Customer partners

Hi Experts
This is in relation to customer master.
Is there any standard report to list partners associated with a certain customer?
For instance, I would like to know which partners viz. bill to party, ship to party, payer, forwarder etc are associated with a customer.
Any SAP standard report or transactions?
Instant points for correct solutions.
Thanks

Hi Cynthia,
I guess There is no standard report for this, You have to go to tables, VBPA, VBAK, and search for SH, BP, PY associated with SP.
You can go to T-code SAP1 For finding all the avilable standard reports,
Hope this will help.
Reward point if helpful.
Thanks,
Raja

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    Hi,
    Customer data tables
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    KNB1     Customer / company
    KNVV     Customer sales data
    KNBK     Bank details
    KNVH     Customer hierarchy
    KNVP     Customer partners
    KNVS     Shipment data for customer
    KNVK     Contact persons
    KNVI     Customer master tax indicator
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    LFB1     Vendor per company code
    LFB5     Vendor dunning data
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    pls check ADR6 <b>SMTP </b>
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    Message was edited by:
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         TFACD               Factory calendar definition
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    LO     T001W               Plant / sales organisation
    T499S               Locations
    TSPA               Division
    SD     TVKO               Sales organisation / company code
         TVTW               Distribution channel
         TVBUR               Sales office
         TVKBT               Sales office text
         TVKGR               Sales group
    TVGRT               Sales group text
    T171T               Sales district text
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         T024E               Purchasing organization
         T3001               Warehouse number
         TVST               Shipping point
         TVLA               Loading point
         TTDS               Transportation
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    LO     T001K               Assign plant (valuation area) to company code
    SD     TVKO               Sales organisation / company code
         TVKOV               Distribution channel / sales organisation
         TVKOS               Division to sales organization
         TVTA               Sales aria
         TVKBZ               Sales office to sales area
         TVBVK               Sales group to sales office
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         T024W               Plant to Purchase organization
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         MARC               Material per plant / stock
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         MARD               Storage location / stock
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         MSPR               Project stock
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         MEAN               International article number
         PGMI               Planning material
         PROP               Forecast parameters
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         MVER               Material consumption
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         MLGT               Material / Storage type
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         MSEG               material document (item level)
