Strategic Plan
Guadalajara Chapter
1
2014-2016
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
Ver 2014
Strategy
2
Strategy comes from the
Greek word stratego which
means to
'plan the destruction of one's
enemies through effective use of
resources'
Importance of Strategy
3
“Strategy without tactics is
the slowest route to victory.
Tactics without strategy is
the noise before defeat.”
Which One is the Right for Us?
4
VISION
“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
“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”
“CUSTOMERS SUCCESS”
SLOGAN
“Advancing Global Supply Chain”
5
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
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
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
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
Customers
Current:
 Mostly Big and Transnational Companies and in
Manufacturing.
Challenges:
 Obtain Mid Mexican Customers
 Obtain Logistical Companies
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)
Strategic Suppliers
 APICS HQ
 Other Chapters
 Instructors
 Hotels
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
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
Capabilities
What do we do right?
1. Instruction
2. Excellent Service
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
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
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
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
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
22
Customer
Focus for
Growth
 Based on our customer survey we
will focus on the following
products.

Affiliation


Collaboration


Need to increase the promotion of the value of
certification
Networking



With other chapters (Events, Publicity, etc)
Certification Testing


Supply Chain Channel, LinkedIn
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
23
 Will generate net-revenue with
Fuel for
Growth
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)

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
Net-Revenue
to Support
Growth
Financial
Perspective
Balanced
Scorecard
Vision
APICS Guadalajara
Purpose
Customers
Success
Customer
Needs & Expectations
Resource
Planning
Profitability
Execution
(Lean)
Analysis
(Check)
Adding
Value
District &
Association
Inventory
Reduction
Human Resource Development
Improved
Customer
Service
Waste
Reduction
Improved
Quality
Enterprise Improvement
Value Added Deliverables
Flexibility &
Service
Effective &
Efficient
Processes
Competencies
Development
Curricular
Value
Competitive
Total Cost
Certifications
Education
(Sub-Processes)
Information &
Communication
Testing
(Channels)
CBT
Quantitative
Benefit
Quality of Resources
(Materials,
Instructors, Facilities,
Time Schedules)
SCM
(Administration)
PDCA, MBR
Certification
(CPIM, CSCP,
CPF, SOP)
Kaizen
& Learning
ETO Courses
5S + 1
APICS Workshops
Waste
Elimination
QFD,
Customer
Service
Events Planning,
Team Building,
APICS IDP
Engineering
Change Process
Code of Values
And Ethics
BOK
Brand
Name
Networking
& Recognition
PDMs
Plant Tours
Recognition
& Networking
Marketing, Sales, &
Communications
Web Page
E-Mails
You Tube
Direct Sales
Strategic
Alliances
Marketing, Sales
& Finances
Project & Change
Management,
Volunteers Work
?
26