S&OP经典书籍连载:企业销售与运营计划(14)【第三章:面对现实(4)-充满期待】

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  “The focus is to start using the process very quickly and to make decisions, which is also known as managing the business,” he says. “We strive to have a viable process up and running inside a division in three cycles. Each cycle is one month. We expect a strong but still improving process within six cycles. How we do this will be the subject of the education sessions.”

  “重点是迅速开始应用流程,并做出决策,这也被称为管理业务。” 他说“我们努力用三个周期在一个部门内建立和运行一个可行的流程。每个周期为一个月。我们期望在六个周期内有一个强大但仍在改进的流程。我们如何做到这一点将成为培训会议的主题。”

  Ross explains that the education sessions will be closely followed by process design, immediately followed by implementation of the process. Implementing the process includes developing whatever tools are chosen to support the process. “What level of help or support is provided to help us get going?” Sam asks. “I’m concerned that this just adds one more thing to our already overflowing plate of things to do.”

  罗斯解释说,在流程设计好后,紧接着就是培训会议,再跟着流程的执行实施。罗斯解释说,教育课程将紧跟流程设计,紧接着是流程的实施。实现流程包括开发支持流程的工具。“提供什么程度的帮助或支持帮助我们前进?”山姆问:“我担心这只是增加了一个东西,我们已经堆满了要做的事情。”

  “We have found that you cannot have the process up and running in three months without some support and coaching,” Ross replies. “Our proposal to Mark includes education, assisting in the process design, and providing hands-on support and coaching as you implement.”

  “我们发现,如果没有支持和辅导,没办法让这些流程在三个月内跑起来”。罗斯回答说“我们给马克的提议包括培训,协助工艺设计,并提供现场支持以及实施中的指导。”

  Ross provides some details about the education. The purpose of the education is for the senior executive team and middle management to gain a common understanding of what sales and operations planning is, what it is not, how it works, and the individual roles and responsibilities in making the process work Effectively.

  罗斯提供了一些关于培训内容的细节。培训的目的是为高管和中层管理人员对于什么是销售与运作规划的理解达成共识,而不是别的,它是如何工作运行的,以及个人在有效地做流程工作时的角色和责任。

  Education helps to develop an understanding of industry best practices for sales and operations planning. The education sessions also provide an opportunity to ask and answer whatever questions arise.

  培训有助于理解行业最佳实践的销售与运作规划。教育课程也提供了一个机会问答产生的问题。

  Ross explains that the design step is completed immediately after the education. The design should not take more than a few days. The first official cycle of the sales and operations planning process will occur immediately after the design is completed.

  罗斯解释说,设计步骤是培训后立即完成。设计不应超过几天。第一次正式的销售与运作规划的周期在设计过程完成后会立即执行。

  “Do we have dates for the education?” Peter asks.

  “我们的培训时间出来了吗?”皮特问。

  Mark instructs his team to check their calendars and give his assistant, Sheri Waterman, the dates when they are available. “Some of you may have to change your schedules,” he says. “I want all of you to attend the education session.”

  马克指示他的团队检查他们的日程表,然后告诉给他的助手,雪莉,哪些日期他们是可行的,“你们中的一些人可能要改变你的日程安排,”他说。“我希望你们所有人都参加培训会议。”

  “So attendance is not optional?” Sam asks.

  “所以出勤没得选了?”山姆问。

  “No, Sam, it is not,” Mark responds.

  “是的,山姆” 马克回答。

  “I knew that, but just thought I’d check,” Sam replies, and everyone in the room laughs.

  “我知道,但是我想确认下,”山姆回答说,在房间的每个人都笑了。

  “Always testing, aren’t you, Sam,” Peter says.

  “山姆,你总是要试着问一下”皮特说。

  “I just wanted to see how committed Mark is to this,” Sam replies. Mark welcomes the opportunity that Sam just offered. “Don’t underestimate my commitment,” he says.

  “我只是想看看马克对此有多坚定,”山姆回答。马克对山姆递上来(表达坚定的)机会欢迎。“不要低估我的意志”马克说到

  Mark watches his staff file out of the room. He is pleased and surprised to see almost everyone individually thank Ross and Nolan. He senses palpable relief that there may be an answer to Universal Products’ problems.

