DS Magazine
VOLUME 8 / ISSUE 1 / SPRING 2008
Heineken USA Taps into Distribution Success
DS Magazine
1
OPENING Letter
G
rowing up, there were only a handful of options for toothpaste, soap and laundry detergent. The supply chain was relatively simple for companies with a few products manufactured domestically.
For better or worse, things have drastically changed since then. Now when I shop for
toothpaste, there are so many choices that I can’t even remember which one I use. On top of explosive product proliferation, today’s enterprises face many other supply chain challenges. At last year’s conference, I spoke about five key trends in today’s supply chain: Globalization, Collaboration, Product Innovation, Flexibility and Green. A recent Wall Street Journal article addressed these very trends and concluded that these forces added up to an incredible burden on you: “…supply chain managers are shouldering a lot more responsibility and need a new set of skills – particularly due to globalization.” Today, supply chain managers must understand legal, political and cultural environments in order to negotiate with suppliers to drive cost out of the supply chain.
We have planned our conference for late September this year with the theme Innov8 – Rethinking Global Supply Chains.
The software industry’s answer to supply chain complexity is to produce more complex
supply chain systems, which in turn, makes the problem worse. At DMI, we advocate a back-to-the-basics approach and advise enterprises to rethink their supply chains in such a way that they can simplify complex processes and arrive at straightforward numbers. Our goal is to help make supply chains easier to manage and more effective.
In this issue, our customers speak to Demand Solutions’ ability to solve global supply
chain problems. Demand Solutions simplifies Heineken USA’s wholesale distribution operation by mapping its sales force to its distribution points (page 6). Kyocera Mita Australia achieves long-term visibility with Demand Solutions amidst three-month lead times (page 14).
A key competitive strategy many companies are adopting to manage global businesses
is Sales & Operations Planning (S&OP). With so many vendors hyping S&OP software, it is difficult to evaluate the basic requirements a stand-alone tool should have. To help companies decipher the complex maze, we have outlined the four main attributes a successful S&OP solution should offer (page 21). I look forward to seeing you in September. Sincerely,
Bill Harrison President
2 demandsolutions.com
TABLE of Contents
Editor: Amanda Conner
/ Spring 2008
4 DS News 5 Mexico
Demand Management opened an office in Mexico to help businesses successfully respond to its changing supply chains.
6 Heineken How many bottles of beer on the wall? Heineken USA counts its bottles and its savings with Demand Solutions.
10 Raymarine Marine electronics provider not only helps customers find fish, but also decks out notable celebrities’ yachts with navigation systems, satellite TVs and chart-plotting programs.
12 HallStar Without polymer additives and esters, tires would be less durable and sunscreen would not survive the elements. HallStar becomes as precise with forecasting as it is with chemistry.
14 Kyocera Distributing printing devices and spare parts with three-month lead times is not a simple task. Armed with a trusted planning tool, a hardworking team makes it look easy by reducing inventory and shipping costs by 60 percent.
16 CML Customer forecasts threatened CML’s status as a top lighting supplier to the automotive industry. With the help of Demand Solutions and a new forecasting process, the leader in LED lighting is shining brighter than ever.
18 Slime Green, thick and sticky – Slime is not your average tire sealant. As the magical goo’s popularity continues to rise, spare tires could soon be outdated. Demand Solutions has helped Slime establish a fluid forecasting and replenishment process to prepare for increased demand and eventual world domination.
20 Employee Spotlight: Anthony Fitzgerald A Business Consultant applies creative methods to help companies in Australia and Asia Pacific achieve long-term, supply chain visibility amidst long lead times.
21 Sales & Operations Planning A complex process needs a simple solution. Demand Management outlines the four main credentials a true S&OP tool should have.
DS Magazine
3
DS News
DS News New Offices
Demand Management is proud to announce the addition of four new representatives to the global DMI network.
William Leo - Shanghai
Customer Conference
The 2008 annual Demand Solutions Customer Conference in Phoenix, Arizona will be the best one yet. The conference dates are September 28 – October 1 and training is September 26 – 27.
With more than 20 million people, Shanghai is one of the most populated cities in the world. The Singapore-born former SAP consultant understands the complex supply chain issues manufacturers in Asia face.
Russ Goodrich - Government
Russ Goodrich has more than 25 years of experience providing software solutions to both the Federal Government and private industry. Headquartered outside of Washington, D.C., Goodrich and his organization will support all branches of the U.S. Government as well as commercial business in the state of Virginia.
Raymond Leung - Hong Kong
Expanding its international reach in Asia, DMI has appointed Raymond Leung to sell and support the Demand Solutions product suite in Hong Kong. Leung has more than 20 years experience in logistics and has expertise in supply chain and logistics consulting.
Roberto Robles - Mexico
There is a strong demand for businesses in Mexico to streamline their supply chains. Seasoned IT solution provider Roberto Robles is looking forward to helping local organizations meet their supply chain planning goals.
Awards
With more than 100 customers in the Food & Beverage industry, DMI won the Food Logistics 100 Award. The recognition is in response to the exceptional planning functionality in the Demand Solutions product. The tool helps customers increase inventory turns and decrease obsolescence.
Editor’s note: Due to miscommunication among the DS editors and management at Invitrogen, a version of the article was released that did not include some suggested modifications. We regret the occurrence and have put processes in place to ensure this is not repeated.
4 demandsolutions.com
We will present the latest innovations in planning trends and our products. Keynote speaker André Martin, known as the founder of modern-day replenishment planning and leading author of several books on supply chain operations, will provide industry insights into today’s complex supply chain. The JW Marriott property in Phoenix will be an amazing venue for learning and relaxation. We look forward to networking, collaboration, product enhancement voting and interactive discussions about supply chain complexities and your changing roles as managers. Call for papers deadline is May 15.
Partner Update
Demand Solutions and Microsoft’s partnership heats up with integration and certification underway to Microsoft Dynamics® business platforms including NAV and GP.
Product Updates & Enhancements
Enhancements: At the September customer conference in Phoenix, the company will formally release the major enhancements for each product from the 2007 voting. Version 11: Demand Solutions is rolling out the latest release of DS FM and DS RP. Contact your representative to learn more about the performance advantages. Statistical Bill of Materials: Demand Solutions has added a Statistical Bill of Materials into the Requirements Planning module in Version 11. Now DS RP allows phasing components in and out of a BOM without having to create a new product — making it easier to track when there are multiple choices.
