Tag Archive: Sales

Involve Your Supply Chain for SIOP Success

May 18th, 2016
Involve your supply chain for SIOP success

For greater success with your SIOP process reach out to your extended supply chain for collaborative ordering, product development opportunities, and logistics improvements.

The best SIOP (Sales, Inventory & Operations Planning) processes that deliver significant returns on investment involve the extended supply chain. Since SIOP is about how to align demand with supply – and align all the process owners and executives on one page, it has far reaching implications beyond any one project, person or result.

I find the most successful SIOP processes deliver the optimal combination of:

  • Business growth backed by operational readiness
  • Improved customer service levels
  • Accelerated cash flow
  • Increased margins

Thus, it is a worth-while endeavor for any business as not only a way to stay competitive but it is also a strategic process to grow the business and rise above your competitors with elevated business performance.

Although a certain level of success can be achieved within the “walls” of your company, far greater success will be achieved by involving your supply chain. Talk with your customers about demand. Consider collaborative ordering processes with them as you’ll gain a greater insight into your supply chain that can be utilized to achieve a win-win!  Find out which products are strategic and think through pricing and costing. Partner with suppliers to develop improved materials, to design products, to collaborate on inventory and ordering and more.  Go beyond the norm and tie your customers and suppliers together in a win-win-win endeavor. And, consider other supply chain and business partners – transportation providers, trusted advisors and the like.  Find a way to make 1+1=16.

If you’d like to learn more about how to implement these types of advanced SIOP techniques in your organization, our proprietary model, 4 EXCEL has proven effective.  Contact me to discuss further.

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4 Excel for SIOP Success

Customer Collaboration on Orders = RESULTS

 

 



SIOP beyond Borders

May 6th, 2016
SIOP beyond borders

In today’s interconnected business environment amplify SIOP’s reach and potential to include all supply chain partners, even globally.

SIOP (Sales, Inventory & Operations Planning) is one method to align demand with supply while also aligning the various functions within an organization to deliver strategic objectives and maximize business value. As popular as it is becoming, I think we must challenge ourselves further with SIOP beyond borders.

Although it certainly can mean the interconnectivity in today’s end-to-end supply chain, it also can simply mean the connectivity and alignment among supply chain partners. For example, as we connect our customers with our suppliers, our IT partners with our customers’ requirements and the like, we gain a distinctive advantage in the supply chain. It is simply amazing that we can gain exponential results by connecting functions within a company and organizations in the supply chain.

Why stop there? Many of our supply chain partners could be international partners and cross borders. How can we develop an integrated planning process that not only incorporates what is rarely done in any organization but also consider global impacts? Start by expanding your mind and thinking.  Global impacts affect us every day, ranging from natural disasters to port strikes to political unrest to rules and regulations. One of the best ways to bring out the strengths of a global supply chain and leverage the collective strengths for the common good is to think about SIOP beyond borders. If you are interested in learning more about this topic and implementing it at your company, contact us to learn more about our proprietary SIOP process, 4 EXCEL, proven to gain exponential results.

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SIOP/Integrated Business Planning

Have You Performed a Supply Chain Checkup Lately?

 



4 Excel for SIOP Success

April 5th, 2016
SIOP expertise to drive exponential results

4 EXCEL is a LMA Consulting Group proprietary process to help businesses engage executives and employees to execute integrated plans that improve overall performance.

Our most successful clients are constantly thinking about where they are headed. They think about why they are going there — how does it fit with their vision? How does it have meaning for their customers? Employees? Supply chain partners?

They also think about emerging trends — what is most likely to impact their business? What do they have control over? What opportunities can they leverage? Can they turn lemons into lemonade? How?

Our role is to stay ahead of the curve so that I can help my clients achieve dramatic results. Thus, we’ve incorporated the following best practices and thinking into the development of our proprietary processes:

  • Best practices across industries (ranging from aerospace to building products to food & beverage to distribution) and company-sizes (from small, family-owned businesses to facilities and divisions of multi-billion dollar, global enterprises).
  • Expert advice from our collaborations and alliances of clients and colleagues inclusive of top-notch trusted advisors, communities of executives and business owners, and trade association experts and professionals.
  • And, most importantly, we’ve bounced these against “what works” and is immediately pragmatic.

