14. 14. Company Confidential All Rights Reserved14 Sales & Marketing effects on the Demand Signal A B C Availabl e spending budget Growing noise and loss of visibility Discount 3x2 Point Noise from competitor promo activities What is the store’s contribution to an individual promotion?
  15. 15. Company Confidential All Rights Reserved15 How to support the Demand Planning
  16. 16. Company Confidential All Rights Reserved16 How to support the Demand Planning Calculation of the baseline and support for shaping promotional uplifts Via the use of data based on sell-in revenue/volumes, the filtering of external factors and the consultation of all available proprietary and competitor calendars, the baseline at customer/product/period level can be obtained and the relative uplift effect of the individual phenomenon (both in the past and in the future). Baseline Calculation & Promotion Modelling A brand new application frontier for Artificial Intelligence Machine Learning technology clusters all past promotion activities into “like-effect” groups, and identifies the drivers. On this basis it is able to identify and classify all new planned campaigns in accordance with their characteristics. Statistical forecast model at Product/Market Structure For every Product / Market Structure, a robust and accurate demand baseline is generated. The baseline is cleansed of every promotional or external effect. An accurate baseline is fundamental to identifying elements of promotional uplift.
  17. 17. Company Confidential All Rights Reserved17 The One Number Planning:
  18. 18. Company Confidential All Rights Reserved18 The One Number Planning […] ToolsGroup customer Granarolo, an Italian dairy products company, uses data analysis to help juggle the shelf-life of many of its products. For instance fresh milk lasts for six days while the company’s yoghurt has 40 days to sit in the supermarket. Seasonal taste adds to the complexity of shipping products across Europe, with items such as mozzarella cheese selling better in summer. Another factor is that 60 per cent of Granarolo’s products are sold via promotions and discounts. The consumer response to each of these deals has to be carefully calculated by the Bologna-based company. Granarolo, applying past experience of how well promotions have worked in different outlets, uses the machine learning program to generate suggested stock levels. These predictions rely on data from 60,000 sites across Europe. […]
  19. 19. Company Confidential All Rights Reserved19 One Number Planning A step forward!
  20. 20. Company Confidential All Rights Reserved20 Synergy across Functions: One Number Planning
  21. 21. Company Confidential All Rights Reserved21 Synergy across Functions: One Number Planning
  22. 22. Trade Promotion Optimization System Company Confidential All Rights Reserved Powerfully Simple Synergy across Functions: One Number Planning OPERATIONS SALES Uplift (%) Baseline (Vol) Sales Team Members validate Promo events (Net Uplift and Net ROI) which best fits with Business OBJs and share them to Supply Chain Team Mid-term Promo Plans in compliance with financial objectives built up from lowest level of detail Supply Chain Key Account Trade Marketing Finance Advanced promo & forecast models are shared with sales teams in order to provide an analytical basis business decision making
  23. 23. Trade Promotion Optimization System Company Confidential All Rights Reserved Powerfully Simple How to improve Promotion & Media ADV Effectiveness Dynamic Market Modelling IN-STORE ANALYSIS Product location Attractiveness OOS Planogram MEDIA FORECASTING PROMOTION FORECASTING CATALOGUE & ADVERTISING Web and Flyers Syndicated & Sell-Out Data Supply Chain Planning Demand Forecast Short, Medium & Long term Trade Promotion Decision Support System by objective and ROI
  24. 24. Demand Planning Inventory Planning & Optimization Replenishment Planning Company Confidential All Rights Reserved Thank you for your attention

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