Mexico
Focus on Mexico
S
constant
“Demand Solutions is the ideal fit for small
Its software solutions have contributed
evolution, but none are fluctuating
and midsize enterprises in Mexico because
to the increased profits of many local and
more than Mexico’s. Throughout
it is affordable, easy to use and is the
international corporations in Mexico.
the 1990s and into the early years of 2000,
fastest supply chain planning software to
companies in Mexico invested in software
implement.”
providing excellent service and support for
systems to improve internal processes.
There are several factors affecting
its Demand Solutions tools locally. If your
Now, the focus has shifted to improving
businesses in Mexico. Globalization and its
company wants to remain competitive in
the supply chain. In fact, International Data
associated long lead times, shifting from a
the Mexico market, contact Roberto Robles
Corporation (IDC) predicts that supply
manufacturing to a distribution economy,
today.
chain management software sales will grow
inflation, the declining U.S. dollar and
15 percent this year and 18 percent in 2009.
increasing energy costs – to name a few –
Fueled by economic conditions, the supply
all contribute to the changing face of supply
chain management sector is predicted to be
chains in Mexico and the increased focus on
among the largest of Mexico’s information
planning.
technology investments.
upply
Demand
chains
are
Management
in
opened
“The supply chain in Mexico has also
an
moved from local to global as it outsources
office in Mexico City in February to help
more and more of its manufacturing to other
businesses in the region achieve their
parts of the world. With the shift away
supply chain planning goals. The company
from manufacturing, Mexico has entered
welcomes Roberto Robles and his group
into a wholesale distribution environment
of seasoned supply chain professionals
with the same challenges that other
to its global team. With more than 20
countries have faced for the past decade,”
years of experience implementing new
says Bill Harrison, President of Demand
processes and software solutions for Latin
Management, Inc.
American clients, Robles understands the
challenges regional businesses face and has
from manufacturing to distribution, Mexico
a track record of delivering high return on
is experiencing the usual business problems
investment to his customers.
associated with outsourcing. Long lead
“Now more than ever, companies
times for finished goods and parts make
with inventory in Mexico need dedicated,
careful planning a top priority. Demand
world-class demand planning and supply
Solutions has helped businesses plan for
management tools to remain competitive,”
more than 23 years.
says Roberto Robles, General Manager
of Demand Management’s Mexico office.
history of success in the Mexico market.
Similar to the United States’ transition
Demand Management has a solid
The
company
is
committed
to
“As we approach the 15th anniversary of NAFTA and look at the effect it has had on Mexico, the country has become a more dynamic player in world economy,” says Bill Harrison, President of Demand Management, Inc. Roberto Robles Arroyo World Trade Center Montecito No.38 Piso 12 Of 16 Col. Nápoles México, D.F. C.P. 03810 Tel: +52(55)9000 5800/10 Fax: +52(55)9000 5802
[email protected] DS Magazine
5
COVER STORY
Demand Solutions Helps Heineken Serve a Cold One
H
6 demandsolutions.com
eineken USA (HUSA) does not brew, bottle
how the software created and maintained them.
or package beer in the United States. The
Although it would have seemed a natural choice to
company instead imports, markets, sells
upgrade its SAP APO DP tool given that HUSA uses
and distributes Heineken along with other premium
a SAP ERP system, the company decided to research
beers in its expanding portfolio through a network of
the leading forecasting systems on the market. HUSA
nearly 650 beer distributors throughout the country.
chose Demand Solutions because of its ease of use,
Easier said than done, this supply chain requires
powerful functionality, quick implementation, local
precise forecasts and meticulous planning. Even
support and value for money.
with breweries on the other side of the Atlantic, long
brewing lead times and seasonal market demands,
that sought transparency above all other factors
the company operates one of the best-performing
when evaluating software. With a Ph.D. in
supply chains in the industry. Forecast accuracy is a
computer science, numerical complexity did not
key enabler for HUSA in operating the supply chain
intimidate Setnes. However, he realized that too
that makes them the biggest container shipper on the
much complication would hamper a collaborative
trans-Atlantic.
forecasting process.
Magne Setnes, Senior Director of Supply Chain
The choice has worked well for the company
“Demand Solutions has a transparent process of
Management, wanted a forecasting tool that was easy
creating forecasts,” says Setnes. “After all, we aren’t
to understand. His theory was that the team would
putting robots on Mars – what’s important for my
make better use of the forecasts if they understood
team is a tool that supports their data management.”
COVER STORY
As with most packaged consumer goods
The final factor when determining forecasting
companies, forecasting demand for a new product,
packages was flexibility. Setnes wanted a solution
big or small, is always a challenging process. HUSA
that could fit into the way Heineken works, rather
liked Demand Solutions’ process for developing and
than requiring the company to conform to the
maintaining forecasts for new products. Over the past
software. With its large selection of templates and
year, Demand Solutions has proven its capabilities
reporting methods, Demand Solutions lets a business
and contributed to Heineken’s successful launch of
customize its solutions without customizing the
two new products: Heineken Premium Light and the
software. The program is also flexible in terms of
five-liter draught keg, an end-user mini keg with an
access — users can access the centralized Demand
integrated draught system guaranteed to keep beer
Solutions database from their respective office
fresh for at least 30 days after it’s first tapped.
locations throughout the U.S.
“Demand Solutions simplified the new product
Over the past year, Demand Solutions has proven its capabilities and contributed to Heineken’s successful launch of two new products
launch process for us,” says Setnes. “The tool makes it very easy to review the numbers and change the forecasts, which we do frequently during a launch.”
The Heineken supply chain management
department faces an interesting challenge. Its physical supply network structure is optimized for organization − each of its six demand centers
Managing a Forecast-Driven Supply Chain
feed into several different sales zones. Prior to
implementing Demand Solutions, the HUSA supply
the starting point for HUSA’s conversations that
chain staff had to manually map the forecasts built
make up the sales and operations planning. Through
for the demand centers onto the sales zones in order
monthly meetings with the sales force in the field, the
to have a basis for discussions with the sales force.
regional demand planners collect numbers, discuss
trends and solicit information regarding upcoming
logistics and does not align 1:1 with its sales-force
“Now we map the sales region to the demand
The forecast from Demand Solutions provides
centers automatically, and we can view the data
programs and competitor activities.
from the point of view of the network structure or
the sales organization,” says Setnes. “That is a huge
what algorithms we should use,” says Setnes. “If our
advantage, especially in rolling out new products or
competitors run promotions with large displays at
supporting promotional programs. We are able to
retail – that will impact our sales. So we need to have
have conversations with the individual sales regions
these conversations and gather intelligence on what
about expectations in a transparent way and track
is happening in the field.”
and report against progress and targets.”