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         EKPV               Shipping-Specific Data on Stock Tfr. for Purch. Doc. Item
         EKET               Delivery schedule
         VETVG               Delivery Due Index for Stock Transfer
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    Thanks & Regards
    Swathi
    Edited by: swathi sajja on Jul 29, 2008 10:50 AM
    Edited by: swathi sajja on Jul 29, 2008 10:50 AM
    Edited by: swathi sajja on Jul 29, 2008 10:50 AM
    Edited by: swathi sajja on Jul 29, 2008 10:51 AM

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    T007S Tax Code Names
    T087J Text
    TAPRFT Text tab. for investment profile
    TKA01 Controlling Areas
    TKA09 Basic Settings for Versions
    TKVS CO Versions
    TZB0T Flow types text table
    TZPAT Financial Assets Management product type texts
    VBSEGS Document Segment for G/L Accounts Document Parking
    VTBFHA Transaction
    VTBFHAPO Transaction Flow
    VTBFHAZU Transaction Activity
    VTBFINKO Transaction Condition
    VTIDERI Master Data Listed Options and Futures
    VTIFHA Underlying transaction
    VTIFHAPO Underlying transaction flows
    VTIFHAZU Underlying transaction status table
    VTIOF Options Additional Data
    VWPANLA Asset master for securities
    SKA1 G/L Account Master (Chart of Accounts)
    SKB1 G/L account master (company code)
    SKAT G/L Account Master Record (Chart of Accounts: Description)
    LFA1 Vendor Master (General Section)
    LFB1
    LFC1
    KNA1 customer master data
    KNB1
    KNC1
    BKPF accoutuing header
    BSEG accounting line item
    BSIS
    BSIK
    BSAD
    Hi Debojit,
    Asset Accounting Tables
    ANLA : Asset Master Record Segment
    ANLB:Depreciation terms
    ANLC: Asset Value Field
    Controlling
    CSKA Cost Elements (Data Dependent on Chart of Accounts)
    CSKB: Cost Elements (Data Dependent on Controlling Area)
    CSKS Cost Center Master Data
    Purchase order
    EKKO
    EKPO
    EINA
    EKBE
    MKPF
    MSEG
    Sales order
    VBAP
    VBAK
    Delivery
    LIKP
    LIPS
    Billing
    VBRK
    VBRP
    Pls check the descrioptions in SE11/SE16
    Table Name Description Important Fields
    Financial Accounting
    FBAS Financial Accounting “Basis”
    BKPF Accounting Document Header MANDT / BUKRS / BELNR / GJAHR
    BSEG Accounting Document Segment MANDT / BUKRS / BELNR / GJAHR / BUZEI
    BSIP Index for Vendor Validation of Double Documents MANDT / BUKRS / LIFNR / WAERS / BLDAT / XBLNR / WRBTR / BELNR / GJAHR / BUZEI
    BVOR Inter Company Posting Procedure MANDT / BVORG / BUKRS / GJAHR / BELNR
    EBKPF Accounting Document Header (docs from External Systems) MANDT / GLSBK / BELNR / GJHAR / GLEBK
    FRUN Run Date of a Program MANDT / PRGID
    KLPA Customer / Vendor Linking MANDT / NKULI / NBUKR / NKOAR / PNTYP / VKULI / VBUKR / VKOAR
    KNB4 Customer Payment History MANDT / KUNNR / BUKRS
    KNB5 Customer Master Dunning Data MANDT / KUNNR / BUKRS / MABER
    KNBK Customer Master Bank Details MANDT / KUNNR / BANKS / BANKL / BANKN
    KNC1 Customer Master Transaction Figures MANDT / KUNNR / BUKRS / GJHAR
    KNC3 Customer Master Special GL Transactions Figures MANDT / KUNNR / BUKRS / GJAHR / SHBKZ
    LFB5 Vendor Master Dunning Data MANDT / LIFNR / BUKRS / MABER
    LFBK Vendor Master Bank Details MANDT / LIFNR / BANKS / BANKL / BANKN
    LFC1 Vendor Master Transaction Figures MANDT / LIFNR / BUKRS / GJHAR
    LFC3 Vendor Master Special GL Transactions Figures MANDT / LIFNR / BUKRS / GJHAR / SHBKZ
    VBKPF Document Header for Document Parking MANDT / AUSBK / BUKRS / BELNR / GJHAR
    FBASCORE Financial Accounting General Services “Basis”
