SI527 - ERP (Enterprise Resources Planning) Session 02 Business Function Business Process Supply Chain Management Wahyu Sardjono, S.Si, MM Universitas Multmedia Nusantara

M0254 Enterprise Resources Planning ©2004 Marketing and Sales Determine pricing Take customer orders Create sales forecast M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Learning Objectives Describe the unintegrated sales processes of company (Fitter Snacker’s). Explain why unintegrated Sales and Marketing information systems lead to company-wide inefficiency, higher costs, lost profits, and customer dissatisfaction Discuss sales and distribution in ERP system, and explain how integrated data sharing increases company-wide efficiency Describe the benefits of Customer Relationship Management software, a useful extension of ERP software M0254 Enterprise Resources Planning ©2004

Personil Pemasaran membuat keputusan pada: Produk apa yang harus dihasilkan. Berapa banyak setiap produk harus di hasilkan? Bagaimana Produk dipromosikan dan diiklankan? Bagaimana seharusnya produk didistribusikan? Seberapa harga yang harus dipublikasikan M0254 Enterprise Resources Planning ©2004

Masalah pada proses penjualan: Sources: Three unintegrated systems Sales Order System Warehouse System Accounting System Manual handling of transactions Information not available in “real time” M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Proses Penjualan Quote Sales Order Pick, Pack and Ship Invoice Payment Returns Warehouse Accounting Receiving M0254 Enterprise Resources Planning ©2004

Catatan Penjualan dan pemesanan 3 bentuk lembaran fax ke kantor penjualan Panggilan pelanggan 800 nomor untuk melakukan pemesanan MRP allows plant manager to plan production and raw materials for many periods. It works backwards from a sales forecast to create a production schedule. From there, given supplier lead times and finished product recipes, MRP works backwards to schedule raw material purchases. This is impossible to figure w/o a computer. M0254 Enterprise Resources Planning ©2004

Sales Quotations and Orders Problems Salesperson error in preparing quote manually Customer call reaches sales office before faxed quote Faxed copy is illegible Delivery data requires call to warehouse Warehouse provides delivery date estimate MRP allows plant manager to plan production and raw materials for many periods. It works backwards from a sales forecast to create a production schedule. From there, given supplier lead times and finished product recipes, MRP works backwards to schedule raw material purchases. This is impossible to figure w/o a computer. M0254 Enterprise Resources Planning ©2004

Sales Quotations and Orders Problems Initial credit check uses paper process Credit check for established customers using accounting printout that may be a week old. MRP allows plant manager to plan production and raw materials for many periods. It works backwards from a sales forecast to create a production schedule. From there, given supplier lead times and finished product recipes, MRP works backwards to schedule raw material purchases. This is impossible to figure w/o a computer. M0254 Enterprise Resources Planning ©2004

Warehouse/Order Filling Packing lists/shipping labels manually sorted Small order process and large order process Inventory managed by Access database M0254 Enterprise Resources Planning ©2004

Warehouse/Order Filling Problems Picker may not report breaking case down for small order Perishable product requires low inventories Out of stock decision: Partial shipment Change production schedule Wait until full order can be shipped M0254 Enterprise Resources Planning ©2004

Accounting and Invoicing Sales order data transferred by disk to PeachTree program 3 times per week Clerks must make manual adjustments for partial shipments and other errors. Invoices may not always match actual product shipped M0254 Enterprise Resources Planning ©2004

Payment and Returns Problems Customers don’t always include copy of invoice with payment Invoice may not match payment-reconciliation required Returned Material –Paper process, sometimes no RMA # Improper “dunning” letters M0254 Enterprise Resources Planning ©2004

Sales and Distribution with ERP Sales and Distribution Process Pre-Sales Activities Sales Order Processing Delivery Billing Inventory Sourcing Payment M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Pre-Sales Activities Inquiry or Quote (binding) Marketing Activities Tracking Contacts Sales Calls Visits Mailings M0254 Enterprise Resources Planning ©2004

Sales Order Processing Activities required to record a sales order Incorporate data from inquiry or quote Automated Pricing and Discounting Automate Credit Check M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Inventory Sourcing Check of inventory, orders and production to see if order can be delivered when customer desires Includes shipping and considers weekends/holidays M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Delivery Releasing documents to warehouse to initiate pick, pack and ship Sequenced and grouped for warehouse operation efficiency Materials Management module carries out picking, packing and shipping M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Billing Sales order data copied to invoice Can be printed and mailed, faxed or transmitted electronically Accounting records updated M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Payment Payment may be physical check or electronic Cash debited and customer account credited Quick processing avoids credit check problems M0254 Enterprise Resources Planning ©2004

Sales Order Entry in ERP Sold-to party P.O. Number Required Delivery Date Material Order Quantity M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Master Data Master data is stored in a central database that is accessed by all modules Customer Master Data and Material Master Data are primary data sources for Sales Order Processing M0254 Enterprise Resources Planning ©2004

Organizational Structures Organizational structures allow the ERP system to control the sales order process – pricing, minimum orders, etc. Distribution Channel defines the way that materials move between the company and customers Wholesale Distribution Channel Direct Sales Channel M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Document Flow in ERP All documents related to original sales order M0254 Enterprise Resources Planning ©2004

M0254 Enterprise Resources Planning ©2004 Document Flow Sales order process creates numerous documents Sales Order - Invoice Delivery - Payment Goods Issue - RMA Document Flow links all documents related to a sales order M0254 Enterprise Resources Planning ©2004

Discounts in ERP System Sold-to party P.O. Number Required Delivery Date Material Order Quantity M0254 Enterprise Resources Planning ©2004

Discount Pricing in ERP ERP system can be accommodate various discounting schemes Calculates correct discount based on customer and material M0254 Enterprise Resources Planning ©2004

Integration of Sales and Accounting Sales order processing transactions make appropriate accounting entries at time of transaction-automatically M0254 Enterprise Resources Planning ©2004

Customer Relationship Management (CRM) ERP menyediakan sarana untuk mengelola semua data yang berkaitan dengan pelanggan untuk meningkatkan kualitas interaksi. Kegiatan CRM meliputi: Satu-ke-One Marketing Sales Force Automation Penjualan Manajemen Kampanye Pemasaran Ensiklopedia Call Center Otomasi 4/9/2017 UMN - Wahyu Sardjono, MM.

CRM Benefits Biaya yang lebih rendah karena penggunaan sumber daya penjualan dan pemasaran yang lebih baik Pendapatan yang lebih tinggi dengan meningkatkan efektivitas upaya pemasaran Peningkatan strategi dan pengukuran kinerja dengan mengubah fokus manajemen dan staf 4/9/2017 UMN - Wahyu Sardjono, MM.

Ringkasan Sistem informasi yang tidak terintegrasi dari Fitter Snacker's menyebabkan inefisiensi dan kepuasan pelanggan berkurang. Sebuah sistem penjualan seperti ERP / SAP R 3 dilihat sebagai suatu proses, menyediakan tepat waktu, data yang akurat dan mengotomatisasi tugas rawan kesalahan 4/9/2017 UMN - Wahyu Sardjono, MM.

Ringkasan Pada saat implementasi, keputusan konfigurasi yg pasti harus dibuat untuk menyesuaikan dengan kebijakan dan visi perusahaan. Pusat database sistem ERP memelihara data master yang digunakan oleh semua wilayah perusahaan. Perangkat lunak CRM dibangun pada data ERP untuk meningkatkan efektifitas pemasaran 4/9/2017 UMN - Wahyu Sardjono, MM.