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Supply Chain Insights LLC Copyright © 2015, p. 1
Sales and Operations Planning Study
Preliminary Summary ChartsJanuary 6 – May 1, 2015
Supply Chain Insights LLC Copyright © 2015, p. 2
Agenda
Study Overview
Sales & Operations Planning
Supply Chain Agility
Company Performance
Supply Chain Insights LLC Copyright © 2015, p. 3
Study Overview
Supply Chain Insights LLC Copyright © 2015, p. 4
Most Respondents Are Manufacturers, in Process Industries, and with $6B in Revenue on Average
Supply Chain Insights LLC Copyright © 2015, p. 5
Top Industries for Respondents Include Food & Beverage, Chemical, and Consumer Packaged Goods
Supply Chain Insights LLC Copyright © 2015, p. 6
The Majority of Respondents Work in a Supply Chain Role,Primarily at the Director or Manager Levels,
and Are Based in North America or Western Europe
Supply Chain Insights LLC Copyright © 2015, p. 7
Agenda
Study Overview
Sales & Operations Planning
Supply Chain Agility
Company Performance
Supply Chain Insights LLC Copyright © 2015, p. 8
Performance Summary
Supply Chain Insights LLC Copyright © 2015, p. 9
Companies Have 4 Distinct S&OP Processes on Average
Supply Chain Insights LLC Copyright © 2015, p. 10
Over Two-Thirds Use “S&OP” to Describe the Process
Supply Chain Insights LLC Copyright © 2015, p. 11
Just Over Half Consider Their Primary S&OP Processto Be Effective
Supply Chain Insights LLC Copyright © 2015, p. 12
Volunteered Reasons for Why Primary S&OP ProcessIs Effective
Supply Chain Insights LLC Copyright © 2015, p. 13
Volunteered Reasons for Why Primary S&OP ProcessIs Less Than Effective
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Most Common Goal of an S&OP Process Is to Match Demand with Supply
Supply Chain Insights LLC Copyright © 2015, p. 15
Less Than Half Consider Their Primary S&OP Processto Balance the “S” and “OP”
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Two-Thirds Report Primary S&OP ProcessIs Executed at Least Most of the Time
Supply Chain Insights LLC Copyright © 2015, p. 17
Primary S&OP Processes Are Slightly More Aligned by Product; Typical Frequency Is Monthly
Supply Chain Insights LLC Copyright © 2015, p. 18
Spreadsheets Are the Most Common Technology Used andSAP Is Most Common Product Used
Supply Chain Insights LLC Copyright © 2015, p. 19
For Over Half, the Budget Is an Input to the S&OP ProcessBut Does Not Constrain It
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Sales-Operations Collaboration Is Among Most Importantand Top Performing Element of S&OP Processes
Supply Chain Insights LLC Copyright © 2015, p. 21
Managing Opportunities/Risk, Running What-if Analyses, and Using Technologies Show Greatest
Performance vs. Importance Gaps
Supply Chain Insights LLC Copyright © 2015, p. 22
Most Common Challenge with S&OP ImplementationIs Getting to Right Data in Timely Fashion
Supply Chain Insights LLC Copyright © 2015, p. 23
Vast Majority Believe Their Primary S&OP Process Is Important for Improving Supply Chain Agility
Supply Chain Insights LLC Copyright © 2015, p. 24
Agenda
Study Overview
Sales & Operations Planning
Supply Chain Agility
Company Performance
Supply Chain Insights LLC Copyright © 2015, p. 25
Most Common Definition of Supply Chain Agility Is theAbility to Adapt to Variations in Demand and Supply
Supply Chain Insights LLC Copyright © 2015, p. 26
Agility Performance Is 30% Lower Than Importance
Supply Chain Insights LLC Copyright © 2015, p. 27
Current Agility Is Perceived to Be Three Times Higher Than One Year Ago
Supply Chain Insights LLC Copyright © 2015, p. 28
Agenda
Study Overview
Sales & Operations Planning
Supply Chain Agility
Company Performance
Supply Chain Insights LLC Copyright © 2015, p. 29
Top Supply Chain Descriptors: Many, Room for Improvement, Reactive,
Tactical, and Cautious
Supply Chain Insights LLC Copyright © 2015, p. 30
Top Supply Chain Strengths: Many, Controlled, and Aligned
Supply Chain Insights LLC Copyright © 2015, p. 31
Sales & Marketing and Manufacturing & ProcurementAre Most Important to Be Aligned and Most Aligned
Supply Chain Insights LLC Copyright © 2015, p. 32
Greatest Alignment Gaps Are with Sales & Operations,Operations & IT, and
New Product Development & Distribution
Supply Chain Insights LLC Copyright © 2015, p. 33
Over Three-Quarters Report That Their Company IsDoing Well at Meeting Corporate Goals
Supply Chain Insights LLC Copyright © 2015, p. 34
Most Important Measurements to Meet Goals IncludeEBITDA, Operating Margin, Cash-to-Cash Cycle,
and Days of Inventory
Supply Chain Insights LLC Copyright © 2015, p. 35
Most Commonly Tracked Measurements Include OperatingMargin, Days of Inventory, EBITDA, Cost of Goods Sold,
Forecast Accuracy, and Days of Receivables
Supply Chain Insights LLC Copyright © 2015, p. 36
Top Areas of Business Pain Are Alignment, Data, Visibility,Demand/Supply Volatility and Executives
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