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MANUAL FOR INSTRUCTORS
THE FRESH CONNECTIO CONNECTION N
Manual for for instructors instructors
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MANUAL FOR INSTRUCTORS
THE FRESH CONNECTIO CONNECTION N
Manual for for instructors instructors
Involvation Interactive B.V. Prinsenlaan 3 3732 GN De Bilt Te Neterlan!s Tel "3# 3$ 22# 77 %% Fa& "3# 3$ 22# 7' %% (((.te)resconnection.*i+ in)o,te)resconnection.*i+
Content of this Manual Summary Introduction: this manual
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T!" FR"S! CONN"CTION
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Content of The Fresh Connection
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$innin% The Fresh Connection
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Le'e Le'els ls and and e(t e(ten ensi sion ons s of of The The Fre Fresh sh Conn Connec ecti tion on
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Learnin% dynamics and the learnin% cycle
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Ind Indi'id i'idua uall Lea Learn rnin in% % +at +aths hs:: ",l ",lea earn rnin in% % mo module dules s
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T O . I C S
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. R " S I 0 " N T
. U R C ! A S I N 1
.urchasin%2s sco+e of decision main%
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Rele'ant theoretical frame4ors
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Rele'ant literature and references
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T O . I C S
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. R " S I 0 " N T
S U . . L 6
Su++ly Chain2s sco+e of decision main%
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Rele'ant theoretical frame4ors
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Rele'ant literature and references
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T O . I C S
/ I C "
. R " S I 0 " N T
S A L " S
Sales2 sco+e of decision main%
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Rele'ant theoretical frame4ors
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Rele'ant literature and references
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T O . I C S
/ I C "
. R " S I 0 " N T
C ! A I N
O . " R A T I O N S
O+erations2 sco+e of decision main%
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Rele'ant theory and frame4ors
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Rele'ant literature and references
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Summary Te Fres Connection is a (e*- *ase! Vale Cain /ana0e1ent learnin0 environ1ent *ilt aron! a cross )nctional *siness si1lation. Particiants are 1ain0 strate0ic an! tactical !ecisions in te vale cain o) Te Fres Connection4 a virtal ro!cer o) )rit 5ices. 6s tis virtal co1an is s8erin0 severe losses4 a ne( 1ana0e1ent tea1 as *een aointe!. For articiants tae a role in tis ne( 1ana0e1ent tea1 as eiter Vice Presi!ent Prcasin04 Vice Presi!ent Sales4 Vice Presi!ent Oerations or Vice Presi!ent Sl Cain. Te tea1 as te tas to realise te i0est ossi*le Retrn on Invest1ent 9ROI: )or te Fres Connection. Te Fres Connection taes te )ll scoe o) te vale cain into accont an! covers 1a5or vale cain toics an! tra!e-o8s. Per role te )ollo(in0 toics are incl!e! in te scoe o) !ecision 1ain0; Vice Presi!ent Prcasin0; Supplier Management and Total Cost of Ownership Vice Presi!ent Sales; Demand and Portfolio Management Vice Presi!ent Oerations; Capacity and Production Management Vice Presi!ent Sl Cain; Inventory Management and Planning -
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Particiant tae !ecisions in teir )nctional area onl4 so a!erence to te cosen vale cain strate04 cooeration an! ali0nin0 !ecisions are e )actors to sccess)ll la Te Fres Connection. Besi!es te internal colla*oration4 e&ternal colla*oration (it sliers an! csto1ers is an i1ortant ele1ent o) Te Fres Connection. Te learnin0 iloso o) Te Fres Connection is learnin0 * e&erience as articiants are i1le1entin0 teir vale cain strate0 in te si1late! environ1ent o) Te Fres Connection. /ain o*servations an! e&eriences are; •
The Fresh Connection is an active and inspiring way of teaching and learning;
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Participants eperience what it is li!e to deal with con"icting interests and trade o#s that eist within the value chain area in a comple situation with many varia$les; The eperience creates a steep learning curve% Participants learn from decisions made as the simulation shows the impact of decisions ta!en% The Fresh Connection is very suita$le for team $uilding and for getting insight into group processes%
Introduction
i Introduction: this manual This introduction explains the goal, the usage and the content of this manual. Tis 1anal as *een !eveloe! to 0ive insi0t into te vale cain toics an! learnin0 !na1ics o) Te Fres Connection. Tis !oc1ent (ill *e !istri*te! to instrctors (o are active in te area o) Hi0er an! 6ca!e1ic E!cation inten!in0 to se Te Fres Connection in teir crricl1. In tis 1anal relevant teoretical )ra1e(ors an! literatre s00estions are resente!. In co1*ination (it te e&ercises an! 1aterials o) te Stan!ar! Scrit E!cation (ic as *een !eveloe! )or Te Fres Connection4 instrctors can inte0rate Te Fres Connection in an e&istin0 corse or !esi0n a ne( corse *ase! on Te Fres Connection. Structure of this manual:
Cater # resents te content o) te Fres Connection. 6 secial e1asis is 0iven to te !i8erent levels an! e&tensions o) Te Fres Connection In tis cater also te learnin0 ccle (ic as *een !esi0ne! )or sin0 Te Fres Connection (ill *e resente! in co1*ination (it te availa*le learnin0 1aterials an! e&ercises (ic can *e se! to enance te n!erstan!in0 an! learnin0 e&erience. In caters 2 to <4 te relevant vale cain toics an! 1ain teoretical )ra1e(ors (ill *e resente! )or eac )nctional area.
