We offer you a solution
The heavy engineering industry works with a substantially narrower portfolio of products and customers than other sectors. From the perspective of management and numerical coverage, distribution methods are generally not complicated either (direct sale, sale through distributors). This is an advantage for the data model. However, it is necessary to adjust it to the likelihood ratio of gaining orders.
The plan may, at least partially, rely on customer information. The remaining part must lean on intuitive methods based on experience, judgment and foresight (zero based planning). From the perspective of the BNS system there are two special methods which may apply:
The order representative represents a real or fictive order which has typical production parameters (e.g. duration, capacity demands, cost ratio, profit ratio...), even at various stages of production. In this manner he translates management of order production onto a specific common equivalent, by means of which he is able to create plans far more efficiently and reliably and analyze the result.
In the second scenario the corporate planning perspective is divided into years. Each year the volume of real or potential orders is categorized according to the symptoms of likelihood, such as (A) contracted orders, (B) contracts in tender procedures or (C) contracts (orders) which are important to make full use of capacities. A funnel of orders is continuously shifted to the future. It provides for a continuous harmonization of order content secured by sales with an optimum use of production management capacities.
What you can expect:
- easy tracking of the causes of deviances against the plans provided in comprehensive reports, including determination of responsibility for their creation
- improved quality of calculations and better support for pricing with an opportunity to focus on one product
- easy creation of scenarios and sliding plans that are projected to all key company segments
- sales forecasts are able to directly respond to the constantly changing situation on the market and flexibly forecast sales results, while maintaining profitability of orders