  马克看着他的下属们离开房间。他很惊讶地看到兴奋的表情洋溢在每个人的脸上,大家都感谢罗斯和诺兰。他感觉到欣慰,也许公司的问题会有很好的解决的答案。

  Watching his staff interact with Ross and Nolan, Mark thinks of his team. He is reminded of the definition of a team in the book The Wisdom of Teams: A team is a small number of people with complementary skills who are committed to a common purpose, performance goals, and approach for which they hold themselves mutually accountable.

  看他的手下们与罗斯和诺兰的互动,马克想起一个团队的定义:团队是一小群具有互补技能的人致力于一个共同的目的,业绩目标和方式而彼此负责。

  Mark knows he does not yet have a team by this definition, but it is apparent to him that if the people on his staff do sales and operations planning properly, they can develop into a team. He thinks he should establish Class A best practices as a common goal for his team.

  马克知道他目前还没有满足这个定义的团队,但很明显,如果他的员工销售和运营规划得当, 他们可以发展成一个团队。他认为他应该把成为A类公司的运营标准,当他的团队的共同目标。

  Mark thanks Ross and Nolan himself. Ross promises to be in touch next week to discuss some details of the education session.

  马克感谢罗斯和诺兰本人。罗斯答应下周探讨培训会议上的一些细节。

  Janis offers to usher Ross and Nolan out of the building. Mark is grateful. He needs to check his phone messages and e-mail, and it is already five o’clock. Mark’s attempts to return phone calls are interrupted three times. First Ray, then Jim, and finally Sam drop by his office to discuss the assessment. Each has suggestions on ways to improve.

  珍妮丝送罗斯和诺兰离开大楼。马克要看一下自己的手机短信和电子邮件,这已经是五点了。马克尝试给一个电话回电,被打断了三次。第一次是雷,然后吉姆,最后山姆到他办公室去讨论评估。每个人都有对改进的建议。

  Mark knows the purpose of their visits goes beyond making suggestions. Each is feeling out his level of commitment.

  马克知道他们造访的目的,每个人都感觉没有达到自己承诺的。

  Sam is the most forthright. “Were you serious when you said you’re committed to this process?” he asks.

  山姆是最坦率的。“你是认真的吗,当你信誓旦旦说这流程的时候?”他问。

  “It makes sense, and it appears that we can do this quickly,” Mark replies. “Yes, I’m committed, Sam. Spread the word.”

  “这是有意义的,并且看上去我们可以很快上手”马克答道,“是的,我很坚定,山姆,传达我的意见吧”

  Mark pushes away from his desk and reaches for his briefcase. He places the assessment report inside to review over the weekend. Just as he is about to snap the briefcase shut, Mark realizes with a stab of guilt that Cheryl and Chad will be arriving tonight for the weekend. He mentally chastises himself for being so preoccupied with business that he has ignored his personal life.

  马克推开桌子,伸手去拿公文包。他把评估报告放在里面以便周末复习。就在他要把公文包合上的时候,马克内疚地意识到谢丽尔和查德今晚会来度周末。他对自己如此专注于生意而忽视了自己的私生活在精神上进行了责备。

  Bottom line: The bed is not made. There is no food in the house except junk food, soft drinks, beer, wine, and a couple of apples. He is in big trouble unless he can get to the grocery store and clean up the house in the next two hours. No problem, he tells himself.

  底线:床没备好。房子里除了垃圾食品、软饮料、啤酒、葡萄酒和几个苹果外,没有其他食物。现在是个大麻烦,除非他能在接下来的两个小时内赶到杂货店把房子打扫干净。没问题,他告诉自己。

  Mark heads for the grocery store. While waiting in traffic, he ponders the weekend. Cheryl and Chad are only able to stay until Monday morning. Mark has promised that they will spend Saturday and Sunday in Vail. Chad wants to take advantage of what is left of spring skiing, and Cheryl wants be in the mountains once again. Mark just wants to get away from the business and be with his family. Mark hustles through the aisles at the grocery store. He looks for the essentials as well as Chad and Cheryl’s favorite foods. While pondering the many, too many, choices of orange juice — pulp or no pulp, calcium or no calcium, he hears a familiar voice behind him.

