1. 2014-2016 Strategic Plan Guadalajara Chapter Ver 2014 1 Luis Barcón MBA, CPIM, CIRM, CQM, C.P.M., PMP, CSCP, CPF, CTL, CS&OP APICS Master CPIM and CSCP Instructor, APICS Master Instructor Trainer Terra Grande District Staff

2. Strategy 2 Strategy comes from the Greek word stratego which means to 'plan the destruction of one's enemies through effective use of resources'

3. Importance of Strategy 3 “Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat.”

4. Which One is the Right for Us? 4

5. “To be the Best option in the Occident of Mexico as a Source ok Knowledge and Support in the Application of Techniques, Methodologies and Technologies in Supply Chain and Operations Management” MISSION “Advancing Global Supply Chain” SLOGAN VISION “Develop, Share, and Disseminate Knowledge and Experiences in Supply Chain and Operations Management for the Development of Human Resources and the Improvement of the Enterprise Competitiveness” 5 “CUSTOMERS SUCCESS”

6. What do our Stake Holders Expect from Us?  Customers: ROI  APICS HQ: Increase Materials, Certification and Membership Sales  Instructors: Opportunities to Increment their Income, Recognition, Professional Development, Prestige, Networking  Suppliers: Opportune Payment, Recognition, Long Term Relationships  Participants: Practical Knowledge, Certification, Development, Opportunities to Grow, Networking

7. What do our Stake Holders Expect from Us?  Strategic Partners: APICS HQ, Other Chapters, TGD, -- That we support each other, Collaboration  Community: Social Responsibility  Staff: Economic Stability, Quality of Life, Good Working Environment, Development, Professional Growth

8. What Can We Provide to our Stake Holders?  Customers: ROI  APICS HQ: Increase Materials, Certification and Membership Sales  Instructors: Opportunities to Increment their Income, Recognition, Professional Development, Prestige, Networking  Suppliers: Opportune Payment, Recognition, Long Term Relationships  Participants: Practical Knowledge, Certification, Development, Opportunities to Grow, Networking  Strategic Partners: APICS HQ, Other Chapters, TGD, -- That we support each other, Collaboration  Community: Social Responsibility  Staff: Economic Stability, Quality of Life, Good Working Environment, Development, Professional Growth

9. Macro Environment - PESTEL Political: Uncertain, Risk of Political Instability Economic: Low Inflation, Low Oil Prices, Low GDP Increase. Strong Dollar (Might Help Our Main Customers that Mainly Export to US) Social: Unstable, Insecurity, Impunity Technological: Growing, Opportunities for Marketing Environment: N/A Legal: No Copyright Respect, Risk of Being Counterfeited

10. Customers Current: Mostly Big and Transnational Companies and in Manufacturing. Challenges: Obtain Mid Mexican Customers Obtain Logistical Companies

11. Competitive Environment Current 1. Universities (They lack personal service, but have a lot of resources to merchandise) 2. Big Consulting Companies (Good resources, personalize services, but have big fixed costs which make them expensive) 3. Small Consulting Companies (Low Resources, Low Price, But Lack of Knowledge) 4. Independent Instructors (Low Price, but Perceived Risky by Companies) 5. Big Companies (They have their own Supply Chain University) New Entrants 1. APICS DBDM’s and New Business Partners Model (In our opinion will just confuse the market and generate a price war instead of increased sales for APICS)

12. Strategic Suppliers APICS HQ Other Chapters Instructors Hotels

13. Micro Environment – 5 Forces Entry Barriers: Qualified Instructors, Channel Partner Agreement. Suppliers Bargain Power: APICS HQ High, Others Low Customers Bargain Power: With APICS Chapters is Low, due to Our Territory Agreements, but they have a lot of options. It will Increase with APICS with the DBDM’s and New Channel Structure Substitution Risk: High in Education, Low in Certification Intensity of Rivalry: Between Chapters is Low, will Increase with the DBDM’s and New Channel Structure. Need to Improve the Chapter Collaboration

14. Resources Installations: Office and Courses Room, Credit with Hotels Human Resources:  Good Instructors Pool  Staff with Knowledge and Experience Intangible Assets:  Experience  Prestige  Good Relations Brand  Good Brand Name

15. Capabilities What do we do right? 1. Instruction 2. Excellent Service

16. Competencies What do we do that is unique? 1. Personalized Service 2. We help link theory with real life experiences 3. Focused on a Specific Market Niche 4. Certifications 5. Global Recognition

