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1、 : . 2021-11-242 Focused Management Inc.2021-11-24 s 3 Focused Management Inc.2021-11-24 , ? ! ?4 Focused Management Inc.2021-11-24 a a , a / a a 5 Focused Management Inc.2021-11-24 s $50m s 1990s , 500 a $31.5 6 Focused Management Inc.2021-11-24 A a , . .7 Focused Management Inc.2021-11-24 Stakehol

2、der Need/ValuesCustomersShareholdersEmployeesetc.Process ManagementHuman PerformanceIN OUTPerformance MeasuresScorecardOrganization Designand CompensationBest PracticesActivity Based ManagementTIMEQUALITYFINANCIALQUANTITY8 Focused Management Inc.2021-11-24 9 Focused Management Inc.2021-11-24 “ a , ,

3、 , ”. “ ” , () ?10 Focused Management Inc.2021-11-24 ! : v v v - ()v : 11 Focused Management Inc.2021-11-24 “ t a , t .” W. s . a . .12 Focused Management Inc.2021-11-24 MarketSuppliersCIOFIII. Performer/Job LevelII. Process LevelI. Organization LevelProductsServicesNeeds13 Focused Management Inc.20

4、21-11-24 , . .purchase orderordersinvoicesamples/duct requestsextrusionsSUPPLIERSCUSTOMERSpromotionsOrder FulfillmentStorePick, pack, shipbill, collectStrategic PlanningPlanning & ControlProduct DevelopmentTest dieBuild diedesignProductionProduct madeProcurementBuy materialStore & i

5、ssueOrder GenerationOrder enteredpromotionInStockWork orderSales orderproductRequisitionMaterialsLinetimeNew DiesGoals/plansPerformance reportsPrice targetsYesNoHuman Resources / Systems / Maintenance / Facilities Support processesCorp. Gov.6%7%4%48%22%13%14 Focused Management Inc.2021-11-24 Custome

6、rCall CenterFirst LevelTechnicalDeptSecond LevelTechnicalDeptInventoryManagementSchedulingLogisticsSiteTechnicianEscalationR&DCall CloseTransfer orRerouteCustomerinformed ofSolutionCallTransferReferencedocsPredictive call(electronical)Customer callsIVR Routing HWProblemIdentify- Customer- Produc

7、t- SLAVerify EntitlementValidationCompleted?HardwareLog CallRe-repairQualifiedbyKnowledgetoolsToProcess5Installation?1st levelproduct?RerouteIdentifyProblemRemotesolved?HWProblem?Qualificationdone?Problem IDIdentify PartIdentity Delivery Method(order parts - somecountries)Solution skill IDDispneeded

8、?LaunchesCourierLogisticProcessSolutionIdentified?ValidationIdentifyPreblemID partID DMSolution skillDispneededCustomer told2nd Line willcall backRemote orProblemsolved?PredictiveGroupRoute toP2HelprequiredTechnicalAssistantResearches/SuggestsSolutionIdentifyon-siteResourcesOrderPartsAssign Call(som

9、e Deliverymethodautomated)ToInstallationProcessTechndispatchedPartsProcessCE goes tositecollectsparts Repaircompleted?FinishRepairEscalationProcessProcess same as Div XR&DProcessOff LineValidationClose callClose callClose callNoNoNoYesYesNoYesYesNoNoYesYesNoYesYesNoYesNoYesNoYesYesNoYesYesNoNoYe

10、sNoNoYesYesNoNoYes 15 Focused Management Inc.2021-11-24 Activity DriverDriver QtyActivity Cost$ / Unit# Credit Control Transactions1,893 36,414 19.24# 3 Piece Height & Dia Changeovers20 171,200 8,560.00# 3 Piece Height Changeovers59 43,850 743.22# Ink Mixes6,401 68,276 10.67# Products Costed115

11、5,550 48.26# Traded Sales Transactions866 7,162 8.27# Plant 7 Works Order Issues40,551 48,084 1.19# Hrs. Run 3 Pc. Good Products22,261 1,305,303 58.64# Hrs. Run DRD Good Products14,477 1,100,338 76.01# Hrs. Run Marq. Good Products9,078 1,205,748 132.82# Hrs. Run Rect. Line Good Products2,981 410,534