  马克径直去杂货店。在车流中等待时,他思考着周末。谢丽尔和查德只能呆到星期一早上。马克答应他们星期六和星期天在韦尔度过。查德想趁春季还能再滑雪,谢丽尔又想回到山上。马克只是想远离工作,和家人在一起。马克匆匆穿过杂货店的过道。他寻找必需品以及查德和谢丽尔最喜欢的食物。当他思考橙汁的多种选择时——果肉或不果肉、钙或不钙,他听到身后一个熟悉的声音。

  “So, Mark, we all have to do domestic tasks once in a while.” He turns and sees Janis Novak smiling at him.

  “马克,我们都得偶尔做做家务。”他转身看到珍妮丝对着他微笑。

  Mark is unabashed. “Cheryl and Chad are coming for the weekend. I thought I had better put something in the cupboard other than beer and peanuts.” Mark and Janis chat for a few minutes. He tells her about going to Vail for the Weekend.

  马克满不在乎。“谢丽尔和查德正过来度周末。除了啤酒和花生,我最好放点东西在橱柜。” 马克和珍妮丝聊一会儿。他告诉她要去维尔过周末。(vail 是丹佛旁边著名的滑雪小镇)

  “I was there last weekend, and the snow is disappearing from the slopes fast,” Janis says. “It has been so warm recently. I hope you have at least fair skiing this weekend.”

  “我上周末在那里,雪是从山坡上迅速消融,” 珍妮丝说。“最近有些暖和了。我希望你这个周末至少可以滑雪。”

  “That’s bad news and good news,” Mark says. “Bad for Chad, who is anxious to ski. Good for Cheryl and me. We want to take some side trips into the mountains and stay away from the crowds.”

  “这是个好消息又是个坏消息,”马克说。“对查德来说是坏消息,他想滑雪。对我和谢丽尔则是好事,我们想去到山上远离人群。”

  They chat about the weather in Vail, things to see, and places to go. As the conversation winds down, Janis turns to business. “I just wanted to say that I’m impressed and excited by what is beginning to happen at the company. The other staff members seem to be as well. If you will permit me to offer some advice,” Janis says. “Certainly, Janis. What is it?”

  他们聊维尔的天气,要看的东西和要去的地方。作为谈话结束的时候,珍妮丝转向业务:“我只是想说,这个流程给我留下了深刻的印象,其他工作人员似乎也是。如果你同意, 请允许我提供一些建议,”他说。“当然,珍妮丝。这是怎么一回事?“

  “Follow through with the sales and operations planning effort. Do not let it falter. The management group sees the need; we feel your leadership. Do not let this drag on. It is important that we get started and get it done. If it drags on, it will look and feel just like all the other company initiatives. Lots of rhetoric from management, but little real action and support. We need a winner, and sales and operations planning can be it.”

  “做销售和运营计划。不要让它动摇。集团管理层认为只是需要;而对于我们,我们觉得这是你的领导能力。不要拖延。我们开始去做是很重要的。如果再拖延下去,它会像所有其他公司的举措,没有实际行动和支持。我们需要的是一个胜利,而销售和运营计划可以实现。

  “I hear you, and I agree,” Mark says. “I appreciate your input and would like you to continue to help me in this project. Let me know your observations and your feelings as we implement.”

  “听到了,我赞同,”马克说。“我感谢您的意见,希望您能继续帮助我完成这个项目。在实施过程中,请告诉我您的观察结果和感受。”

  “Sounds good,” Janis replies. She looks at her watch. “Oh, oh. I’m late. Have a great weekend. I will see you Monday!” Mark watches her head for the checkout counter. He looks at his watch. He is going to be late, too. Better decide on this orange juice and get going!

  “听起来不错,”珍妮丝回答说。她看着她的手表。“完了,完了,我迟到了。周末愉快,周一见!”