17. Competencies What Do we Have that Makes Others Hard to Compete 1. Master Instructors 2. Good Materials, Learning Tools 3. IDP - (TTT, LDI, AIS) 4. Actualized Knowledge 5. Success Histories 6. Personalized Service

18. SWOT 18 Strengths  Materials and Learning Tools Quality  Recognized Certifications  Excellent Staff  Brand  Instructors  Courseware Development  Customer Service Weaknesses  Hard to Get PDM Speakers  Sales Force  Plant Tours

19. SWOT 19 Opportunities  Local Industry is Growing  Foreign Investments  Supply Chain Importance Increment  APICS Supply Chain Council Threats  Education Alternatives  Free Information (Web, etc)  Free SC Events  APICS Initiatives

20. Strategic Initiatives & Main Strategic Objectives 20 1. Customer Focus for Growth  All of our deliverables need to be what the market is demanding and within the scope of supply chain and operations management.  Some of our deliverables will not compete, just complement, the products sold by APICS Association. 2. Fuel for Growth  We will generate net revenue.  We will increase Liquidity 3. Fit for Growth  We will develop our BOD, instructors, staff and other vendors to be able to support our growth.  We will comply with Government and APICS association regulations.

21. Customer Focus for Growth Based on our customer survey we will focus on the following products.  Courses  Open and Closed Courses CPIM (Certified in Production and Inventory Management) CSCP (Certified Supply Chain Professional) PM (Purchasing Management) CPF (Certified Professional Forecaster) Distribution and Logistics (APICS) CSOP (Certified in Sales and Operations Planning)  Closed Courses APICS principals, workshops and engineer to order, depending on the needs of the customer, and supply and operations management related 21

22. Customer Focus for Growth Based on our customer survey we will focus on the following products.  Affiliation  Supply Chain Channel, LinkedIn  Collaboration  With other chapters (Events, Publicity, etc)  Certification Testing  Need to increase the promotion of the value of certification  Networking  Supply and operations management related, and directors PDMs Develop a plan of PDMs, in advance.  Plant Tours Develop a plan and promote  NPS  Min 80% in 2015 22

23. Fuel for Growth Will generate net-revenue with the following initiatives  Increase Net - Revenue  Use of revenue management methodology Price Optimization Open courses will have the right price, depending on the location Closed courses will take into account the company, type of course, and value.  Increase Sales  Hire a Sales Person Full Time  KPI’s  Net Revenue at least 10% more against 2014 baseline  Cash Conversion Cycle of less than 40 days Inventory (Days) + Accounts Payable (Days) – Accounts Receivable (Days) 23

24. Fit for Growth Competencies Development  Instructor Development Program  APICS IDP  BOD and Staff Training  Chapter Management  District/Association Meetings Government and APICS Association Regulations.  CPA and C-BAR (Will Maintain Platinum in 2014-2015)  Mexican Legal Requirements 24

25. Financial Perspective Customer Needs & Expectations Effective & Efficient Processes Competencies Development Flexibility & Service Flexibility & Service Curricular Value Certifications Curricular Value Certifications Quality of Resources (Materials, Instructors, Facilities, Time Schedules) Quality of Resources (Materials, Instructors, Facilities, Time Schedules) Quantitative Benefit Quantitative Benefit Information & Communication Information & Communication Competitive Total Cost Competitive Total Cost Value Added Deliverables Net-Revenue to Support Growth Net-Revenue to Support Growth Certification (CPIM, CSCP, CPF, SOP) Certification (CPIM, CSCP, CPF, SOP) APICS Workshops ETO Courses Vision Events Planning, Team Building, Events Planning, Team Building, QFD, Customer Service QFD, Customer Service APICS IDP Engineering Change Process APICS IDP Engineering Change Process Marketing, Sales & Finances Marketing, Sales & Finances Project & Change Management, Volunteers Work Project & Change Management, Volunteers Work Code of Values And Ethics Code of Values And Ethics Analysis (Check) Execution (Lean) Adding Value Human Resource Development Inventory Reduction Improved Customer Service Enterprise Improvement Waste Reduction Resource Planning Customers Success Customers Success APICS Guadalajara Purpose BOK Brand Name BOK Brand Name Recognition & Networking Recognition & Networking Improved Quality Profitability PDMs E-Mails Web Page PDCA, MBR CBT Kaizen & Learning 5S + 1 You Tube Direct Sales Waste Elimination Strategic Alliances District & Association SCM (Administration) SCM (Administration) Networking & Recognition Networking & Recognition Marketing, Sales, & Communications Marketing, Sales, & Communications Education (Sub-Processes) Testing (Channels) Testing (Channels) Plant Tours Balanced Scorecard

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