“We ask sales what they think will happen, not
Working off their monthly sales forecasts, the
Another key to choosing Demand Solutions
regional demand planners update and tweak their
was strong local support, says Setnes. Heineken has
forecast each week. Demand Solutions automatically
worked closely with Demand Solutions Northeast,
maps the regional sales forecasts into a network
whose offices are within driving distance to
forecast — simplifying the once-manual process.
Heineken’s U.S. headquarters in White Plains, N.Y.
Every Thursday, Setnes and his team then send the
“When we were choosing new forecasting
consolidated demand-center forecasts to the brewery
software, integration into our global ERP system
in Amsterdam so it can update its planning for
was essential, but we also wanted a company that
several months out. Coincidently, Thursday is also
could support us locally with functional experts,”
taste-testing day at the White Plains office bar. It’s
says Setnes. “Demand Solutions has exceeded our
a good day for the team to have the forecast off their
expectations.”
plates and cold beer in their mugs. DS Magazine
7
COVER STORY
Implementing Best Practices
The biggest task in implementing Demand
We are really happy with the guidance and support we received from them.”
Solutions was consolidating Heineken’s plethora of
data from the two historical demand streams into one
Demand Solutions didn’t force them into a particular
view – what Heineken ships to distributors and what
process but rather led them into a discussion about
distributors ship to retailers. The team had previously
what the tool could do and the best approach to use
managed it in multiple spreadsheets for each region.
with their data.
“It seamlessly integrated with our SAP systems and the planning systems at the brewery without dictating rigorous, pre-defined steps like we experienced with our previous application of SAP APO DP.”
“The
Demand
Solutions
implementers
demonstrated the tool’s capabilities to support the process that was best for us and our data,” says Setnes. “It seamlessly integrated with our SAP systems and the planning systems at the brewery without dictating rigorous, pre-defined steps like we experienced with our previous application of SAP APO DP.”
“Trying to convert the regional data into a
state view was a daunting task for Heineken USA
Forward-Thinking
in the world of Excel,” says John Koroluk, an
Implementation Consultant for Demand Solutions
the team is improving methods of incorporating the
Northeast.
“Prior
to
Demand
Solutions,
With Demand Solutions operating smoothly,
the
forecasts into sales and supply chain planning. HUSA
forecasters would spend countless hours each month
recently implemented DS View, a tool that enables
just jockeying numbers around.”
them to see the forecasts from multiple angles. The
DS Northeast spent about two months working
company wants to take full advantage of Demand
with Heineken’s IT to determine where the data
Solutions’ ability to map forecasts to sales regions to
should come from, ensuring data structures
increase the sales force’s sense of ownership.
were consistent and cleansing existing data.
Working with DS Northeast, Heineken built a
demand centers, all the responsibility for their
prototype to test the system
accuracy fell on the supply chain group,” says
and experiment with
Setnes. “Now that we have the forecasts integrated
several approaches.
into the sales-organization structure, we can
The
faced
achieve a much more collaborative approach and
challenges they didn’t
engage in good discussions on how we perform
anticipate. They learned
as a team. Without Demand Solutions, it would
to align their processes
have been hard for us to address this level of
with best practices in
accountability.”
team
the industry.
8 demandsolutions.com
The Heineken forecasting team respected that
“We
“Before, when our forecasts were tied to the
“Our
supply
chain
team
has
moved
went
their forecasting process from the desk to a
through a learning
collaborative process—improving the information
curve,” says Setnes. “Some
sharing and communication across operational,
of the ideas we started with turned
financial, marketing and sales departments,” says
out to be incorrect. We had good support from the
Dan Sullivan, Chief Financial and Operating
Demand Solutions team. They gave us honest advice
Officer at HUSA.
and explained that our original approach would
make the software functions unclear, which would
Holland keep HUSA’s supply chain management
take away from the strength of Demand Solutions.
department on its toes with potential product
Heineken’s research and innovation group in
Did You Know...
launches. One of the brewer’s latest
items such as new product launches,
innovations
another
one-off promotions and unseasonable
level — the level right above freezing
weather to provide a clean history for
make Heineken USA the biggest
temperature. The brewery is testing
predicting forward,” says Setnes. “This
containerized
“Heineken Extra Cold,” an on-premise
is especially helpful when you have
trans-Atlantic.
tap handle that gets so cold that ice forms
introduced new products in the previous
on its exterior. Another innovation is
year. New product launches produce
the 2008 U.S. launch of the BeerTender
very noisy data because there is so much
in cooperation with Krups, a kitchen
loading in at the distributors and retail
appliance manufacturer. The easy-to-use,
level. We plan to take full advantage of
in-home draught system is compatible
Demand Solutions’ separate historical
with the Draught Kegs.
records in our future planning.”
takes
cool
to
The company’s comprehensive supply
Heineken’s forecasts are in the
chain management in the Netherlands
thousands of pallets, but demand often
uses the forecasts received from HUSA
occurs as a salesperson closes a deal for
and other markets around the world to
a few pallets a month. The company can
plan production. It also uses the forecasts
now adapt to the multiple measurement
to manage its operations upstream from
units and has achieved a level of
the breweries and to forecast the levels of
communication that did not exist prior to
packaging and the raw materials that are
Demand Solutions.
required to meet product demand.
“When we share numbers that are
The
16:
numbers
and
facts
importer
that
on
the
percent of the world’s beer
industry the U.S. represents
233: million hectoliters of beer U.S. citizens drink in an average year
1,501:
million hectoliters of beer
consumed globally each year
55,000: containers Holland ships to Heineken USA per year
40: the size in feet of the containers 1,000:
the weekly average number
the
meaningful to sales, we have better
forecasting process takes considerably less
conversations. They can see that the
effort,” says Setnes. “It has spurred better
information they provide us helps keep
conversation with our sales force and we
the demand centers at the right level of
are in a much better place to support new
stock to support their programs,” says
activities moving forward. Before we had
Setnes.
the East Coast
“We have moved from a back-office function with spreadsheet mathematics into a more collaborative effort that creates more value for the company.”
5: the lead time in weeks for beer to
“With
Demand
Solutions,
of containers Heineken USA receives from Holland
8 to 14: the lead time in days for beer to ship from the Netherlands to
Demand Solutions, we were using outdated tools for new activities, and they presented real difficulties. Now we spend less time making the software work and focus on our conversations with the sales team.”