Cha+ter
The Fresh Connection This chapter deals with the content and structure of The Fresh Connection and the dierent functional roles in The Fresh Connection. Also the dierent levels and extensions of The Fresh Connection will be discussed. This chapter concludes with the learning cycle which has been designed for The Fresh Connection and the learning dynamics.
Content of The Fresh Connection Te Fres Connection is an (e*- *ase! Vale Cain /ana0e1ent e&erience *ilt aron! a cross- )nctional *siness si1lation. Tea1s o) )or articiants reresentin0 te )nctional roles o) Vice Presi!ent Prcasin04 Vice Presi!ent Sales4 Vice Presi!ent Oerations an! Vice Presi!ent Sl Cain 0o tro0 a n1*er o) ron!s o) Te Fres Connection. Te 0oal o) te tea1 is to acieve te i0est Retrn on Invest1ent * 1ain0 tactical an! strate0ic can0es in te vale cain o) Te Fres Connection4 a virtal ro!cer o) )rit 5ices. Te Fres Connection taes te )ll scoe o) te vale cain into accont an! covers 1a5or vale cain toics an! tra!e-o8s. Per )nctional role4 te )ollo(in0 toics are incl!e! in te scoe o) !ecision 1ain0; -
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VP VP VP VP
Prcasin0; Supplier Management and Total Cost of Ownership Sales; Demand and Portfolio Management Oerations; Capacity and Production Management Sl Cain; Inventory Management and Planning
Particiant tae !ecisions in teir )nctional area onl4 so a!erence to te cosen vale cain strate04 cooeration an! ali0nin0 !ecisions are e )actors to sccess)ll la Te Fres Connection. Te =0re *elo( so(s te !ecision 1ain0 scoe er )nction;
In caters 2 to < te scoe o) !ecision 1ain0 o) eac in!ivi!al area (ill *e !iscsse! in )rter !etail.
The main learning of The Fresh Connection for participants are&
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'alue and Supply Chain Management is not only the responsi$ility of one functional area or manager( it is teamwor!; Coordinated decision ma!ing is critical; functional silos need to $e $ro!en down ) * strategy is necessary to have a common direction; * structured process +S,OP- is necessary to translate strategy into action The .uality of the value chain has a $ig impact on the company/s pro0ta$ility;
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The right management information is very important;
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Internal and eternal colla$oration is !ey to success%
$innin% The Fresh Connection
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e (innin0 tea1 is te tea1 tat creates te 1ost ro=ta*le vale cain. Pro=ta*ilit is 1easre! * 1eans o) te Retrn on Invest1ent 9ROI:. Te =0re *elo( so(s te )actors se! in calclatin0 te ROI;
Le'els and e(tensions of The Fresh Connection
Te Fres Connection is a vale cain learnin0 environ1ent (ic can *e con=0re! to seci=c learnin0 nee!s4 !een!in0 on te learnin0 o*5ectives4 te level o) te a!ience an! te availa*le ti1e. Te 1ain learnin0s o) Te Fres Connection are te nee! to *rea !o(n )nctional silos an! to coerentl translate te cosen Vale Cain Strate0 into a set o) tactical !ecisions4 i.e. Strate0 into 6ction. Deen!in0 on te learnin0 o*5ectives4 !i8erent te1es can *e a!!e! on to o) tese 1ain ele1ents as reresente! *elo(;
In te =0res on te ne&t a0e4 te !ecisions er level an! er te1e are !islae!. It is ossi*le to increase te level o) co1le&it er ron! * a!!in0 ne( !ecisions an! e&tensions. Bt it is also ossi*le to la t(o or 1ore levels on te sa1e level *e)ore a!!in0 ne( !ecisions an! te1es.