  At 5:10 a.m. the next day, Mark is wide awake. It was a late night. The plane was delayed, and Cheryl and Chad are still asleep. The two-hour time difference made it a long day for them.

  第二天早上5:10,马克是醒了。这是一个深夜。飞机延误了,谢丽尔和查德仍然睡着。两个小时的时差让他们过了一个漫长的一天。

  Mark decides to get up and make coffee. His mind is turning over thoughts and ideas for implementing sales and operations planning. He knows he will not go back to sleep.

  马克决定起来煮咖啡。他转而思考实施销售和运营计划的想法。他知道他不会再睡了。

  As he puts on his robe, Mark looks at Cheryl sleeping. She is such a wonderful woman. He knows he is lucky to have her as his wife. She is intelligent, articulate, witty, and very attractive. As they get older, Mark is the one who is gaining the weight and looking his fifty-three years of age. Not Cheryl. She is slim and trim and very health conscious. Mark misses her when they are apart and is anxious for her to move to Colorado so that they don’t have to maintain a long distance Relationship.

  他穿上衣服,马克看着谢丽尔睡觉。她是这样一个美丽的女人。他知道他是幸运娶她为妻。她很聪明,口齿伶俐,机智,非常有吸引力的。随着年龄变老,马克开始发胖看上去像五十三岁。谢丽尔并不是这样的。她身材苗条,爱打扮,很有健康意识。当他们分开时,马克想她,希望她尽快搬到科罗拉多州,就不需要维持这么远的异地了。

  Padding down the hall, Mark peeks in on Chad. It looks like he must have tossed and turned all night. The covers are a mess. Hopefully, he will have gotten sufficient rest to have a good day on the slopes.

  马克在大厅里走来走去,朝查德瞥了一眼。看来他整晚都辗转反侧。铺盖乱七八糟。希望他能得到足够的休息,在滑雪的山坡上度过一天愉快的时光。

  Mark drinks coffee while waiting for Cheryl and Chad to wake up. His mind continues to ponder sales and operations planning. He thinks of the words that Ross Peterson used — organized common sense. That’s what Universal Products needs. It seems that the effort to solve the many problems has only created more problems and more complexity. If they could identify supply and demand problems earlier on, maybe they could eliminate the complexity. What Ross described seems simple and straightforward.

  马克一边喝咖啡,一边等谢丽尔和查德醒来。他继续思考销售和运营计划。他想到罗斯·彼得森用的词——有组织的常识。这就是环球产品所需要的。似乎解决许多问题的努力只会产生更多的问题和更复杂的问题。如果他们能早点发现供求问题,也许他们就能消除复杂性。罗斯所描述的似乎简单明了。

  Mark thinks about Janis Novak’s parting comment last night. Ross Peterson offered similar advice. The sooner sales and operations planning can be implemented, the sooner the results. The quicker the results, the better the morale. Ross’s emphasis on time to results makes sense.

  马克想起了珍妮丝昨晚的分别赠言。罗斯·彼得森也提出了类似的建议。实施销售和运营计划越快,结果就越快。结果越快,士气就越好。罗斯强调取得成果的时间是有道理的。

  Mark’s musings are interrupted by the sound of the shower. His household is waking up, probably aided by the smell of freshly brewed coffee. Mark is relieved. He doesn’t want to think about business. He wants to enjoy his family for the next two days.

  马克的沉思被洗澡声打断了。他的家人正在醒来,可能是因为闻到了刚煮好的咖啡的味道。马克松了一口气。他不想思考工作。他想在接下来的两天里好好享受他的家庭。

  前章:

  1. S&OP经典书籍连载:企业销售与运营计划(1)【前言】

  2. S&OP经典书籍连载:企业销售与运营计划(2)【第一章:失控(1)】【成品组装经理雷】

  3. S&OP经典书籍连载:企业销售与运营计划(3)【第一章:失控(2)-计划经理苏珊】

  4.

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  8.

  9.

  10.

  11.