12、 137.7216 Focused Management Inc.2021-11-24 & : CustomerCall CenterFirst LevelTechnicalDeptSecond LevelTechnicalDeptInventoryManagementSchedulingLogisticsSiteTechnicianEscalationR&DCall CloseTransfer orRerouteCustomerinformed ofSolutionCallTransferReferencedocsPredictive call(electronical)Cu

13、stomer callsIVR Routing HWProblemIdentify- Customer- Product- SLAVerify EntitlementValidationCompleted?HardwareLog CallRe-repairQualifiedbyKnowledgetoolsToProcess5Installation?1st levelproduct?RerouteIdentifyProblemRemotesolved?HWProblem?Qualificationdone?Problem IDIdentify PartIdentity Delivery Met

14、hod(order parts - somecountries)Solution skill IDDispneeded?LaunchesCourierLogisticProcessSolutionIdentified?ValidationIdentifyPreblemID partID DMSolution skillDispneededCustomer told2nd Line willcall backRemote orProblemsolved?PredictiveGroupRoute toP2HelprequiredTechnicalAssistantResearches/Sugges

15、tsSolutionIdentifyon-siteResourcesOrderPartsAssign Call(some Deliverymethodautomated)ToInstallationProcessTechndispatchedPartsProcessCE goes tositecollectsparts Repaircompleted?FinishRepairEscalationProcessProcess same as Div XR&DProcessOff LineValidationClose callClose callClose callNoNoNoYesYe

16、sNoYesYesNoNoYesYesNoYesYesNoYesNoYesNoYesYesNoYesYesNoNoYesNoNoYesYesNoNoYesABC ACTIVITY# 524CALL RECEIPT$0.2mABC ACTIVITY # 355CUSTOMERQUALIFICATION$1.1mABC ACTIVITY# 274DISPATCH PARTS$0.3mABC ACTIVITY#432ON-SITE FIX$7.9mTotal Process Cost = $9.5m17 Focused Management Inc.2021-11-24 Process:TOTAL

17、COSTOrder Fulfillment Process:$4,437,716Activities In Process:CostApprove creditsCollecting accountsFreight delivery costEnter credit notesEnter customer ordersFreight pallet miles costPick loose casesPicking palletsPay promotional claimsShipping paperworkDriver# Credits# Orders# Orders# Credits# Or

18、ders# Pallet X Miles# Loose Cases# Pallets# Claims# Orders170,123499,689167,546154,539661,3891,035,546843,869305,769395,342203,90318 Focused Management Inc.2021-11-24 . () , . s 19 Focused Management Inc.2021-11-24 ActivityIowaLos AngelesNew YorkTempeMichiganReceive orders0.09 0.15 0.16 0.06 0.06 Or

19、der set-up0.83 0.59 1.22 0.84 0.71 Checking RXs0.68 0.60 0.59 0.24 0.76 File hard copy RXs & scan0.07 0.10 0.16 0.12 0.25 Process inventory0.07 0.04 0.07 0.03 0.21 Bag & ship orders12.06 7.72 8.45 6.90 7.47 20 Focused Management Inc.2021-11-24Product / Market MatrixMarket segmentsPharmaCoWho

20、lesaleProfessionalCommercial$ thousandsBuYers RetailAll Other RetailWholesaleHospitalClinicsExportOtherTotalsAdult4,814 32,901 18,363 56,077 Analgesia1,464 16,335 8,572 26,371 30%50%47%47%Childrens1,510 10,121 5,594 17,226 Analgesia258 3,678 1,867 5,804 17%36%33%34%Cough303 1,614 997 2,914 Relief(16

21、6) (566) (382) (1,114) -55%-35%-38%-38%Cold696 4,524 2,581 7,801 Medicine29 1,091 539 1,658 4%24%21%21%Allergy728 4,941 2,907 8,577 Relief107 1,666 893 2,666 15%34%31%31%TotalRevenue8,051 54,102 30,441 - - - - 92,594 Margin1,692 22,204 11,490 - - - - 35,385 % Margin21%41%38%38%How to read this chart

22、. Each cell contains.* Note: Costs do not include $6.6 M in Business Sustaining Costs1. ABC results2. Sales & Marketing strategy / expectationsSales Revenue$kdecliningstablegrowthContribution Margin$ksalesvolumeopportunityMargin % sales.%RetailProducts / 21 Focused Management Inc.2021-11-24Econo

