来源：德川家康学艺录
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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. S&OP经典书籍连载：企业销售与运营计划（4）【第一章：失控（3）-制造总监吉姆】
Mark thinks about his next interview as he waits for Anita Cooper, the purchasing manager, to arrive. Anita is generally recognized as a good purchasing manager. In her mid-thirties, she has spent her entire professional career at Universal Products, most of it in the purchasing organization. When others in the company criticize the purchasing group, they do not criticize Anita personally. They direct their criticism at the lack of performance by the buyers Anita manages.
马克在等待采购经理安妮塔•库珀（Anita Cooper）到来时，考虑了下一个与谁谈话。安妮塔是一个大家公认的优秀采购经理。在她35左右期间，她一直都在环球产品（Universal Products）部门工作，而且大部分时间都在采购部门。当公司的其他人骂采购团队时，他们却不会私下批评安妮塔。他们会直接批评安妮塔管理的采购员们业务不行。
Anita steps into Mark’s office looking a bit frazzled, but dressed smartly in a deep blue pantsuit. “Sorry I’m late,” she greets Mark. “We were trying to expedite more raw materials for the Anderson parts that have to be rebuilt because of engineering changes.”
安妮塔走进马克的办公室“不好意思，我迟到了，因为工程更改了一些设计，我们正在跟进安德森订单一些原材料的事情” 安妮塔走进马克的办公室，看上去有点疲惫，但穿着一件深蓝色的裤子。“对不起，我迟到了，”她问候马克。“我们正试图加快安德森零件的原材料供应，因为工程的改变，这些零件必须重做。”
This news is not music to Mark’s ears, but he decides not to bring up the Anderson fiasco. He wants to stick to the purpose of the interview. He offers Anita a chair at the round table and starts the conversation. “Anita, as you know, I am interviewing each of the managers to learn their perspectives on why we can’t seem to achieve our goals of customer service, sales growth, and
profit growth. What is your perspective?”
这对于马克来说可不是什么好听的说辞，但他决定先不提安德森的问题。他想坚持会面的初衷，给了安妮塔一张圆桌旁的椅子，然后开始谈话。“安妮塔，如你所知，我正在与每一位经理谈话，以了解他们对为什么我们似乎无法实现客户服务、销售增长和利润增长的目标的看法。你有什么高见呢？
Anita does not hesitate to answer. She is obviously well prepared for this conversation. “I’m glad to have the opportunity to present my opinion,” she says. “It seems that in purchasing, we continue to be asked to do the impossible. We are asked to reduce the price of our raw materials, but we consistently are asked to order most everything inside our suppliers’ normal lead times. Have you ever tried to negotiate lower prices while you are asking for special deliveries? Our buyers work extremely hard to minimize the number of extra charges from our suppliers. They should be commended. Instead, mostly what I hear are complaints about lack of performance.”
安妮塔毫不犹豫的说了起来，她显然为这次谈话做了充分准备。“我很高兴有机会陈述我的看法”她说，“在我们采购看来，总是要求我们去做不可能的事。要求我们砍原材料的价格，但是又要求供应商在正常交货期内订购大部分产品。你听过这样的事情吗，既要马儿跑，又要马儿不吃草（你尝试过低报价谈判的同时又要求供应商给特殊订单待遇吗？），我的采购员们每天都在尽最大努力地将我们供应商的额外费用降到最低，他们应该收到表扬的，但是，我听到的都是指责他们表现不好的话”
“Why are you ordering so frequently with less lead time than our suppliers request?” Mark asks. “Surely planning knows the lead times. We spent a great deal of money on a computerized planning and control system to communicate such things. Is planning doing its job?”
“那为什么你如此频繁的下单而且交货期比我们的供应商要求的要短呢？”马克问道“计划当然知道交货期，我们花费巨大在一个计算机化的计划和控制系统用来沟通这些事情。计划在发挥作用吗？”
Given the opportunity to pass the blame to planning, Anita surprisingly does not take up that mantle. “Planning is doing its job,” she says. “If you ask me, the problem is that the sales forecast is unreliable.”
安妮塔出人意料地并没有打算把责任推给计划部门，她说到“计划部门做计划是没有问题的，如果你要问我，我只能说，是销售预测有问题”
“How so?” Mark asks. Anita is happy to explain. The planning group generates plans that support the orders and the forecast, but the sales group does not seem to understand the importance of forecasting. Sam Wente, the sales director, brags about how his salespeople are bringing in the big-buck orders, but they make unrealistic promises to customers.