Local Knowledge
Heineken values local-level detail –
in traditional brewing recipes and in data collection. The company can now include and measure the performance of local
ship from the Netherlands to the West Coast
Heineken USA imports several beer brands including: Heineken, Heineken Light,
Heineken
Premium
Light,
Amstel Light, Buckler non-alcoholic brew, and authentic Mexican beers such
detail all the way to the demand centers
as Tecate, Dos Equis, Carta Blanca and
with Demand Solutions. That’s important
Bohemia.
in a business where demand can change rapidly because of weather, pricing and media.
“Demand Solutions keeps a separate
copy of your history, so you can remove DS Magazine
9
Raymarine
What a Catch
Raymarine is Hooked on Demand Solutions
R
company’s sophisticated marine electronics
exaggerate. When he became a consultant for
Klayko is not the kind to name drop or
net recreational boat owners and nautical
Raymarine, he claimed that the Demand Solutions
high rollers who want the ultimate on-board
team could implement a forecasting solution in a few
experience. Its customers live for sea-bound
days, instead of the months and years other systems
adventures and don’t mind spending upwards of
require. That’s when Klayko contacted Mark Thomas
$75,000 on navigation systems, radars, autopilots,
of Demand Solutions, and they embarked on a startup
fish finding gear and satellite TVs.
plan. This was their third implementation together
10 demandsolutions.com
aymarine, Inc. has an eye for success. The
Raymarine’s
largest
product
category
is
– the first two were at Rubbermaid and Vermont
multifunctional displays. The intuitive displays have
American where Klayko previously held positions.
a customizable navigation interface that allows users
to view four of the following features on a single
hardest,” says Thomas. “With our industry experience
screen: 3D chartplotting, HD digital radar, HD Digital
in forecasting and planning, the data layout portion
fishfinder, SIRIUS marine weather, instrumentation
took the most thought – it obviously had to include
and video applications. User-defined “Pages” on
the forecasting decision process and exception
the displays give boaters customizable options with
structure.”
up to four window combinations or full screen
applications for every navigation scenario. Known
of a weekend and the IT department said ‘no way.’
for its complete collection of marine electronics
And they couldn’t believe it when we had it running
and outstanding customer support, Raymarine lures
in a matter of two days,” says Klayko.
top-of-the-line customers.
“As a matter of fact, we do have equipment on
has become somewhat of an expert. Raymarine was
several celebrities’ yachts,” says Al Klayko, Global
facing major forecasting problems when he arrived.
Forecasting Manager at Raymarine, Inc.
They were using an outdated forecasting package –
“The process of beginning is always the
“I told them we’d have the system up in a matter
A Demand Solutions user since 1993, Klayko
Raymarine
it was so old the vendor had stopped offering support. Klayko gave a recommendation that was three-fold:
Along with increased forecast accuracy, Demand Solutions also helped Raymarine experience an increase in customer satisfaction, decrease in airfreight shipping costs and a decrease in meeting times.
they could continue trying to use the cumbersome system, upgrade their system or implement a new one all together.
The forecasting team knew they could no longer
use the old system, and Raymarine didn’t want to upgrade due to cost and the unintuitive nature of the old program.
The answer was clear – they needed a new,
from new products that have been introduced within the previous
nimble forecasting system.
12 months. Although some of the products are replacements when
“I recommended Demand Solutions because
new versions are released, the forecast also includes brand-new
I knew from past experience that it dramatically
technologies. The forecasters must capture demand for the new
increased forecast accuracy.”
products in the market. In order to do this they use Demand
Solutions’ Curves functionality.
Not everyone on the forecasting team was
as convinced though. The decision came down to
affordability and flexibility. Raymarine had plans
of the U.S. and require a 90-day lead time. Klayko and his team
to implement a new ERP system and needed a
measured Demand Solutions’ success by freezing the forecast three
forecasting program that could easily import and
months in advance, adding the 90 days together, and comparing it to
export data out of the package. Demand Solutions
the actual demands to get absolute variances. They called this their
perfectly matched the company’s needs, as it will
KPI or key performance indicators. Along with increased forecast
work with any ERP package.
accuracy, Demand Solutions also helped Raymarine experience an
increase in customer satisfaction, decrease in airfreight shipping
“You get as much as you need with Demand
A number of Raymarine products are manufactured outside
Solutions and you get a more user-friendly system
costs and a decrease in meeting times.
without the high price,” Klayko recalls telling the
team.
mid to upper 80 percent,” says Klayko. “Since we implemented
Once
they
organized
the
data,
Demand
“Our customer service when I came on board in 2006 was
Demand Solutions, we consistently hit 95 to 98 percent service
Solutions was implemented in just two days. No
levels.”
one could believe it, except Klayko. Demand
Solutions’ capabilities continued to surprise the team.
U.S. market for marine electronics, likely
Raymarine’s forecast accuracy never exceeded 56
because marine fuel is averaging $4.20 per
percent while using the old system.
gallon, Klayko says Demand Solutions
easily saves Raymarine at least
“Within three months of implementing Demand
Although there has been a downturn in the
Solutions, our accuracy was within 60 to 70 percent,”
$500,000 a year. Now
says Klayko.
that’s an impressive
catch.
Raymarine experienced higher forecast accuracy
on what they call the “top 40” – the 40 items that represent 70 percent of the business. Three months after implementation, those items consistently hit between 77 and 85 percent accuracy.
“The DS implementation was a dramatic
success,” says Klayko.
The forecasters at Raymarine face even tougher
challenges than forecasting the “top 40.” The company has a goal to earn 25 percent of its revenue DS Magazine
11
Hallstar
Start with a number. Start with Demand Solutions.
S
tart with a number. It sounds like common
from, HallStar selected Demand Solutions® Forecast
sense, yet many businesses do not base
Management (DS FM) in 2000 because it is the
supply on a realistic plan of future
easiest to use tool with understandable logic.
demand.
One company that has realized the benefits
organization and understood how we wanted to run
of starting with a number is HallStar. Following
the business, Demand Solutions was the perfect fit
a complete business-model redesign in 1999, the
to implement that forward-looking view,” says Kim
company changed nearly every aspect of its business
Buchholz, Director of Order Fulfillment.
– becoming a demand-driven entity. HallStar is a
producer and distributor of personal care ingredients
could agree on, the HallStar team knew the tool
and polymer additives, a big change from its origins
had to be easy to understand as well as easy to
as a rubber chemicals distributor named The CP Hall
use. While many software companies boast about
Company. With a new purpose and new name, the
highly mathematical forecasts that generate the
company did not want to perpetuate mistakes of the
best number based on complex statistics, Demand
past such as planning from forecasts that were static
Solutions has a different approach. With 23 years
repeats of the months prior. HallStar implemented
of expertise, Demand Solutions understands that
Demand Solutions in three days and has been looking
too often the best number is not the right number.
forward ever since.