    KNB1 Customer Master (Company Code) MANDT / KUNNR / BUKRS
    LFA1 Vendor Master (General Section) MANDT / LIFNR
    LFB1 Vendor Master (company Code Section) MANDT / LIFNR / BUKRS
    SKA1 G/L Account Master (Chart of Accounts) MANDT / KTOPL / SAKNR
    SKAT G/L Account Master (Chart of Accounts – Description) MANDT / SPRAS / KTOPL / SAKNR
    MAHNS Accounts Blocked by Dunning Selection MANDT / KOART / BUKRS / KONKO / MABER
    MHNK Dunning Data (Account Entries) MANDT / LAUFD / LAUFI / KOART / BUKRS / KUNNR / LIFNR / CPDKY / SKNRZE / SMABER / SMAHSK / BUSAB
    FI-GL-GL (FBS) General Ledger Accounting: Basic Functions- G/L Accounts
    SKAS G/L Account Master (Chart of Accounts – Key Word list) MANDT / SPRAS / KTOPL / SAKNR / SCHLW
    SKB1 G/L Account Master (Company Code) MANDT / BUKRS / SAKNR
    FI-GL-GL (FBSC) General Ledger Accounting: Basic Functions - R/3 Customizing for G/L Accounts
    FIGLREP Settings for G/L Posting Reports MANDT
    TSAKR Create G/L account with reference MANDT / BUKRS / SAKNR
    FI-GL-GL (FFE) General Ledger Accounting: Basic Functions - Fast Data Entry
    KOMU Account Assignment Templates for G/L Account items MANDT / KMNAM / KMZEI
    FI-AR-AR (FBD) Accounts Receivable: Basic Functions - Customers
    KNKA Customer Master Credit Management : Central Data MANDT / KUNNR
    KNKK Customer Master Credit Management : Control Area Data MANDT / KUNNR / KKBER
    KNKKF1 Credit Management : FI Status data MANDT / LOGSYS / KUNNR / KKBER / REGUL
    RFRR Accounting Data – A/R and A/P Information System MANDT / RELID / SRTFD / SRTF2
    FI-BL-PT (BFIBL_CHECK_D) Bank Accounting: Payment Transactions – General Sections
    PAYR Payment Medium File MANDT / ZBUKR / HBKID / HKTID / RZAWE / CHECT
    PCEC Pre-numbered Check MANDT / ZBUKR / HBKID / HKTID / STAPL
    FI-BL-PT-AP(FMZA) Bank Accounting: Payment Transactions – Automatic Payments
    F111G Global Settings for Payment Program for Payment Requests MANDT
    FDZA Cash Management Line Items in Payment Requests MANDT / KEYNO
    PAYRQ Payment Requests MANDT / KEYNO
    FI-AA-AA (AA) Asset Accounting: Basic Functions – Master Data
    ANKA Asset Classes: General Data MANDT / ANLKL
    ANKP Asset Classes: Fld Cont Dpndnt on Chart of Depreciation MANDT / ANLKL / AFAPL
    ANKT Asset Classes: Description MANDT / SPRAS / ANLKL
    ANKV Asset Classes: Insurance Types MANDT / ANLKL / VRSLFD
    ANLA Asset Master Record Segment MANDT / BUKRS / ANLN1 / ANLN2
    ANLB Depreciation Terms MANDT / BUKRS / ANLN1 / ANLN2 / AFABE / BDATU
    ANLT Asset Texts MANDT / SPRAS / BUKRS / ANLN1 / ANLN2
    ANLU Asset Master Record User Fields .INCLUDE / MANDT / BUKRS / ANLN1 / ANLN2
    ANLW Insurable Values (Year Dependent) MANDT / BUKRS / ANLN1 / ANLN2 / VRSLFD / GJAHR
    ANLX Asset Master Record Segment MANDT / BUKRS / ANLN1 / ANLN2
    ANLZ Time Dependent Asset Allocations MANDT / BUKRS / ANLN1 / ANLN2 / BDATU
    FI-AA-AA (AA2) Asset Accounting: Basic Functions – Master Data 2.0
    ANAR Asset Types MANDT / ANLAR
    ANAT Asset Type Text MANDT / SPRAS / ANLAR
    FI-AA-AA (AB) Asset Accounting: Basic Functions – Asset Accounting
    ANEK Document Header Asset Posting MANDT / BUKRS / ANLN1 / ANLN2 / GJAHR / LNRAN
    ANEP Asset Line Items MANDT / BUKRS / ANLN1 / ANLN2 / GJAHR / LNRAN / AFABE
    ANEV Asset Downpymt Settlement MANDT / BUKRS / ANLN1 / ANLN2 / GJAHR / LNRANS
    ANKB Asset Class: Depreciation Area MANDT / ANLKL / AFAPL / AFABE / BDATU
    ANLC Asset value Fields MANDT / BUKRS / ANLN1 / ANLN2 / GJAHR / AFABE
    ANLH Main Asset Number MANDT / BUKRS / ANLN1
    ANLP Asset Periodic Values MANDT / BUKRS / GJAHR / PERAF / AFBNR / ANLN1 / ANLN2 / AFABER