  12. S&OP经典书籍连载:企业销售与运营计划(12)【第三章:面对现实(2)-有效果与高效率的区别】

  13. S&OP经典书籍连载:企业销售与运营计划(13)【第三章:面对现实(3)-形象的比喻】

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  “The focus is to start using the process very quickly and to make decisions, which is also known as managing the business,” he says. “We strive to have a viable process up and running inside a division in three cycles. Each cycle is one month. We expect a strong but still improving process within six cycles. How we do this will be the subject of the education sessions.”

  “重点是迅速开始应用流程,并做出决策,这也被称为管理业务。” 他说“我们努力用三个周期在一个部门内建立和运行一个可行的流程。每个周期为一个月。我们期望在六个周期内有一个强大但仍在改进的流程。我们如何做到这一点将成为培训会议的主题。”

  Ross explains that the education sessions will be closely followed by process design, immediately followed by implementation of the process. Implementing the process includes developing whatever tools are chosen to support the process. “What level of help or support is provided to help us get going?” Sam asks. “I’m concerned that this just adds one more thing to our already overflowing plate of things to do.”

  罗斯解释说,在流程设计好后,紧接着就是培训会议,再跟着流程的执行实施。罗斯解释说,教育课程将紧跟流程设计,紧接着是流程的实施。实现流程包括开发支持流程的工具。“提供什么程度的帮助或支持帮助我们前进?”山姆问:“我担心这只是增加了一个东西,我们已经堆满了要做的事情。”

  “We have found that you cannot have the process up and running in three months without some support and coaching,” Ross replies. “Our proposal to Mark includes education, assisting in the process design, and providing hands-on support and coaching as you implement.”

  “我们发现,如果没有支持和辅导,没办法让这些流程在三个月内跑起来”。罗斯回答说“我们给马克的提议包括培训,协助工艺设计,并提供现场支持以及实施中的指导。”

  Ross provides some details about the education. The purpose of the education is for the senior executive team and middle management to gain a common understanding of what sales and operations planning is, what it is not, how it works, and the individual roles and responsibilities in making the process work Effectively.

  罗斯提供了一些关于培训内容的细节。培训的目的是为高管和中层管理人员对于什么是销售与运作规划的理解达成共识,而不是别的,它是如何工作运行的,以及个人在有效地做流程工作时的角色和责任。

  Education helps to develop an understanding of industry best practices for sales and operations planning. The education sessions also provide an opportunity to ask and answer whatever questions arise.

  培训有助于理解行业最佳实践的销售与运作规划。教育课程也提供了一个机会问答产生的问题。

  Ross explains that the design step is completed immediately after the education. The design should not take more than a few days. The first official cycle of the sales and operations planning process will occur immediately after the design is completed.

  罗斯解释说,设计步骤是培训后立即完成。设计不应超过几天。第一次正式的销售与运作规划的周期在设计过程完成后会立即执行。

  “Do we have dates for the education?” Peter asks.

  “我们的培训时间出来了吗?”皮特问。

  Mark instructs his team to check their calendars and give his assistant, Sheri Waterman, the dates when they are available. “Some of you may have to change your schedules,” he says. “I want all of you to attend the education session.”

  马克指示他的团队检查他们的日程表,然后告诉给他的助手,雪莉,哪些日期他们是可行的,“你们中的一些人可能要改变你的日程安排,”他说。“我希望你们所有人都参加培训会议。”

  “So attendance is not optional?” Sam asks.

  “所以出勤没得选了?”山姆问。

  “No, Sam, it is not,” Mark responds.

  “是的,山姆” 马克回答。

  “I knew that, but just thought I’d check,” Sam replies, and everyone in the room laughs.

  “我知道,但是我想确认下,”山姆回答说,在房间的每个人都笑了。

  “Always testing, aren’t you, Sam,” Peter says.

  “山姆,你总是要试着问一下”皮特说。

  “I just wanted to see how committed Mark is to this,” Sam replies. Mark welcomes the opportunity that Sam just offered. “Don’t underestimate my commitment,” he says.

  “我只是想看看马克对此有多坚定,”山姆回答。马克对山姆递上来(表达坚定的)机会欢迎。“不要低估我的意志”马克说到

  Mark watches his staff file out of the room. He is pleased and surprised to see almost everyone individually thank Ross and Nolan. He senses palpable relief that there may be an answer to Universal Products’ problems.