DS FM automatically selects the most appropriate
The
start-with-a-number
approach
In order to obtain a number the whole company
means
of its 20 algorithms for each item based on a “best
starting with a forecast. A quality forecasting tool
fit” simulation of how well each formula was able to
is therefore the main artery of all demand-driven
predict the item’s known demand.
organizations. With hundreds of programs to choose
12 demandsolutions.com
“Once we decided to be a demand-focused
Hallstar
Did You Know... Esters
are
a
class
of
chemical
compounds, or additives, that give products
additional
performance
characteristics. HallStar has nearly 50 patents mostly in ester linkages, rubbers and high polarity and reactive esters. HallStar recently introduced a line of renewable esters to kickoff the
“We had been told up front that
decade of use, it continues to improve our
company’s focus on green chemistry.
Demand Solutions was easy to use, but it
company.”
Hallgreen™ esters make biodegradable
was nice to finally have a product live up to
plastics less brittle and therefore easier
the sales pitch,” says Buchholz.
and its focus on demand planning, the
Prior to HallStar’s change of business
to use.
Growing companies such as HallStar
company was not manufacturing enough
need a forecasting tool to support their
to meet some customers’ demand and
expansion. HallStar has acquired and sold
producing too much for others. Demand
several product lines in the past decade
Solutions has helped HallStar reduce
Although HallStar’s products aren’t
while using Demand Solutions – the
inventory as a percent of sales by eight
sold on store shelves, the company’s
company acquired two and sold two in 2007
points and increase on-time service levels to
esters and polymer additives improve
alone. HallStar is efficient with acquisitions
95 percent or higher.
hundreds of end-use products such as:
because of Demand Solutions’ Import/
Export and Supersession functionalities.
benefit. When internal departments such as
Buchholz says that during an acquisition she
sales, marketing and operations have the
uploads the history from the new business
same goal, the outcome is more substantial.
and immediately knows the 12-month
The employees at HallStar are now playing
plan going forward. The Supersession
for the same team, trying to arrive at the
utility allows her to easily phase in and out
same number, says Buchholz.
products.
“When we’re expecting a new piece of
Solutions so much that she has remained the
business in the next week or month that’s
company’s primary DS FM user even though
different from our historical perspective,
she now manages several departments.
I put it in DS FM and my planners
immediately know how much raw material
part of my job description because I continue
we need to start procuring to support the
to receive value from Demand Solutions,”
anticipated business,” says Buchholz.
says Buchholz. “Everyday I learn new
Improved communication is a priceless
Buchholz
enjoys
using
Demand
“I’ve kept the demand-planning role as
Sunscreen Hair care products Inner tubes Cables Automotive interiors Print rolls Skin care Airbag covers Wire Film and sheet Color cosmetics
functions, and forecasting gives me a great
Start with a Number, End with Results
HallStar
has
prospered
overview of our entire operation.” as
a
demand-driven business with the help of Demand Solutions.
“The results were immediate because it
only took three days to implement Demand
Demand Solutions has helped more
than 1,500 customers center their operations on demand planning. For HallStar, the start-with-a-number approach has decreased inventory, improved customer service levels and increased internal communication.
Solutions,” says Buchholz. “Even after a DS Magazine
13
Kyocera
Success That is Tough to Copy
W
ith its head office in Japan, factories in
an order, the head office locks the finished-goods
China and a distribution area extending
forecast into a 10 percent variance. With little room
throughout Australia, New Zealand and
for error, the forecasters rely on Demand Solutions.
Oceania – Kyocera Mita Australia faces inherent
geographical inconveniences. This distributor of
operation, it’s important that we trust our forecasting
document-management devices also grapples with
tool,” says Fraser. “Demand Solutions has earned our
three-month lead times, purchase-order constraints
confidence with consistent and accurate reporting.”
and stocking commitments. Considering the looming
challenges, Kyocera Mita Australia’s success with
economic success with Demand Solutions Forecast
Demand Solutions is tough to copy.
Management (DS FM) and Requirements Planning
(DS RP) since implementation in 2001.
A subsidiary of Kyocera Group, Kyocera Mita
The company has experienced tremendous
Australia distributes black & white and color digital
copiers, network-ready multifunctional devices and
internal discipline, has reduced our inventory by 60
laser printers as well as a range of wide-format
percent, causing our storage and shipping costs to
imaging products. John Fraser, Logistics and
also reduce by 60 percent,” says Fraser. “The return
Operations Manager, says that forecast accuracy is
on investment has been unbelievable.”
critical in his industry as his team manages frequent
model changes, short life-cycle products and spare
Kyocera Mita Australia must also keep a stocking
parts.
commitment. At the beginning of each month, the
Mastering Forecasting
“Demand Solutions, combined with improved
Along
with
purchase-order
constraints,
company can only have one-month’s stock on hand with a grace period of another month – a maximum
Kyocera Mita Australia’s head office in Osaka,
of two-month’s stock. Constantly aiming to improve,
Japan requires a rolling 12-month forecast from
the forecasting team tries to carry the minimum
Fraser’s team to plan for production. Although the
one-month inventory.
company manages more than 10,000 SKUs, many of
them are spare parts and are not subject to the same
on the market, Demand Solutions does not require
order constraints as finished goods and consumables.
my team to conform to the software,” says Fraser.
As the purchase-order date approaches for
“The tool supports multiple processes and ways of
finished goods for example, the company locks the
thinking. We have the freedom to decide what’s best
forecast into an increasingly strict variance of what
for us and our operation.”
the team can change. The month before placing
14 demandsolutions.com
“Because one small mistake can shake up our
“Unlike most supply chain planning packages
Kyocera
Original Thinking
Although Australia is the smallest of the
continents, it’s nonetheless a vast distribution area. Kyocera Mita Australia has regional sales offices in each of the five main states and in New Zealand. The factories located in China and Japan currently ship all of the company’s stock to Sydney where a third-party logistics provider then delivers it to customers throughout the continent.
In order to get closer to the customer and increase
efficiency, the company is planning to redesign its physical supply chain. Under the new model, Kyocera Mita Australia will replenish stock directly from the factories in Asia to third-party warehouses in each
“Kyocera has exceptional processes in place,” says Anthony Fitzgerald, Implementer and Business Consultant for Demand Management Australia. “They are committed to ongoing process improvement and use the software to garner true financial gain.”
of the capital cities – cutting out the bottleneck effect that happens in Sydney. As the company removes a logistical step, it is adding a forecasting one – requiring each state to submit a forecast.