23、mic ProfitEP = Margin - Capital Employed x WACC* * Weighted Average Cost of Capital12.2%Market segmentsPharmaCoWholesaleProfessionalBuYers RetailAll Other RetailWholesaleHospitalClinicsTotalsAdult3,536 25,986 12,922 42,444 Analgesia431 3,170 1,577 5,178 447$ 6,631$ 3,567$ 10,644$ Childrens1,136 9,16

24、0 4,497 14,793 Analgesia139 1,118 549 1,805 16$ 1,089$ 572$ 1,677$ Cough331 1,344 795 2,470 Relief40 164 97 301 (140)$ (504)$ (326)$ (969)$ Cold676 4,942 2,568 8,186 Medicine83 603 313 999 (65)$ 52$ 10$ (4)$ Allergy712 4,580 2,491 7,783 Relief87 559 304 950 (23)$ 441$ 232$ 650$ TOTAL:6,391 46,013 23

25、,273 - - 75,676 780 5,614 2,839 9,232 235 7,709 4,055 11,999 Capital employed is determined by careful analysis of key capital items & drivers including Accounts Receivable (revenues & DSO);Inventories (Cost of Sales & Inventory turns); and Fixed Assets (Dedicated Assets and/or Machine h

26、ours).Cost of Capital = Capital Employed x WACC (12.2% in this firm)Economic Profit = NOPAT (segmented - see chart xx) - Cost of CapitalEconomic ProfitCost of CapitalCapital EmployedRetailProducts / 22 Focused Management Inc.2021-11-24 M1 ( ) M2 () M1 () M2M1 M1CUSTOMERFUNCTION AFUNCTION BFUNCTION C

27、M2M2M2M2M1-EM1-I23 Focused Management Inc.2021-11-24 “SHOULD” PROCESS MAPCustomerFunction AFunction CFunction DCROSS-FUNCTIONAL ROLE/RESPONSIBILITY MATRIXFunctions and OutputsFunction AFunction BFunction CFunction D“Should” Macro StepsFUNCTIONAL ROLE/RESPONSIBILITY MATRIX“Should” Process StepsJobs a

28、nd OutputsJob 1Job 2Job 3Job 4Function B Outputs “IS” PROCESS MAP24 Focused Management Inc.2021-11-24 Distribute toProductionTime1. # of Hrs. from order toproduction5 days6 hours3 days2 hrs.Appoint a process owner2. # of days of backlog14 days1 day10 days0 daysMove to a pull systemQuality1. Material

29、 availablewhen needed80%90%85%100%Develop long term relationship w/ keysuppliers2. # of material shortages90%100%90%100%see above3. % of material issueswhich meet job specs85%100%87%100%Better communicationCost1. Total process cost$150,000$60,000$140,000$200,000Appoint a process owner2. Cost per tra

30、nsaction$85$75$63$40Improve work flow3. Inventory cost /month$4.0 m$3.8m$3.5 m$1.0 mInstall point of use inventoryQuantity1. # of items moved/employee4009006001,000Automation2. # of stock outs500500Better supplier relations3. % of time machinesare idle due to materialshortages15%0%10%0%Improve EDI,

31、batch processing 25 Focused Management Inc.2021-11-24( & )( & )( & ), , , : “ ” The Performance Point !26 Focused Management Inc.2021-11-24 F F - , “” F . F F / & & & & ( ) - Activity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsA

32、ctivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsActivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsAll Activities Goals Measures ResultsAll Processes Goals Measures ResultsOrganization Goals Measures ResultsT

33、IMEFINANCIALQUALITYQUANTITYStrategicPlanActivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsActivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsActivity Goals Measures ResultsProcess Goals Measures ResultsOrganiz

34、ation Goals Measures ResultsActivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsActivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsActivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals

35、Measures ResultsAll Activities Goals Measures ResultsAll Processes Goals Measures ResultsOrganization Goals Measures ResultsTIMEFINANCIALQUALITYQUANTITYStrategicPlanActivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsActivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsActivity Goals Measures ResultsProcess Goals Measures ResultsOrganization Goals Measures ResultsMy Activities Goals Measures ResultsMy Process Goals Measures ResultsOrganization Goals Measures ResultsTIMEFINANCI