Lean Sales, Operations & Financial Planning: Using the Box Score to eliminate annual budgeting
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1 Lean Sales, Operations & Financial : Using the Box Score to eliminate annual budgeting Presented by Nick Katko, Senior Consultant BMA Inc. BMA Inc All Rights Reserved. Contact: nkatko@maskell.com 1 Today s Agenda Introduction: Lean Sales, Operations & Financial Case Study 1: Balancing Capacity to meet Demand Forecast Case Study 2: Box Score Targets & Financial Forecasts Wrap Up & Questions BMA Inc All Rights Reserved. Contact: nkatko@maskell.com 2
2 Overall planning process Strategic planning Annual task 3 to 5 year strategy Hoshin policy deployment Annual task, updated quarterly 1 year deployment of the strategy Focus on radical improvement. Sales, operations, & financial planning Level scheduling, daily pull, & continuous improvement Monthly task with month outlook Match customer needs to operations capability Fulfillment of customer needs in a planned & orderly way. On-going breakthrough change & continuous improvement. BMA Inc All Rights Reserved. Contact: nkatko@maskell.com 3 Sales Operations & Financial Corporate & Division Business Strategy Sales & Product Supply Chain Operations Finance Marketing Engineering & Logistics Sales Forecasts New Products Production Capacity Supplier Contracts Value Stream Costs Sales and Operations Sales Plan New Product Introductions Production Plan Supplier Forecasts / Inventory Plan Integrated Game Plan Across the Value Streams & Division Financial Forecasts BMA Inc All Rights Reserved. Contact: nkatko@maskell.com 4
3 Outcome of the SOFP Process Jointly Agreed Game Plan BMA Inc All Rights Reserved. Contact: 5 SOFP Spreadsheet (refer to spreadsheet #1) Outcomes of SOFP Process: Balancing Capacity with Demand Forecast Integrated across Value Stream Rolling month Financial Forecast Can replace annual budgeting BMA Inc All Rights Reserved. Contact: 6
4 Lean Sales, Operations & Financial Process Step 1 Step 2 Step 3 Step 4 Step 5 Value Value Value SOFP Executive Stream Stream Stream SOFP Demand Operations Financial i Meeting Meeting Month-end data. Customer forecasts. New product plans. VS product family forecasts in units. New SOFP Spreadsheet. Sales & marketing New product development team Demand forecasts Value stream cost analysis Lean improvement plan Value stream changes VS capacity forecast Updated SOFP sheets Production operations SOFP spreadsheet Decisions to balance demand & capacity VS improvement plan New product introduction plan Month-end financials Agenda for Executive SOFP Meeting Value stream mgrs Sales & marketing New product develop VS Finance Other key operations people SOFP spreadsheet Updated rolling budgets for next 18 months Major budget issues list Major new expenditure VS Finance Plant or Division controller SOFP spreadsheets Executive SOFP Meeting agenda Updated budgets Major budget issues Major new expenditure Operational decisions Authorized business game plan Financial decisions President Senior managers Value stream mgrs Sales & marketing New products Other key people BMA Inc All Rights Reserved. Contact: nkatko@maskell.com 7 Case Study #1: Balance capacity to meet demand forecast BMA Inc All Rights Reserved. Contact: nkatko@maskell.com 8
5 Case Study 1: New SOFP Forecast & Balancing Decisions Add people to achieve the necessary capacity 4. Balancing Add people (Spreadsheet 5) 1.Current State (Spreadsheet 2) Current State Box Score Add overtime to achieve the necessary capacity 3. Balancing i Overtime (Spreadsheet 4) 2. New Demand Forecast (Spreadsheet 3) Understand the impact of the new forecast on capacity & profits BMA Inc All Rights Reserved. Contact: nkatko@maskell.com 9 Case Study #2 Achieve performance targets, maintain capacity & profits BMA Inc All Rights Reserved. Contact: nkatko@maskell.com 10
6 Case Study 2: Box Score Targets & Financial Impact Flexible capacity moved to different value stream when not needed 4. Balancing Reassign Resources (Spreadsheet 9) 1. Box Score Targets (Spreadsheet 6) Performance measures Capacity Profits Make-to-order Temporarily add resources to meet demand 3. Balancing Adding Temporary Employees (Spreadsheet 8) 2. Balancing Continuous Improvement (Spreadsheet 7) Kaizen events to create capacity & achieve targets BMA Inc All Rights Reserved. Contact: 11 Wrap Up: Lean SOFP & Financial Forecasting Simple & Easy Integrated into SOFP process Standard work for Financial Forecasting Root Causes easily understood Cross Functional Team Based Same data for sales, operations and finance Actionable & Realistic Improved Accuracy Value Stream P&L real numbers Best & most recent data for demand and operations Improved decision making BMA Inc All Rights Reserved. Contact: 12
7 Visit BMA website To learn more Contact BMA To receive free Lean Accounting resources by download To read articles, case studies & blogs about Lean Accounting Join the Lean Accounting SuperGroup (free) or Visit and click the Download Free Resources button Visit and choose the Lean Accounting or Blog Tab Visit Blogs, forums, videos, and more Join the BMA Lean Accounting Group on LinkedIn (free) Visit and either join or sign in. Go to the Groups tab, search on BMA Lean Accounting and join in. Forums, networking, and more BMA Inc All Rights Reserved. Contact: 13 Question Time BMA Inc All Rights Reserved. Contact: 14
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