Unternehmergespräch 27.08.2020 - Praxisbeispiel 2 mit Victoria Frank, tk elevator

Sales and Operations Planning FOR NORTH AMERICA

T K E L E VATO R G M B H 27. AUGUST 2020 | VICTORIA FRANK

T K E L E VATO R

Challenges

11 11 2 2

Demand for 11 different regions

Demand for 11 different elevator types

Demand for 2 different lines of business

| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

S&OP - the puzzle piece to link Sales and Operations Sales Sales S&OP

Operations

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

Operations

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F o r e c a s t To F u l f i l l – S a l e s & O p e ra t i o n s P l a n n i n g ( S & O P ) P r o c e s s

Understand our customers demand

Build scenarios to meet the demand

demand

supply

Keep the balance between demand and supply

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

T K E L E VATO R

F o r e c a s t To F u l f i l l – S & O P P r o c e s s

SUPPLY REVIEW MC

S&OP ROUND

DEMAND REVIEW

• Alignment between forecasted demand and capacity/resources by component

• Top Management (Field and MFG) approval of the plan

• Review of forecasted bookings and shippings by product

1 mo

SUPPLY REVIEW CSC

PLM REVIEW

• Alignment between forecasted demand and capacity by Value Stream

• Review of new product launches and end of life products

FINANCIAL ASSESSMENT • Which financial impact do we expect?

Monthly S&OP cycle ensures a comprehensive planning every month

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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S & O P c yc l e : c r o s s f u n c t i o n a l , b u s i n e s s w i d e fo r N o r t h A m e r i c a

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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B u t h o w t o i m p l e m e n t a n d m a n a g e a p r o c e s s v a l i d fo r a n e n t i r e continent and business?

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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M a n a g i n g S & O P w i t h t h e S c r u m f ra m e w o r k

T K E L E VATO R

S c r u m f ra m e w o r k

• Transparency

• Inspection

• Adaption to change

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

Cross functional team

No onetime show

Continuous improvement

Time is the enemy

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

Transparency

Length of the S&OP cycle

Deliver!

Change management

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S&OP and Scrum – The similarities lead to opportunities

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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Managing S&OP with the Scrum approach

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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I t d o e s n ’ t h av e t o b e fa n c y – i t m u s t w o r k !

Detailed description can be found in my master thesis “Scrum as an agile method for increasing speed in the sustainable implementation of Sales and Operations Planning�

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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D e r i va t i o n o f a S & O P i m p l e m e n t a t i o n m o d e l u s i n g S c r u m

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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COVID- 19

Communication, Communication, Communication

Set up of reviews made the transition to a home office/remote set up of the S&OP cycle smooth and easy

Critical suppliers in the supply chain were added to the S&OP cycle

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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How S&OP supports coordinate the COVID challenges?

Mon

Tue

Wed

01

Thu

02

Fri

03

Continous communciation through out the month

Send out regional data packages

06

Regional demand reviews

07

Regional demand reviews

08

PLM alignment (Product)

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20

PLM alignment (Component)

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North America Demand Review

10

MFG Finance Alignment

Consolidation by demand manager

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09

15

22

Critical supplier

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23

Supply review prep meetings MC

17

15

S&OP review & retrospective & planning

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Supply review prep meetings CSC MFG Finance Alignment

24 S&OP round

Supply review

27

Smoothing of shipping forecast

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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S&OP July 2020 – Monthly calendar ensures a good flow

Trello made it easy to convert our backlog into the digital world.

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

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I n t e g ra t i o n o f t h e d a i l y s c r u m i n t o t h e r e m o t e w o r k

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Ta ke a w ay Scrum framework supports implementing and managing your S&OP cycle Scrum framework pushes continuous improvement for future S&OP cycles

A designated team is one of the key elements Running S&OP as an agile process enables the organization to react quicker to environmental changes

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank

Scrum framework is an appropriate tool for implementing and managing a complex, cross functional and critical business process like S&OP

T K E L E VATO R

Thank you for your attention!

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| August 2020 | Sales and Operations Planning | TK Elevator GmbH | Victoria Frank