“We don’t want to be in a
situation where we have too much inventory because it could be a long way away from where we need to stock,” says Fraser. “That’s why we’re going to use a Demand Solutions Collaboration tool – DS Feedback – to give regional sales managers the opportunity to own their sales forecast.”
Kyocera Mita Australia implemented DS
Feedback in New Zealand in 2006 and plans to implement it in Australia soon. The collaborative module extends the core forecasting activity to include internal departments as well as external trading partners.
A fourth-year employee of Kyocera Mita
Australia, Fraser recently accepted the Demand Solutions Crystal Ball Award on behalf of his company. The prestigious award is an acknowledgement of consistent and successful outcomes using the DS product suite.
DS Magazine
15
CML
It can be a dark world as a supplier to the automotive industry CML Sees the Light
automotive lighting solutions. The French division is the only location devoted to the automobile industry and provides
Speed-of-Light Success
With Demand Solutions, CML France
no longer needs to worry about customer
interior and exterior lighting
service levels dropping. The company now
solutions. CML France
uses customer forecasts to its advantage and
lights up thousands of
new product launches have become almost
cars for companies
painless. It validates the customer forecasts
such as Renault,
against the statistical forecast from DS
Volkswagen,
FM – using these two data streams allows
Mercedes-Benz,
the forecaster to manage by exception and
BMW,
Honda,
improve forecast accuracy. This forward
GM and Toyota –
visibility and improved data management
to name a few. It was
have resulted in less time spent solving
the first division to implement
unexpected problems.
Demand Solutions in 2005. Despite there being almost 10,000 part numbers in the
The company has experienced substantial growth yet inventories have stayed constant.
company’s database, the Demand Solutions
C
team implemented Forecast Management ustomer forecasts once threatened
(DS FM) and interfaced it to CML’s Mapics
CML France’s status as a top
ERP system in less than 60 days.
supplier to the automotive industry.
Prior to Demand Solutions, unreliable
The leader in LED automotive lighting, CML
customer forecasts and unplanned new
used to struggle to maintain the industry’s
product releases jeopardized the business.
strict customer service requirements of 95
CML France had no way to independently
our customer service levels by almost 10
percent or better. Now the supplier exceeds
forecast demand and check customer
percent,” says Jean-Louis Jouffroy, Supply
them. CML France shines the light for that
forecast accuracy. They also had no tools to
Chain Manager Europe. “We have remained
success on the introduction of Demand
help with the challenging task of predicting
a leader in this market because of Demand
Solutions.
new product demand. With more than 100
Solutions.”
“Demand Solutions has increased
CML France is a division of CML
customers submitting forecasts and 20 to 30
Innovative Technologies, a global company
new SKUs released each year, the company
service levels were the company’s main
that
found itself in a constant guessing game.
concern,
manufactures
multimarket
16 demandsolutions.com
and
Although they’ve
increasing received
customer additional,
CML
“Demand Solutions has increased our customer service levels by almost 10 percent. We have remained a leader in this market because of Demand Solutions.” — Jean-Louis Jouffroy, Supply Chain Manager Europe
unexpected benefits from the introduction of Demand Solutions. As most companies grow, inventories and costs tend to rise in conjunction. That has not been the case for CML. Since the implementation of Demand Solutions, the company has experienced substantial growth yet inventories have stayed constant.
with DS FM’s
statistical forecasts.
“Demand Solutions has allowed us to
manage our inventory so tightly that we
Exceptions are flagged and
haven’t had to increase it in line with our
managed. In this way, everyone
increasing sales,” says Jouffroy. “Our
can now focus on his or her specific
company has been growing every year and
duties, instead of working through a maze
we haven’t had to stock more to meet these
of Excel spreadsheets in an attempt to come
increased sales. Demand Solutions has
up with a forecast number.
therefore significantly increased our profits.”
Along with these savings, CML France also
whole forecasting process,” says Jouffroy.
saves on the carrying costs connected to the
“We now use the forecast from DS FM in
inventory.
our monthly S&OP meetings. The new
process has encouraged efficiency along
The company’s implementation of
“Demand Solutions has changed our
Demand Solutions has also encouraged a
with accuracy.”
brand-new process for forecasting. CML
France previously involved several people
light of the French division’s success. The
from multiple departments in the forecasting
divisions in Europe and overseas are also
process. It has since dedicated one person
now looking at the benefits of planning with
to analyze the customer forecasts along
Demand Solutions.
Forward visibility and improved data management have resulted in less time spent solving unexpected problems.
Other CML divisions are seeing the
DS Magazine
17
Slime
Demand Solutions Prevents Supply Chain from Going Flat
A
lthough the name might sound like a comic
It reminds me of our slogan at Slime – There’s No
book villain’s weapon, Slime is actually the
Stopping You!”
most widely distributed brand of tire sealant.
The thick, green goo that originated in a garage is
Demand Solutions integrated seamlessly with its
quickly oozing its way into tires around the world.
Macola ERP system. The company implemented
Slime is the 75th fastest growing consumer
Demand Solutions Forecast Management (DS FM)
products company in the country, according to a
in 2001 and Requirements Planning (DS RP) in
recent Inc. 5,000 report. It has grown substantially
2004.
since its start in 1989 and now sells several product
18 demandsolutions.com
A crucial selling point for Slime was that
lines along with its original Slime Tire Sealant. The
Filling In the Cracks
leader in flat-tire prevention and repair manages
6,000 item/location records − about 800 SKUs −
centers
of inflation systems, accessories, sealant products,
Solutions helps Slime make sense of its sticky
tubes and hundreds of product combinations. With
supply chain. Of all the company’s products, the tire
inventory in 14 locations and more than 50,000
sealant has the longest itinerary. Slime blends the
retail-distribution points in 36 countries, Slime relies
raw components at company headquarters in Grover
on Demand Solutions to meet its demand and supply
Beach, Calif., then ships the sealant to manufacturers
chain planning goals.
in China for insertion into tire-repair kits. The
“We chose Demand Solutions because of its
manufacturers ship the finished product back to
ease of use, flexibility and expertise,” says Mark
a distribution center in Los Angeles where Slime
Pritchard, V.P. Operations. “Demand Solutions is
ships it to retailers’ distribution centers. From the
the perfect fit for a fast-growing company like ours.
distribution centers, the retailers deliver Slime to the
With up to 12-week lead times and distribution spanning
several
continents,
Demand
Slime
stores where customers can purchase a safe
CPFR team at the
and effective alternative to cumbersome
account didn’t know
spare tires.
what had happened.”
