Mobility for Manufacturing Sales Operational Excellence

Mobility for Manufacturing Sales Operational Excellence

Using lean S&OP methods to balance supply and demand

70% of sales teams have S&OP in place at their manufacturing organization but do not believe they are using it effectively.

Lean manufacturing sales and business development teams are using S&OP as a powerful approach to eliminate waste, reduce costs, cut lead times and improve quality. 70% of these teams though, do not believe they are using this planning method effectively.

A challenge for sales teams is closing the gap between strategy and execution. With the struggle to either sit on the product as inventory grows or slash prices, these teams have the opportunity to integrate S&OP to improve quality and reduce costs.

Current trends in sales operational excellence

•  Move towards S&OP to predict upswings, downswings and sales forecasting

•  Move towards more access to data in real-time

•  Buyers and sales team working together collaboratively to get the best value and shorten sales cycles

The Old Reality vs The New Reality

NEW REALITY Mobility provides the opportunity to innovate in-house. New platforms allow for collaboration between business unit leaders and IT, to streamline and accelerate the app creation process.

Organizations hired costly consulting firms to implement lean S&OP processes and establish a culture of continuous improvement.

OLD REALITY


NEW REALITY Consumers have been trained to use mobile devices, and new mobile platforms provide a fast, personalized user experience custom-tailored for their role.

Organizations were constrained for resources when trying to adapt current sales teams to new S&OP processes.

OLD REALITY


NEW REALITY New approaches to mobile app development make it easy to modernize manual processes, by bringing the user closer to the app creation process and removing time and cost constraints.

Organizations relied on outdated manual processes, such as collaborating using paper or spreadsheets which are time-consuming and prone to human error.

OLD REALITY

Identify customer value by responding to their needs

Identify Customer Value With lean S&OP, sales teams can identify where customers want them to be more responsive, allowing for quicker responses to their needs at the point of service. Where Mobility Adds Value Mobility gives your team the information they need at the right time, improving customer responsiveness.

Identify Customer Value

(Responsiveness)

Pursue Perfection(Continuous

Improvement)

Map the Value Stream

(Optimize Processes)

Create Flow(Track Metrics)

Establish Pull(Optimize Materials

and Labor)

Optimize processes by understanding customer values

Map the Value Stream Sales teams receive feedback on what the customer truly values in terms of service and their products. Sales and operations teams can use these values to optimize business processes. Where Mobility Adds Value Mobility provides the tools your sales teams need to optimize processes and increase responsiveness to customers.


(Responsiveness)


Improvement)





and Labor)

Track metrics and eliminate waste with the right data

Create Flow Accelerate lean S&OP initiatives by collecting more data. With more data, your team can drive a higher level of data integrity and become more informed faster. Where Mobility Adds Value Mobility allows your teams to quickly collect data and gather metrics to analyze and improve processes.


(Responsiveness)


Improvement)





and Labor)

Optimize materials and labor to measure customer buying habits

Establish Pull Your sales team has now identified where you would like to be more responsive to customers. Your team has also collected data to optimize processes and make materials and labor decisions for desired inputs and outputs.

Where Mobility Adds Value Mobility provides a way to put metrics to work, modernizing processes and optimizing materials and labor costs to get the job done.


(Responsiveness)


Improvement)





and Labor)

Pursue perfection with continuous evaluation of current processes

Pursue Perfection By making processes more efficient and productive, it is easier to drive continuous improvement. Your team can now understand customer value and how to maximize processes to meet their needs. Where Mobility Adds Value Mobility gives your team the opportunity to pursue perfection through iterative, continuous improvement.


(Responsiveness)


Improvement)





and Labor)

Mobility adds value from supply chain to sale

Supply Chain Operations Fulfillment Sales &

Marketing Post Sale

Inventory Control

Real-time Logistics

Scheduling

Receipt Acknowledgements

Product Lead Times

Order Tracking

Scheduling Visibility

Quality Control

Dispatch Scheduling

Logistics

Route Optimization

Warehouse Automation

Customer Dashboard

Sales Reporting

Quotes/Estimating

Competitor Intel/Analytics

Work Order Approvals

Service Manuals

Service Performance

Dealer Management

Improve primary manufacturing functions with mobility

Admin, IT and Finance

Human Resources

Procurement

Product Development

Business Insight DashboardBusiness Unit Performance

Product Performance&RVW�DQG�3URĆW�9LVLELOLW\

Time and AttendancePerformance Feedback

Expense ReportingIncident Reporting

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0DWHULDOV�6WDWXVTracking

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Engineering Data Search

Examples of pre-built manufacturing sales and business development apps

Check inventory movement and track and manage assets

Monitor production volume and get disruption alerts

Manage and monitor sales team activities in real-time

How can you start “going mobile” for operational excellence today?

Identify a meaningful sales challenge or need that could be addressed with a mo-bile app.

Many challenges in manufacturing sales and busi-ness development tend to be the "little things" that add up to daily frustration and loss of productivity for the team or management. Examples include re-lying on manual processes, collecting information manually on paper, or having bottlenecks such as phone call approvals.


Start a conversation with your internal IT department about existing policies and procedures that might be applicable to mobile app deployment. When researching mobile apps, security should be a top priority for your manufacturing sales and business development team. Keep your IT team involved as you evaluate solutions and apps that DUH�WDLORUHG�WR�ĆW�\RXU�WHDPV�QHHGV�


Start a conversation with your team, ad-dressing their pain points and how their job can be made easier with a mobile app.

For a mobile app to be successful for your sales and

business development team, it must be focused on

their needs. If they could have a set of mobile apps to

help them with their job, what would the top three

be? How challenging is it for the team to gather prod-

XFW�DQG�FRPSHWLWLYH�GDWD�IURP�WKH�ĆHOG�DQG�JHW�LW�WR�management?


Identify the key goals that your manufac-turing sales and business development team wants to achieve with an investment in mobility. When planning for the implementation of a mobile app, consider what information and data they need to keep revenue up while managing tight schedules and deadlines. Beyond user acceptance, what are the PHWULFV�DQG�UHVXOWV�WKDW�ZLOO�GHĆQH�VXFFHVV�IRU�\RXU�ĆUVW�PRELOH�DSS"�

Ready to get started?

Click here to Visit the Catavolt Manufacturing Resource Center for videos and additional resources on applying

mobility to your operational excellence challenges

www.catavolt.com/resources/#manufacturing

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Mobility for Manufacturing Sales Operational Excellence