Julio, 2015 Mauricio García Liliana Agudelo Taller S&OP Julio, 2015 Mauricio García Liliana Agudelo

Bienvenidos a Bavaria, nuestra sede para el taller de hoy Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Agenda 7:45 – 8:00am Bienvenida y revisión de agenda 8:00 – 8:05am Introducción: para qué estamos acá 8:05 – 8:25am Presentación de participantes: Quiénes somos 8:25 – 8:45am Desayuno 8:45 – 9:00am Usabilidad de la red de Business Factory 9:00 – 9:30am S&OP en SAB Miller 9:30 – 9:40am Explicación de la dinámica 9:40 – 10:10am Retos: Demand Review 10:10 – 10:40am Retos: Supply Review 10:40 – 11:10am Retos: Pre-S&OP 11:10 – 11:40am Retos: Executive S&OP 11:40 – 12:00 Cierre Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Para qué estamos acá? Para crear una red de expertos temáticos que nos permita compartir aprendizajes y retos relacionados con el proceso de S&OP Para construir juntos soluciones a los retos relacionados con S&OP Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Quiénes somos? Nombre Empresa Quién es la persona detrás del cargo? Cuál es tu rol en el proceso de S&OP de tu empresa? Tienes algún otro objetivo que debamos adicionar a la sesión de hoy? Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Dediquemos media hora a cada “review” para compartir experiencias y aprendizajes, y construir juntos soluciones Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Dinámica de la sesión Nos dividimos en grupos 15 minutos: Cada grupo invierte los 15 minutos en revisión de los retos de acuerdo a las siguientes diapositivas: - Todas las empresas participan - Un líder consolida para presentar al grupo completo 15 minutos (5 por grupo): Ponencia al grupo completo Un líder por grupo explica si las empresas comparten este reto, como lo están abordando o si ya lo han superado, como lo hicieron Cada grupo tiene un tema principal Si alcanza el tiempo puede discutir otros retos Compartimos el reto? Cómo lo estamos abordando? Lo tuvimos? Cómo lo resolvimos? Qué podríamos hacer diferente? Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Retos – Demand Review S&OP Compartimos el reto? Cómo lo estamos abordando? Lo tuvimos? Cómo lo resolvimos? Qué podríamos hacer diferente? Retos – Demand Review S&OP Executive S&OP Demand Review Supply Review Pre-S&OP Lograr que las áreas comerciales se empoderen del proceso y de la reunión Romper con el esquema de que esta reunión es de Planeación de Demanda (Supply Chain) Garantizar un horizonte de mediano / largo plazo para las discusiones y los acuerdos Trascender de la discusión acerca del mes n+1 Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Retos – Supply Review S&OP Compartimos el reto? Cómo lo estamos abordando? Lo tuvimos? Cómo lo resolvimos? Qué podríamos hacer diferente? Retos – Supply Review S&OP Executive S&OP Demand Review Supply Review Pre-S&OP Crear la cultura de tomar decisiones basados en proyecciones financieras y no sólo en proyecciones en volumen Monetizar los planes de abastecimiento completos para apoyar la toma de decisiones: costos variables, inversiones de capital, proyección de capital de trabajo Atraer a Finanzas como participante activo Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Retos – Pre-S&OP / Business Review Compartimos el reto? Cómo lo estamos abordando? Lo tuvimos? Cómo lo resolvimos? Qué podríamos hacer diferente? Retos – Pre-S&OP / Business Review S&OP Executive S&OP Demand Review Supply Review Pre-S&OP Capturar el valor / beneficio financiero que el proceso le genera al negocio Alinear los ciclos financieros al S&OP Lograr un solo número para toda la empresa incluyendo las proyecciones financieras Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Retos – Executive S&OP S&OP Compartimos el reto? Cómo lo estamos abordando? Lo tuvimos? Cómo lo resolvimos? Qué podríamos hacer diferente? Retos – Executive S&OP S&OP Executive S&OP Demand Review Supply Review Pre-S&OP Garantizar el horizonte de mediano y largo plazo. Vencer el cortoplacismo Consolidar el S&OP como el principal proceso de toma de decisiones para el mediano y largo plazo Eliminar conversaciones o reuniones que se traslapan con S&OP Lograr un solo número que guía a la compañía, que no es aspiracional y que representa la mejor visión del negocio. No “overwritte” Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Cumplimos nuestros objetivos? Qué nos llevamos de la sesión? Recordemos para que estábamos aquí hoy: Para crear una red que nos permita compartir aprendizajes y retos relacionados con el proceso de S&OP Para construir juntos soluciones a los retos relacionados con S&OP Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Cuáles deberían ser nuestros próximos pasos? Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting

Gracias!! Overall Horizon: Short Term. Strong Focus on the next two months Supply Review Plans Sign-Off: Production plans approved with visibility of impact on Technical Costs only in terms of headcount, variable costs are not projected yet Forward Plans Monetisation: No Variable Costs for Technical Pre-S&OP Participants: No participants from Technical and Distribution during the last meeting