“怎么会这样呢？”马克问道。安妮塔很乐意解释。计划组制定支持计划的订单和预测，但销售组似乎不明白预测的重要性啊。销售总监萨姆·温特吹嘘他的销售人员他们带来了巨额订单，但他们也给客户做出了不切实际的承诺。
“Don’t get me wrong,” Anita says. “I’m pleased that sales is booking the business. It just seems that sales continue to sell products with a shorter customer lead time than the time it takes us to buy raw materials and then build the product. And Sam doesn’t seem to understand or care about providing improved visibility to the rest of the company in the form of a forecast. All we hear from Sam are complaints. Quite frankly, Mark, I don’t think Sam understands what it means to be a truly professional sales manager in a manufacturing company.” Mark is no longer surprised by what he is hearing. The blame has again been moved to another function in the company.
“别误会”安妮塔说。“我很高兴销售人员拿下了生意。但似乎销售人员仍然向交货期比采购周期都要短客户销售产品，然后生产产品。山姆似乎并不理解或关心给公司其他人以预测的形式提供可改进的可见性的意义。我们所能听到的一切都是山姆抱怨。坦白地说，马克，我觉得山姆不明白成为一家制造公司真正专业的销售经理意味着什么。”马克对他所听到的不再感到惊讶，责任又被甩锅到公司的另一个职能部门。
Anita continues. “However, this is nothing new. Purchasing has never really had the time to negotiate with suppliers for the best price and service. For as long as I can remember, we simply expedite day in and day out.”
安妮塔继续说“然而，这并不是什么新鲜事。采购从没有真正花时间与供应商谈判以获得最好的价格和服务。我能记得只是，只是日复一日地加快速度。”
Like Jim, Anita suggests some solutions. “If you want to improve things, from my view, sales has to improve its forecasts. With a better view of what’s coming down the pike, we could do a much better job of purchasing. Unless we improve our forecasts, the situation is going to get even worse with the decision to do more outsourcing. Our suppliers will not jump through the hoops we seem to be able to jump through here to satisfy customers, at least not without higher costs being passed on to us. Actually, the costs are already higher, but it is harder to see them. They are hidden in our internal cost accounting system. When we outsource, the suppliers will document and pass on the extra costs. We won’t be able to hide from our mistakes and inefficiencies,” Anita concludes. She sits back in her chair and allows Mark to ponder her comments.
像吉姆一样，安妮塔也提出了一些解决办法。“如果你想改进的话，在我看来，销售必须改善他们的（出货）预测。能想出的更好建议是，我们也可以把采购工作的做得（比之前）好太多。除非我们提升我们的预测，不然随着决定要做更多的外包，情况会变得更糟。我们的供应商不会克服重重困难而我们却看起来可以解决难题去满足客户，至少不会让更高的成本被转移给我们。实际上，成本已经很高了，只是不容易看出来。它们隐藏在我们的内部成本会计系统中。当我们外包时，供应商将记下和传递额外成本。我们将不再能够掩盖我们的错误和低下的效率”安妮塔总结道。她坐在她后面的椅子上，让马克思考她的评论。
Mark shifts uncomfortably in his seat. The problems are complex, he decides.There are no simple solutions. “Anita, thank you for your time and insight,” he says. “I’m still in information-gathering mode.”
马克在座位上不舒坦地移动着。他认为问题很复杂。没有简单的解决方案。“安妮塔，谢谢你的时间和有见地的解释，”他说。“我仍处于信息收集模式。”
“Will you get us together to share your findings with all of us? And if so, when do you think that will be?” Anita asks.
“你能让我们一起分享你的发现吗？如果可以，你认为那会是什么时候呢？“安妮塔问。
“I am not yet sure what I will do with the findings,” Mark replies. “But I certainly will communicate our next set of actions to the members of my staff.” As Anita walks out the door, Mark calls after her. “Will you let Jim Simpson know the status of the raw material for the Anderson job?”
“我还不确定我将如何处理这些问题”马克回答。“但是我当然会与我的下属成员交流下一套行动方案”当安妮塔走出门时，马克跟着她。“你会让吉姆·辛普森知道安德森负责的原材料状况吗？”
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