Monthly Business Planning at Nestlé DSD: A Full Context Sport
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Transcript of Monthly Business Planning at Nestlé DSD: A Full Context Sport
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Monthly Business Planning at
Nestlé DSD: A Full Context Sport
Geoff Fisher – Dir. Of Supply Chain, Nestle DSD
Anthony Reese – Partner, IBP2 CPIM
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Speaker Background
Geoff Fisher Director of Supply Chain, Nestle USA – Direct Store
Delivery Div. Before merging with Nestle, he served in the
same capacity for Dreyer’s Ice Cream where he was a
member of the Supply Chain team for over 14
years. Before starting his rewarding (and tasty) career in
ice cream, Geoff was a consultant for 9 years with
Andersen Consulting and Price Waterhouse in the
Consumer Products and Retail industry segments.
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Speaker Background
Anthony Reese CPIM Is a founding partner at Integrated Business Planning
Associates and is a visionary leader with passion for
bringing exciting products to market. His early interest in
cars led to his first job as an auto mechanic and then into
an impressive career in the automotive/motorcycle
industry. Along the way, Tony earned two advanced
degrees from MIT and now brings in-depth knowledge of
Product Lifecycle Management along with strong
understanding of Sales and Operations Planning and its
current best practice form, Integrated Business Planning.
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Presentation Outline
• A Business Overview
• Our Planning Challenges
• Getting Started
• The Winning Game Plan
• So What Happened?
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Nestlé DSD – An Overview
Great Brands
National
Network
Superb “To The
Shelf” Service
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Nestlé DSD – An Overview
= Happy
Consumers!
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Business Planning Challenges
• Highly seasonal
• Highly promoted
• Large network of demand points
• Capacity Constrained
• Organizational Challenges
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Planning Challenges – Seasonality
• Two Highly Seasonal Businesses
• Two Separate Planning Teams
• One Supply Chain
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Planning Challenges – Promotions
• Our Promotions Do Well
• Planning For Them Is Challenging
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Planning Challenges – Geography
• Over 100,000 Sell To Locations
• Over 75 Warehouses
• -20F Cold Chain
• Many Plants & Lines
• Over 1,000 SKUs
• Short Shelf Life (Piz - 6mo)
• A Daily & Weekly Business Pulse
• A High Service Level Expectation
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* Demonstrative Data Only
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Planning Challenges – Constraints
• Tight capacity on popular product lines
• Requires longer range forecast accuracy
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Planning Challenges – Organization
• PLAN is king and predictability is rewarded
• Unwillingness to call off of Plan
• Skip over trade realities until too late
Below Plan Plan
S&OP Forecast?
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Getting Started
• The Right Coach
• Making A Case For Change
• Start The Project
• Remain Open To Change
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Getting Started – Find A Coach
• Design A Winning Game Plan from
Experience
• Guides Project Around Potential Pitfalls
Alright Folks! I will show
you how we can win at
this game! But first – let’s
make sure we are warmed
up and ready to do the
right work!
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Getting Started – A Case For Change
Huddle Play: Consensus Demand Only
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Partial Huddle:
Finance &
Demand
Planning
Other Team
Members On
The Sidelines
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Getting Started – A Case For Change
Lack of a huddle forced “at the line” audibles
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Players Join The
Game After The
Huddle – Ready
To React
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Getting Started – A Case For Change
Other operational forecasts not aligned
Many “broken plays” and missed
scoring opportunities – big plays
always needed to achieve PLAN
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Getting Started – Project Start Up
• Gained executive
support for an S&OP
Project
• Built a core team
• Some skeptics thought
we were fine
• As-is Sessions were
cathartic – the
dysfunction was
unanimous
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Getting Started – Changed Game Plan
• Crossed paths with a new Monthly Business
Planning project out of HQ
• Saw the approach as aligned
with our To-be approach with
the addition of better customer
alignment highlighted during the As-is
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Winning Game Plan
• Define The Core Process
• Build The Transition Plan
• Execute Flawlessly
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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The Winning Game Plan – MBP
MAR
Monthly
Account
Review
Updated
Customer
Demand
Forecast
Customer-
Level
Inputs
MSR
Monthly
Sales
Review
Updated
Business
Demand
Forecast
Consol.
Business
Demand
Forecast
MGR
Monthly
Gap
Review
Updated
P&L
Forecast
&
Scenarios
New P&L
Forecast
MFR
Monthly
Forecast
Review
Aligned
Business
Forecast
Full
Business
Forecast
MOR
Monthly
Operations
Review
Aligned
Supply
Outlook
Aligned
Business
Forecast
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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The Winning Game Plan – Transitions
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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The Winning Game Plan – Execution
• Assigned meetings to functions/leads
• Rolled out one meeting at a time, get good
at the basics
• Broke old habits and held Execs out of
early cycle meetings
• Created safe environment for start up
meetings and feedback
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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So What Happened?
• Results Achieved
• Best Practices
• Take-Aways
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Results Achieved
• Best Ever Forecast Performance
(>5 percentage points improvement)
• Better and Earlier Alignment on “One Number”
(Proactive decisions made earlier)
• Cross-functional Engagement
(Right People + Right Topics + Right Time = Trust)
• Achieving Plans with Less Stress
(Eliminated off-cycle meetings/decisions)
• Worldwide Standard Process for S&OP
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Lessons Learned – Best Practices • Create a Safe Environment
• Start with unconstrained demand
• Constrain Transparently
• Align P&L on Constrained Demand
• Collaborate – Share Leadership across all key
planning functions (Right People, Right Topics,
Right Time)
• Track Implementation To Ensure Process Fidelity
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Lessons Learned – Take-Aways
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Our MBP Mantra
When you are not feeling the MBP magic,
just boldly say our project slogan…
“MBP IS FOR ME!”
And you will feel happy inside
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Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Questions
Fostering Demand Planning, Forecasting, S&OP for 30+ Years!
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Contact Information
Geoff Fisher, Oakland, California
Anthony Reese, San Jose, California