Unfortunately,
there
is
never
a
The
demand
convenient time for a flat tire. According
spiked
to the American Automobile Association’s
someone at the head
Foundation for Traffic Safety, 60 percent
office
of motorists have had a flat tire in the past
additional facing to
five years, and 75 percent of drivers cite
display the product
punctures as the most common cause of flats.
and didn’t share the
Motorists aren’t the only ones affected. Flat
addition with the CPFR team. Fortunately,
tires can cause major business delays that
Slime was able to meet the increased demand
can lead to deflated efficiency and profits.
and the situation became a testament to the
power of Demand Solutions.
One tire-repair kit under high demand
because added
an
is the Smart Spair™. It simultaneously
seals punctures while inflating the tire in
says Rofheart. “We can see if something
“Demand Solutions gives us visibility,”
less than 10 minutes. Slime tire sealant
is abnormal and start asking questions
has been tested and proven to seal more
and chasing it down before it becomes a
than 100 punctures in a single tire, and it is
problem. Demand Solutions is essential for
guaranteed to last for up to two years in the
a high-growth business like ours.”
tire. Slime also helps fleet and commercial
operations prevent expensive downtime due
that purchases goods almost three months
to flat tires.
in advance. The buyers have to count on
Visibility is necessary for a company
the DS FM forecast, especially because
Forecasting Speed Bumps
Without a quality forecasting tool,
lapses in the process can turn slow leaks into blowouts – Slime’s Demand Manager and long-time Demand Solutions user Debba Rofheart knows that from experience. She recalls one instance where Demand Solutions saved the company from a disaster. A main customer’s average order of a product drastically increased from 1,800 items up to 8,500 in one month causing mass confusion between the demand and supply teams.
a surprise order can set inventory levels back three months. Slime has established a fluid process of reviewing and updating the forecasts daily along with doing a monthly master forecast. The company is now operating in real time for receiving, closing work orders and invoicing.
“Slime would not be as successful
without Demand Solutions. It is hard to quantify how much the software has saved us because our company has grown nearly 400 percent in seven years,” says Pritchard. “But, we definitely would not be where we are at without Demand Solutions.”
“Because of Demand Solutions we
were able to find the mistake before it did any damage,” says Rofheart. “Even the DS Magazine
19
EMPLOYEE Spotlight
Customer Support
Demand Solutions Employee Spotlight: Anthony Fitzgerald Demand Solutions has the tools to manage complex planning requirements and provide
“Regardless of the nature of the demand profile,
visibility into even the most challenging supply chain structures,” says Fitzgerald, who recently celebrated his seventh year with the company. “In all of the implementations we’ve done in Australia and Asia, we’ve been able to develop specific processes to alleviate the particular business problems. As a consultant, that is one of the rewards of the job.” Anthony Fitzgerald is one of 10 Demand Solutions Business Consultants in Australia.
M
ost,
global
warehouse network. This experience has
they are in Asia,” says Fitzgerald. “Not
companies face the challenge
if
not
all,
proven invaluable in his present role with
just culturally, but also in manufacturing
of long lead times. With
Demand Solutions.
and the way people are approaching
customer expectations constantly on the
business.”
rise, inventory must align with demand
of Demand Management Systems, and
if businesses expect to increase profits.
Fitzgerald
himself
visibility for each company he works with,
Having worked in manufacturing for
working as a consultant to his old
Fitzgerald employs creative solutions to
more than 20 years, then in the import
company. It’s a small world, especially
overcome complex business problems. A
arena, Anthony Fitzgerald, a Business
for the Demand Solutions network.
notable success is National Starch. The
Consultant for Demand Management
company needed a Master Scheduling
Systems in Australia and Asia Pacific,
employees,
a
process for adhesive (fluid) products to
understands firsthand the importance of
customer. During a previous position
fill various container sizes automatically
long-term, supply chain visibility.
as Logistics Manager at Swift and
in order to utilize the full volume of a
“There is no such thing as the
Moore, importers of premium alcoholic
fixed-batch quantity. Fitzgerald created a
comfort of receiving a supply order
beverages, he managed the successful
solution and requested an enhancement to
the next day like many businesses can
implementation of Demand Solutions.
the DS RP software that solved National
do in the Americas and Europe,” says
In 2001, Fitzgerald finally joined the
Starch’s container dilemma.
Fitzgerald. “Forecasting across long lead
Australia/Asia Pacific team.
times is absolutely critical to the success
Fitzgerald’s position with Demand
consulting success is Kyocera Mita
of Asian and Australian enterprises.”
Management Systems has made the world
Australia (see page 14). Internal discipline
The Crane Group is now a customer
Like
sometimes
many
finds
Demand
Fitzgerald
Solutions
started
as
On a quest to ensure supply chain
Another testament to Fitzgerald’s
As National Inventory Manager at
seem even smaller for him. He frequently
combined with Fitzgerald’s direction and
Crane Enfield Metals, a manufacturer and
travels throughout Asia – a region he
Demand Solutions earned the company a
distributor of nonferrous metal products
sees as rapidly embracing the benefits of
60 percent reduction in inventory - even
to Australia and Southeast Asia, he was
global supply chains.
with three-month lead times.
responsible for forecasting, production
planning and distribution to a national
major
20 demandsolutions.com
“If you look worldwide, where the breakthroughs
are
happening,
S&OP
Focus: Sales & Operations Planning Demand Solutions makes it extremely easy to arrive at the right numbers to make strategic decisions.
J
ust say the words Sales & Operations
Planning, or S&OP, and people will listen.
Dick Ling’s S&OP expertise, we have come up
Bringing together Demand Solutions and
Its buzzword popularity is nearly equivalent
with the four main requirements for a successful
to the excitement over tried and true three-letter
S&OP solution. As one of our power users says,
acronyms such as ERP and CRM. The largest
“It’s simple, but it’s not easy.”
companies are no longer the only ones adopting
this strategic planning process. Everyone wants
Simplify the Data-Gathering Process
S&OP and scores of companies claim to have the perfect solution. Despite the widespread acceptance and popularity of the process, many do not know what features to evaluate when shopping for a dedicated tool.