1ased on our eperience with many In Company trainings and the use of The Fresh Connection $y many universities( $usiness schools and universities of applied sciences worldwide2( we would li!e to advise to follow the following principles in designing a course 3 wor!shop 3 training& •
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1uildup compleity gradually to ena$le the participants to manage compleity $efore increasing compleity $y adding new decisions; The minimum num$er of rounds that is needed to get the participants in a good learning curve and to create a good understanding of the interrelationship $etween decisions is three rounds; 1efore adding themes( we advise that participants 0rst play three rounds in the 0rst three levels of The Fresh Connection to eperience the need to $rea!down functional silos and to translate their strategy into action%
For re)erences; (((.te)resconnection.*i+
Learnin% dynamics and the learnin% cycle Te Fres Connection o8ers a vale cain learnin0 e&erience *ase! on te iloso o) learnin0 * e&eriencin0 as !eicte! in te =0re *elo(. B *lisin0 te reslts er ron!4 articiatin0 tea1s can co1are teir reslts an! PIAs to co1etin0 tea1s (ic enances te co1etitive ele1ent o) Te Fres Connection.
To enance te learnin0 e&erience it is i1ortant tat te learnin0 ccle is co1lete! an! articiants also re?ect on teir !ecisions an! !ecision 1ain0 rocess4 ne&t to te instrctor o8erin0 sortin0 literatre an! lectres to t te !ecisions an! te1es (itin te relevant teoretical )ra1e(or. In tis (a te articiants can lin teoretical )ra1e(ors to ractice an! al teir insi0t in te vale cain learnin0 environ1ent o) Te Fres Connection accor!in0 to te 1o!el resente! *elo(;
To )rter enance te learnin0 e8ect an! create a !eeer n!erstan!in0 o) Vale Cain /ana0e1ent an! te vale cain concets in Te Fres Connection4 (e ave !esi0ne! a Stan!ar! Scrit E!cation..
In tis Stan!ar! Scrit E!cation (e ave create! a stan!ar!ise! scrit )or te se o) Te Fres Connection in a corse. In*et(een te ron!s (e ave !esi0ne! a n1*er o) e&ercises an! learnin0 1aterials to enance te n!erstan!in0 an! learnin0 e&erience )or te articiants. Tese e&ercises an! learnin0 1aterials ave a 1o!lar strctre4 (ic 1eans tat te or!er o) toics an! e&ercises can *e can0e!4 tat certain ite1s can *e le)t ot an! tat 1aterials can *e a!!e! at (ill. Te *il!in0 *locs o) te Stan!ar! Scrit E!cation can tere)ore *e se! as a *asis )or !esi0nin0 a corse. e also a!!e! an esti1ation o) te ti1e sen! )or st!ents er e&ercise 9tis ti1e sen! e&cl!es rea!in0 relevant literatre an! )rter sortin0 lectres on Vale an! Sl Cain /ana0e1ent:. Belo( te set o) te Stan!ar! Scrit E!cation is 0iven4 incl!in0 te toics an! e&ercises in*et(een. Te n!erlin0 =les an! 1aterials (ill *e sen! over searatel er or re@est.
Indi'idual learnin% +aths: the ",learnin% modules 6s !escri*e! *e)ore Te Fres Connection is lae! in tea1s o) )or articiants. To also allo( in!ivi!al learnin0 ats an! or allo( articiants to alrea! ractice te )n!a1entals o) Vale an! Sl Cain /ana0e1ent in rearation o) te tea1 e&erience4 (e also !eveloe! E-learnin0 1o!les aron! Te Fres Connection. Eac o) te E-learnin0 1o!les is line! to a )nctional role in Te Fres Connection. Tere)ore tere are )or E-learnin0 1o!les o) Te Fres Connection; -
In te E-learnin0 1o!les o) Te Fres Connection4 te relevant concets an! tools )or eac )nctional area are e&laine! )ollo(e! * a n1*er o) e&ercises an! @estions relate! to te concets an! tools. Ne&t to tat4 also e&ercises in te vale cain learnin0 environ1ent o) Te Fres Connection ave *een a!!e!. So articiants are taen tro0 te learnin0 environ1ent o) Te Fres Connection * 1eans o) @estions an! in)or1ation te ave to loo . Tese e&ercises are )ollo(e! * an inte0ration assi0n1ent (ere te articiants ave to !e1onstrate te ave 0aine! te nee!e! insi0ts an! no(le!0e. 6)ter assin0 tis inte0ration assi0n1ent4 te articiant las tree ron!s o) Te Fres Connection in te seci=c )nctional role o) te 1o!le taen as so( in te =0re *elo(;
Cha+ter
To+ics /ice .resident .urchasin% In this chapter a number of topics will be presented that are in the ice !resident !urchasing"s scope of decision ma#ing. The ice !resident !urchasing needs to ma#e decisions in relation to these topics. These topics are supported by the main relevant theoretical framewor#s and a number of literature suggestions and references.