    FI-SL-VSR (GVAL) Special Purpose Ledger: Validation, Substitution and Rules
    GB03 Validation / Substitution User VALUSER
    GB92 Substitutions MANDT / SUBSTID
    GB93 Validation MANDT / VALID
    Controlling
    AUSP Characteristic Values MANDT / OBJEK / ATINN / ATZHL / MAFID / KLART / ADZHL
    CO-KBAS Overhead Cost Controlling
    A132 Price per Cost Center MANDT / KAPPL / KSCHL / KOKRS / VERSN / RESRC / KOSTL / DATBI
    A136 Price per Controlling Area MANDT / KAPPL / KSCHL / KOKRS / VERSN / RESRC / DATBI
    A137 Price per Country / Region MANDT / KAPPL / KSCHL / KOKRS / VERSN / RESRC / LAND1 / REGIO / DATBI
    COSC CO Objects: Assignment of Original Costing Sheets MANDT / OBJNR / SCTYP / VERSN / GJAHR
    CSSK Cost Center / Cost Element MANDT / VERSN / KOKRS / GJAHR / KOSTL / KSTAR
    CSSL Cost Center / Activity Type MANDT / KOKRS / KOSTL / LSTAR / GJAHR
    KAPS CO Period Locks MANDT / KOKRS / GJAHR / VERSN / VRGNG / PERBL
    CO-KBASCORE Overhead Cost Controlling: General Services
    CSKA Cost Elements (Data Dependent on Chart of Accounts) MANDT / KTOPL / KSTAR
    CSKB Cost Elements (Data Dependent on Controlling Area) MANDT / KOKRS / KSTAR / DATBI
    CSKS Cost Center Master Data MANDT / KOKRS / KOSTL / DATBI
    CSLA Activity Master MANDT / KOKRS / LSTAR / DATBI
    CO-OM (KACC) Overhead Cost Controlling
    COBK CO Object: Document Header MANDT / KOKRS / BELNR
    COEJ CO Object: Line Items (by Fiscal Year) MANDT / KOKRS / BELNR / BUZEI / PERBL
    COEJL CO Object: Line Items for Activity Types (by Fiscal Yr) MANDT / KOKRS / BELNR / BUZEI / PERBL
    COEJR CO Object: Line Items for SKF (by Fiscal Year) MANDT / KOKRS / BELNR / BUZEI / PERBL
    COEJT CO Object: Line Items for Prices (by Fiscal Year) MANDT / KOKRS / BELNR / BUZEI / PERBL
    COEP CO Object: Line Items (by Period) MANDT / KOKRS / BELNR / BUZEI
    COEPL CO Object: Line Items for Activity Types (by Period) MANDT / KOKRS / BELNR / BUZEI
    COEPR CO Object: Line Items for SKF (by Period) MANDT / KOKRS / BELNR / BUZEI
    COEPT CO Object: Line Items for Prices (by Period) MANDT / KOKRS / BELNR / BUZEI
    COKA CO Object: Control Data for Cost Elements MANDT / OBJNR / GJAHR / KSTAR / HRKFT
    COKL CO Object: Control Data for Activity Types MANDT / LEDNR / OBJNR / GJAHR / VERSN
    COKP CO Object: Control Data for Primary Planning MANDT / LEDNR / OBJNR / GJAHR / WRTTP / VERSN / KSTAR / HRKFT / VRGNG / VBUND / PARGB / BEKNZ / TWAER
    COKR CO Object: Control Data for Statistical Key Figures MANDT / LEDNR / OBJNR / GJAHR / WRTTP / VERSN / STAGR / HRKFT / VRGNG
    COKS CO Object: Control Data for Secondary Planning MANDT / LEDNR / OBJNR / GJAHR / WRTTP / VERSN / KSTAR / HRKFT / VRGNG / PAROB / USPOB / BEKNZ / TWAER
    CO-OM-CEL (KKAL) Cost Element Accounting (Reconciliation Ledger)
    COFI01 Object Table for Reconciliation Ledger COFIT MANDT / OBJNR
    COFI02 Transaction Dependent Fields for Reconciliation Ledger MANDT / OBJNR
    COFIP Single Plan Items for Reconciliation Ledger RCLNT / GL_SIRID
    COFIS Actual Line Items for Reconciliation Ledger RCLNT / GL_SIRID
    CO-OM-CCA Cost Center Accounting (Cost Accounting Planning RK-S) – What is RK-S
    A138 Price per Company Code MANDT / KAPPL / KSCHL / KOKRS / VERSN / RESRC / BUKRS / GSBER / DATBI
    A139 Price per Profit Center MANDT / KAPPL / KSCHL / KOKRS / VERSN / RESRC / PRCTR / DATBI
    CO-OM-OPA (KABR) Overhead Orders: Application Development R/3 Cost Accounting Settlement
    AUAA Settlement Document: Receiver Segment MANDT / BELNR / LFDNR
    AUAB Settlement Document: Distribution Rules MANDT / BELNR / BUREG / LFDNR
    AUAI Settlement Rules per Depreciation Area MANDT / BELNR / LFDNR / AFABE