4 EXCEL(SM) is our proprietary process that leverages SIOP (sales, inventory and operations planning) expertise to drive exponential results.  

We’ve found 4 EXCEL to achieve two vital outcomes:

  • Bottom line results – growth, profitability, cash flow, productivity, customer loyalty
  • Engagement and collaboration across the organization — and often-times across your supply chain.

There are 4 E’s for success:

  • Engage executive team in SIOP (sales, inventory, and operations planning)
  • Energize cross-functional teams inclusive of customers and suppliers (to align demand with supply)
  • Execute integrated business plans
  • Elevate business performance (growth, profit, working capital, customer service).

Please refer to our webpage to learn more and contact us if you are interested in leveraging 4 EXCEL(SM) at your organization.

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SIOP/ Integrated Business Planning 

Are You Working on the Right Priorities?

 



Key to Sales (and Career) Success

January 6th, 2016

supply chainI was in a meeting with one of the members of the executive team of a new client who is responsible for the customer service experience this morning, and I asked why their customers buy from them. He had a great answer and turned the question around on me. I was thinking about the topic and what I knew of this client in my answers which led me astray vs. common sense. Why do we leave our common sense at the door at times?!?! In essence, he referred to what he said anyone who has gone door to door would know (if they cleared their mind of extraneous information and thought about the question, I can attest) — the answer is they buy if they like you (at least that is a good place to start).

As my ProVisors group says, “know, like, trust, refer.” No one starts at refer. Instead, similar to my client — of course we have to be aware of someone; then, we start with “like”. In case you are wondering, OF COURSE, you must be credible and have a good product/service but it still won’t get to that point if you aren’t likeable.

One tip to implement this week:

It seems it should be easy to figure out a way to be likeable; however, I don’t think that’s necessarily true. One way to think about this is to start by thinking about what makes you like people. Certainly, everyone likes working with certain co-workers over others. Why is that? Obviously, I’d never suggest we play silly games or lie to be liked; however, there are a few easy things you can consider. Perhaps just start with a smile. I found when I was a server in college that smiling alone made me more likeable (and generated larger tips!). Instead of talking, how about you listen? There are countless tips and ideas to consider. Start with one that is meaningful to you. It doesn’t seem like there is a downside!

Looking for more ideas to keep your supply chain connected? Access more tips and resources on my blog. And keep connected by subscribing to my newsletter and email feed of “I’ve Been Thinking…”

 



What are the Benefits of SIOP?

January 7th, 2014
Companies that conduct effective Sales, Inventory and Operations Planning (SIOP) are able to balance supply with demand an exceed customer expectations.

Companies that conduct effective Sales, Inventory and Operations Planning (SIOP) are able to balance supply with demand and exceed customer expectations.

Sales, Inventory and Operations Planning (SIOP) is a process that manufacturers and distributors utilize to align supply with demand.

What are the key benefits?

•      Happy customers:  Lately, I’ve seen this objective rise in importance – customers want more for less NOW. Lead times must decrease! The SIOP process can have a direct impact on on-time-delivery percentages, past due dollars and lead times.

•      Increased margins:  One of the key benefits of aligning demand with supply is that it provides the opportunity to increase production efficiencies (because you have more time to plan effectively), increase logistics efficiencies (by having more time to optimize and through customer collaboration opportunities), reduce purchase spend (with a longer forecast, there is opportunity to develop contracts and collaborate with suppliers), and increase revenues (through customer partnerships).

•      More cash: By balancing demand with supply, you have more of the right items at the right place at the right time.  Thus, inventory levels can decline without negatively impacting service levels.  Thus, cash is freed up for better investments.

•      Improved teamwork: The SIOP process has also proven extremely effective in bringing cross-functional teams together to agree on one plan.  Although it doesn’t sound difficult, I’ve worked with countless companies that have multiple plans – one for Wall Street; one for sales, yet another one for production and potentially yet one more with new product development goals.  Once everyone is working from the same sheet of music, results follow and morale improves.

•        Increased revenues:  What else could you ask for to round out the benefits?  By collaborating with customers on their demand (and often on collaborative inventory programs), you become a dependable, more valuable partner.  I’ve seen volumes increase multiple times as a result.

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