  马克看着他的下属们离开房间。他很惊讶地看到兴奋的表情洋溢在每个人的脸上,大家都感谢罗斯和诺兰。他感觉到欣慰,也许公司的问题会有很好的解决的答案。

  Watching his staff interact with Ross and Nolan, Mark thinks of his team. He is reminded of the definition of a team in the book The Wisdom of Teams: A team is a small number of people with complementary skills who are committed to a common purpose, performance goals, and approach for which they hold themselves mutually accountable.

  看他的手下们与罗斯和诺兰的互动,马克想起一个团队的定义:团队是一小群具有互补技能的人致力于一个共同的目的,业绩目标和方式而彼此负责。

  Mark knows he does not yet have a team by this definition, but it is apparent to him that if the people on his staff do sales and operations planning properly, they can develop into a team. He thinks he should establish Class A best practices as a common goal for his team.

  马克知道他目前还没有满足这个定义的团队,但很明显,如果他的员工销售和运营规划得当, 他们可以发展成一个团队。他认为他应该把成为A类公司的运营标准,当他的团队的共同目标。

  Mark thanks Ross and Nolan himself. Ross promises to be in touch next week to discuss some details of the education session.

  马克感谢罗斯和诺兰本人。罗斯答应下周探讨培训会议上的一些细节。

  Janis offers to usher Ross and Nolan out of the building. Mark is grateful. He needs to check his phone messages and e-mail, and it is already five o’clock. Mark’s attempts to return phone calls are interrupted three times. First Ray, then Jim, and finally Sam drop by his office to discuss the assessment. Each has suggestions on ways to improve.

  珍妮丝送罗斯和诺兰离开大楼。马克要看一下自己的手机短信和电子邮件,这已经是五点了。马克尝试给一个电话回电,被打断了三次。第一次是雷,然后吉姆,最后山姆到他办公室去讨论评估。每个人都有对改进的建议。

  Mark knows the purpose of their visits goes beyond making suggestions. Each is feeling out his level of commitment.

  马克知道他们造访的目的,每个人都感觉没有达到自己承诺的。

  Sam is the most forthright. “Were you serious when you said you’re committed to this process?” he asks.

  山姆是最坦率的。“你是认真的吗,当你信誓旦旦说这流程的时候?”他问。

  “It makes sense, and it appears that we can do this quickly,” Mark replies. “Yes, I’m committed, Sam. Spread the word.”

  “这是有意义的,并且看上去我们可以很快上手”马克答道,“是的,我很坚定,山姆,传达我的意见吧”

  Mark pushes away from his desk and reaches for his briefcase. He places the assessment report inside to review over the weekend. Just as he is about to snap the briefcase shut, Mark realizes with a stab of guilt that Cheryl and Chad will be arriving tonight for the weekend. He mentally chastises himself for being so preoccupied with business that he has ignored his personal life.

  马克推开桌子,伸手去拿公文包。他把评估报告放在里面以便周末复习。就在他要把公文包合上的时候,马克内疚地意识到谢丽尔和查德今晚会来度周末。他对自己如此专注于生意而忽视了自己的私生活在精神上进行了责备。

  Bottom line: The bed is not made. There is no food in the house except junk food, soft drinks, beer, wine, and a couple of apples. He is in big trouble unless he can get to the grocery store and clean up the house in the next two hours. No problem, he tells himself.

  底线:床没备好。房子里除了垃圾食品、软饮料、啤酒、葡萄酒和几个苹果外,没有其他食物。现在是个大麻烦,除非他能在接下来的两个小时内赶到杂货店把房子打扫干净。没问题,他告诉自己。

  Mark heads for the grocery store. While waiting in traffic, he ponders the weekend. Cheryl and Chad are only able to stay until Monday morning. Mark has promised that they will spend Saturday and Sunday in Vail. Chad wants to take advantage of what is left of spring skiing, and Cheryl wants be in the mountains once again. Mark just wants to get away from the business and be with his family. Mark hustles through the aisles at the grocery store. He looks for the essentials as well as Chad and Cheryl’s favorite foods. While pondering the many, too many, choices of orange juice — pulp or no pulp, calcium or no calcium, he hears a familiar voice behind him.