Demand Solutions’ history with S&OP
dates back to its release of the first, stand-alone S&OP solution to the market in 1992. It happened shortly after Dick Ling along with his team at
The first step to the S&OP process is collecting
all of a company’s data. Considering the various internal departments and external partners even the smallest organizations have, this step is not easy. It is therefore essential for a stand-alone S&OP tool to have a smooth process of consolidating the numerous plans.
Oliver Wight revealed their concept of integrating the demand and supply streams into one view for strategic decision making. They named it Sales & Operations Planning. Dick Ling personally assisted Demand Solutions with the very first S&OP software planning tool. “S&OP was like my younger brother growing up,” says Rick Ling, Demand Solutions representative.
Demand Solutions drives successful sales & operations planning
DS Magazine
21
S&OP
Demand Solutions S&OP (DS S&OP) supports
Turtle Wax, the number one selling brand of car
this by directly integrating with any supply or
care products in the world, implemented an S&OP
demand planning tool. Through an Import/Export
process more than a year ago to improve inventory
utility, which accepts data from the DS system as
management.
well as others, multiple departments can easily share
valuable information.
At Sara Lee’s Douwe-Egberts coffee division
in the UK, DS S&OP is used to consolidate the year-to-date and forecasts from individual sales managers to create a master view of its coffee business. From this view, executives can see opportunities by product, by customer and by product
category.
“With DS S&OP, I can get the direct customer
contribution by sector. This allows me to monitor
“Demand Solutions is one of only three software providers who provide a specialized S&OP module,” says Nari Viswanathan, Research Director at Aberdeen Group.
trade spend and profitability by each account,” says Chris Pitt, National Account Manager. “I can
compare multiple accounts such as Tesco compared
accountable for its data and encourages internal
to Morrison’s or Sainsbury’s – the three major
collaboration to ensure the data is accurate before
English grocery chains.”
presenting it to upper management,” says Don
DuBay, Director of Information Technology.
The S&OP process gives visibility to the key
performance indicators (KPIs) and allows executives
to tailor business plans around the exceptions.
there are issues in the organization and allows them
to address imbalances with easily verifiable data
“This has forced us to focus on the core
DS S&OP shows everyone involved where
profitable accounts and on the more profitable
before meeting with C-level executives.
promotions,” says Pitt. “It has made us look at
how we develop our promotions and the types of
alumina with recognized leadership in technology
promotions that are more profitable.”
sales and technical assistance for alumina processing.
Alcan Cable is a leading producer of bauxite and
The company implemented DS S&OP to increase
Easy Data Validation
customer satisfaction.
The term “dueling spreadsheets” is too familiar
“The benefit of an S&OP process is getting
to executives. A good S&OP tool should eradicate
everyone to understand one another’s roles within
planning controversies by providing a transparent
the company in terms of the big picture,” says Scott
process for comparing supply and demand data. To
Ballard, Director of Planning. “Years ago, each
validate the data further, an S&OP tool should then
department operated in silos. With an S&OP process
incorporate collaboration with sales and customers
in place, everyone can work towards the same goal
about promotions to verify the forecast numbers are
of satisfying the customer.”
the most realistic.
DS
S&OP
facilitates
the
demand/supply
reconciliation process of the pre-S&OP meetings by validating the data. The pre-S&OP meetings are designed to fix any problems in the balance between demand and supply before the monthly S&OP meetings.
22 demandsolutions.com
“The S&OP process holds each department
S&OP
“With an S&OP process in place, our inventory turns have nearly doubled,” says DuBay at Turtle Wax. “Although the process requires commitment and hard work, seeing the improvements firsthand makes it all worth it.” Be Flexible: Run Your S&OP to Your Rules – Not the Tools’
Integration to Make the Complex Simple
The
final
and
most
important
A complete S&OP process involves
requirement for a good S&OP tool is that it
every department, and departments naturally
should support the S&OP process at all levels
see data in different ways.
of a business through integration. Only an
integrated solution will allow visibility into
Demand Solutions allows users to
customize the data content and the layout
the families that have problems.
of their S&OP sheets so they know and
understand what the executive S&OP report says about their data. The Summary Views feature allows users to create multiple views of the data to support each of the steps in a pre-S&OP meeting process. Source Record Views provide even more depth into each family. The function allows users to enter spreadsheet formulas to create customized
The Demand Solutions product suite
builds a solid S&OP process. Importing and exporting files is easy because of the inherent mapping tools in DS S&OP. After generating a forecast, users can collaborate with sales and the agreed-upon forecast then travels to the supply team and becomes the supply plan. Finally, in DS S&OP,
calculations for analysis. The customer
executives decide what the integrated sales,
can add additional metrics or KPIs that are
production and inventory plan will be.
important to the business.
“With an S&OP process in place, our
primarily
inventory turns have nearly doubled,” says
focused on supply and the demand team
DuBay at Turtle Wax. “Although the process requires commitment and hard work, seeing the improvements firsthand makes it all worth it.”
“The
supply
team
is
on demand,” says DuBay at Turtle Wax. “Consolidating the multiple points of view into one picture allows us to see areas that need improvement.”
Demand Solutions’ superior functionality makes the S&OP process simple – every step of the way. Through Performance Evaluation and Filtering in Forecast Management (DS FM), Action Messages and Exception Filtering in Requirements Planning (DS RP), and Business Plan Deviation Filters in DS S&OP, a company can develop a strategic and realistic business plan. “For us, the S&OP process is about better satisfying our customers,” says Ballard at Alcan Cable. “We want to be able to make realistic commitments and execute them with as little working capital as possible.” “The greatest value of S&OP is that it provides a single set of numbers everyone can trust – even the executives,” says Pitt at Douwe-Egberts. In short, whether you look at S&OP top down or bottom up; whether you use DS RP and FM or other tools, when evaluating a strategic planning tool, look for simplicity. Dynamic business planning is hard enough without having the software add to the complexity.
“Everyone that sees the data I provide from DS S&OP loves the single-screen view of our company,” says Ballard at Alcan Cable. “The ability to quickly and visually see the impact of changes to production and sales volume on the three main components of our business — sales, production and inventory — enhances our decision-making process.”
DS Magazine
23
Demand Solutions’ 2008 Customer Conference
Phoenix, Arizona Conference: September 28 - October 1 Training: September 26 - 27 www.demandsolutions.com/conference Demand Management invites you to join the growing network of Demand Solutions customers at our best conference yet. Learn new techniques and functionality of Demand Solutions. Share supply chain trends and planning strategies. Relax and enjoy The Desert Ridge in Phoenix, Arizona. Obtain insight from keynote speaker André Martin, a pioneer in retail supply chains and author of Flowcasting The Retail Supply Chain.