/ice .resident .urchasin%2s sco+e of decision main% In te =0re *elo( te area in (ic te Vice Presi!ent Prcasin0 nee!s to 1ae !ecisions is resente!. Te Vice Presi!ent Prcasin0 is resonsi*le )or tain0 !ecisions in te area in!icate! *elo( in *le;
Relevant teor an! teoretical )ra1e(ors (itin Te Fres Connection in relation to te )nction Vice Presi!ent Prcasin0 are te )ollo(in0; •
Bail4 P. 4 Far1er4 D. 4 esso4 D. 4 ones4 D. 4 !urchasing !rinciples and %anagement, Prentice Hall4 nint e!ition4 2$$< Carr4 . an! Ittner4 C. 4 %easuring the Cost of +wnership, Cost /ana0e1ent4 #2 De0reave4 K. an! Roo!oo)t4 F. 4 ectively selecting suppliers using Total Cost of +wnership, ornal o) Sl Cain /ana0e1ent; a 0lo*al revie( o) rcasin0 an! sl4 #
Cha+ter
3 To+ics /ice .resident Su++ly Chain In this chapter a number of topics will be presented that are in the ice !resident $upply Chain"s scope of decision ma#ing. The ice !resident $upply Chain needs to ma#e decisions in relation to these topics. These topics are supported by the main relevant theoretical framewor#s and a number of literature suggestions.
/ice .resident Su++ly Chain2s sco+e of decision main% In te =0re *elo( te area in (ic te Vice Presi!ent Sl Cain nee!s to 1ae !ecisions is resente!. Te Vice Presi!ent Sl Cain is resonsi*le )or 1ain0 !ecisions in te area in!icate! *elo( in *le;
Relevant teor an! teoretical )ra1e(ors (itin Te Fres Connection in relation to te )nction Vice Presi!ent Sl Cain are te )ollo(in0; •
Fiser4 /.. 4 -hat is the right supply chain for your product 4 Harvar! Bsiness Revie(4 /arc-6ril #7 /eln4 S. et al4 +utcome)driven supply chains, /ITSloan /ana0e1ent Revie(4 2$#$ Cristoer4 /. 4 /ogistics and $upply Chain %anagement, creating value) added networ#s, Prentice Hall4 2$$< Cora4 S. an! /ein!l4 $upply Chain %anagement, Pearson E!cation4 tir! e!ition4 2$$7
Cha+ter
# To+ics /ice .resident Sales In this chapter a number of topics will be presented that are in the ice !resident $ales" scope of decision ma#ing. The ice !resident $ales needs to ma#e decisions in relation to these topics. These topics are supported by the main relevant theoretical framewor#s and a number of literature suggestions.
/ice .resident Sales2 sco+e of decision main% In te =0re *elo( te area in (ic te Vice Presi!ent Sales nee!s to 1ae !ecisions is resente!. Te VP Sales is resonsi*le )or 1ain0 !ecisions in te area in!icate! *elo( in *le;
Relevant teor an! teoretical )ra1e(ors (itin Te Fres Connection in relation to te )nction Vice Presi!ent Sales are te )ollo(in0; •
Ne0otiatin0 service level a0ree1ents 9service level4 sel) li)e a0ree1ent4 or!er !ea!line4 tra!e nits:6llocation olic in case o) sorta0e sorta0e rle
Rele'ant literature su%%estions for the /ice .resident Sales •
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allace4 To1as4 F. 4 $ales 0 +perations !lanning4 allace Co4 tir! e!ition4 2$$' Glo*al Co11erce Initiative an! Ca0e1ini4 1234 Future $upply Chain, 2$$7 ralin0en4 R. van en ansen4 /. 4 The end of traditional mass brands, *ran!cannel.co1
Cha+ter
5 To+ics /ice .resident O+erations In this chapter a number of topics will be presented which are in the ice !resident +perations" scope of decision ma#ing. The ice !resident +perations needs to ma#e decisions in relation to these topics. These topics are supported by relevant theoretical framewor#s and a number of literature suggestions.
/ice .resident O+erations2 sco+e of decision main% In te =0re *elo( te area in (ic te Vice Presi!ent Oerations nee!s to 1ae !ecisions is resente!. Te VP Oerations is resonsi*le )or 1ain0 !ecisions in te area in!icate! *elo( in *le;
Relevant teor an! teoretical )ra1e(ors (itin Te Fres Connection in relation to te )nction VP Oerations are te )ollo(in0; •
Set ti1es an! Sin0le /inte E&can0e o) Die 9S/ED: tecni@es