  马克径直去杂货店。在车流中等待时,他思考着周末。谢丽尔和查德只能呆到星期一早上。马克答应他们星期六和星期天在韦尔度过。查德想趁春季还能再滑雪,谢丽尔又想回到山上。马克只是想远离工作,和家人在一起。马克匆匆穿过杂货店的过道。他寻找必需品以及查德和谢丽尔最喜欢的食物。当他思考橙汁的多种选择时——果肉或不果肉、钙或不钙,他听到身后一个熟悉的声音。

  “So, Mark, we all have to do domestic tasks once in a while.” He turns and sees Janis Novak smiling at him.

  “马克,我们都得偶尔做做家务。”他转身看到珍妮丝对着他微笑。

  Mark is unabashed. “Cheryl and Chad are coming for the weekend. I thought I had better put something in the cupboard other than beer and peanuts.” Mark and Janis chat for a few minutes. He tells her about going to Vail for the Weekend.

  马克满不在乎。“谢丽尔和查德正过来度周末。除了啤酒和花生,我最好放点东西在橱柜。” 马克和珍妮丝聊一会儿。他告诉她要去维尔过周末。(vail 是丹佛旁边著名的滑雪小镇)

  “I was there last weekend, and the snow is disappearing from the slopes fast,” Janis says. “It has been so warm recently. I hope you have at least fair skiing this weekend.”

  “我上周末在那里,雪是从山坡上迅速消融,” 珍妮丝说。“最近有些暖和了。我希望你这个周末至少可以滑雪。”

  “That’s bad news and good news,” Mark says. “Bad for Chad, who is anxious to ski. Good for Cheryl and me. We want to take some side trips into the mountains and stay away from the crowds.”

  “这是个好消息又是个坏消息,”马克说。“对查德来说是坏消息,他想滑雪。对我和谢丽尔则是好事,我们想去到山上远离人群。”

  They chat about the weather in Vail, things to see, and places to go. As the conversation winds down, Janis turns to business. “I just wanted to say that I’m impressed and excited by what is beginning to happen at the company. The other staff members seem to be as well. If you will permit me to offer some advice,” Janis says. “Certainly, Janis. What is it?”

  他们聊维尔的天气,要看的东西和要去的地方。作为谈话结束的时候,珍妮丝转向业务:“我只是想说,这个流程给我留下了深刻的印象,其他工作人员似乎也是。如果你同意, 请允许我提供一些建议,”他说。“当然,珍妮丝。这是怎么一回事?“

  “Follow through with the sales and operations planning effort. Do not let it falter. The management group sees the need; we feel your leadership. Do not let this drag on. It is important that we get started and get it done. If it drags on, it will look and feel just like all the other company initiatives. Lots of rhetoric from management, but little real action and support. We need a winner, and sales and operations planning can be it.”

  “做销售和运营计划。不要让它动摇。集团管理层认为只是需要;而对于我们,我们觉得这是你的领导能力。不要拖延。我们开始去做是很重要的。如果再拖延下去,它会像所有其他公司的举措,没有实际行动和支持。我们需要的是一个胜利,而销售和运营计划可以实现。

  “I hear you, and I agree,” Mark says. “I appreciate your input and would like you to continue to help me in this project. Let me know your observations and your feelings as we implement.”

  “听到了,我赞同,”马克说。“我感谢您的意见,希望您能继续帮助我完成这个项目。在实施过程中,请告诉我您的观察结果和感受。”

  “Sounds good,” Janis replies. She looks at her watch. “Oh, oh. I’m late. Have a great weekend. I will see you Monday!” Mark watches her head for the checkout counter. He looks at his watch. He is going to be late, too. Better decide on this orange juice and get going!

  “听起来不错,”珍妮丝回答说。她看着她的手表。“完了,完了,我迟到了。周末愉快,周一见!”

  At 5:10 a.m. the next day, Mark is wide awake. It was a late night. The plane was delayed, and Cheryl and Chad are still asleep. The two-hour time difference made it a long day for them.

  第二天早上5:10,马克是醒了。这是一个深夜。飞机延误了,谢丽尔和查德仍然睡着。两个小时的时差让他们过了一个漫长的一天。

  Mark decides to get up and make coffee. His mind is turning over thoughts and ideas for implementing sales and operations planning. He knows he will not go back to sleep.

  马克决定起来煮咖啡。他转而思考实施销售和运营计划的想法。他知道他不会再睡了。

  As he puts on his robe, Mark looks at Cheryl sleeping. She is such a wonderful woman. He knows he is lucky to have her as his wife. She is intelligent, articulate, witty, and very attractive. As they get older, Mark is the one who is gaining the weight and looking his fifty-three years of age. Not Cheryl. She is slim and trim and very health conscious. Mark misses her when they are apart and is anxious for her to move to Colorado so that they don’t have to maintain a long distance Relationship.

  他穿上衣服,马克看着谢丽尔睡觉。她是这样一个美丽的女人。他知道他是幸运娶她为妻。她很聪明,口齿伶俐,机智,非常有吸引力的。随着年龄变老,马克开始发胖看上去像五十三岁。谢丽尔并不是这样的。她身材苗条,爱打扮,很有健康意识。当他们分开时,马克想她,希望她尽快搬到科罗拉多州,就不需要维持这么远的异地了。

  Padding down the hall, Mark peeks in on Chad. It looks like he must have tossed and turned all night. The covers are a mess. Hopefully, he will have gotten sufficient rest to have a good day on the slopes.

  马克在大厅里走来走去,朝查德瞥了一眼。看来他整晚都辗转反侧。铺盖乱七八糟。希望他能得到足够的休息,在滑雪的山坡上度过一天愉快的时光。

  Mark drinks coffee while waiting for Cheryl and Chad to wake up. His mind continues to ponder sales and operations planning. He thinks of the words that Ross Peterson used — organized common sense. That’s what Universal Products needs. It seems that the effort to solve the many problems has only created more problems and more complexity. If they could identify supply and demand problems earlier on, maybe they could eliminate the complexity. What Ross described seems simple and straightforward.

  马克一边喝咖啡,一边等谢丽尔和查德醒来。他继续思考销售和运营计划。他想到罗斯·彼得森用的词——有组织的常识。这就是环球产品所需要的。似乎解决许多问题的努力只会产生更多的问题和更复杂的问题。如果他们能早点发现供求问题,也许他们就能消除复杂性。罗斯所描述的似乎简单明了。

  Mark thinks about Janis Novak’s parting comment last night. Ross Peterson offered similar advice. The sooner sales and operations planning can be implemented, the sooner the results. The quicker the results, the better the morale. Ross’s emphasis on time to results makes sense.

  马克想起了珍妮丝昨晚的分别赠言。罗斯·彼得森也提出了类似的建议。实施销售和运营计划越快,结果就越快。结果越快,士气就越好。罗斯强调取得成果的时间是有道理的。

  Mark’s musings are interrupted by the sound of the shower. His household is waking up, probably aided by the smell of freshly brewed coffee. Mark is relieved. He doesn’t want to think about business. He wants to enjoy his family for the next two days.

  马克的沉思被洗澡声打断了。他的家人正在醒来,可能是因为闻到了刚煮好的咖啡的味道。马克松了一口气。他不想思考工作。他想在接下来的两天里好好享受他的家庭。

  前章:

  1. S&OP经典书籍连载:企业销售与运营计划(1)【前言】

  2. S&OP经典书籍连载:企业销售与运营计划(2)【第一章:失控(1)】【成品组装经理雷】

  3. S&OP经典书籍连载:企业销售与运营计划(3)【第一章:失控(2)-计划经理苏珊】

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  11.

  12. S&OP经典书籍连载:企业销售与运营计划(12)【第三章:面对现实(2)-有效果与高效率的区别】

  13. S&OP经典书籍连载:企业销售与运营计划(13)【第三章:面对现实(3)-形象的比喻】

  供应链成长随笔

  自己搭台阶,一步步成为供应链专家

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