    AUAK Document Header for Settlement MANDT / BELNR
    AUAO Document Segment: CO Objects to be Settled MANDT / BELNR / LFDNR
    AUAV Document Segment: Transactions MANDT / BELNR / LFDNR
    COBRA Settlement Rule for Order Settlement MANDT / OBJNR
    COBRB Distribution Rules Settlement Rule Order Settlement MANDT / OBJNR / BUREG / LFDNR
    CO-OM-OPA (KAUF) Overhead Orders: Cost Accounting Orders
    AUFK Order Master Data MANDT / AUFNR
    AUFLAY0 Enttity Table: Order Layouts MANDT / LAYOUT
    EC-PCA (KE1) Profit Center Accounting
    CEPC Profit Center Master Data Table MANDT / PRCTR / DATBI / KOKRS
    CEPCT Texts for Profit Center Master Data MANDT / SPRAS / PRCTR / DATBI / KOKRS
    CEPC_BUKRS Assignment of Profit Center to a Company Code MANDT / KOKRS / PRCTR / BUKRS
    GLPCA EC-PCA: Actual Line Items RCLNT / GL_SIRID
    GLPCC EC-PCA: Transaction Attributes MANDT / OBJNR
    GLPCO EC-PCA: Object Table for Account Assignment Element MANDT / OBJNR
    GLPCP EC-PCA: Plan Line Items RCLNT / GL_SIRID
    EC-PCA BS (KE1C) PCA Basic Settings: Customizing for Profit Center Accounting
    A141 Dependent on Material and Receiver Profit Center MANDT / KAPPL / KSCHL / KOKRS / WERKS / MATNR / PPRCTR / DATBI
    A142 Dependent on Material MANDT / KAPPL / KSCHL / WERKS / MATNR / DATBI
    A143 Dependent on Material Group MANDT / KAPPL / KSCHL / WERKS / MATKL / DATBI
    1 Customising
    1.1 General settings
    1.1.1 Countries
    T005 Countries
    1.1.2 Currency
    TCURC Currency codes
    TCURR Wisselkoersen
    TCURT Currency name
    TCURX Decimal places for currencies.
    1.1.3 Unit of measure
    T006 Units of measure
    1.1.4 Calendar functions
    T247 Month names
    TFACD Factory calendar definition
    T015M Month names
    TTZZ Time zones
    TTZD Summer time rules
    TTZDF Summer time rules (fixed annual dates)
    TTZDV Summer time rules (variable dates)
    TTZDT Summer time rules texts
    TTZ5 Assign Time Tones to Countries
    TTZ5S Assign time zones to regions
    1.2 Enterprise structure
    1.2.1 Definition
    FI T880 Company
    T001 Company code
    CO TKA01 Controlling area
    LO T001W Plant / sales organisation
    T499S Locations
    TSPA Division
    SD TVKO Sales organisation / company code
    TVTW Distribution channel
    TVBUR Sales office
    TVKBT Sales office text
    TVKGR Sales group
    TVGRT Sales group text
    T171T Sales district text
    MM T001L Storage locations
    T024E Purchasing organization
    T3001 Warehouse number
    TVST Shipping point
    TVLA Loading point
    TTDS Transportation
    1.2.2 Assignment
    CO TKA02 Assign company code to controlling area
    LO T001K Assign plant (valuation area) to company code
    SD TVKO Sales organisation / company code
    TVKOV Distribution channel / sales organisation
    TVKOS Division to sales organization
    TVTA Sales aria
    TVKBZ Sales office to sales area
    TVBVK Sales group to sales office
    TVKWZ Plants to sales organization
    MM T024E Purchasing organization / company code
    T024W Plant to Purchase organization
    T001K Link plant ( = valuation area) / company code
    TVSWZ Shipping point to plant
    T320 Assignment MM Storage Location to WM Warehouse
    1.3 Financial accounting
    1.3.1 Company code
    T004 Chart of accounts
    T077S Account group (g/l accounts)
    T009 Fiscal year variants
    T880 Global company data
    T014 Credit control area
    1.3.2 Fi document
    T010O Posting period variant
    T010P Posting Period Variant Names
    T001B Permitted Posting Periods
    T003 Document types
    T012 House banks
    1.4 Not categorized
    T007a Tax keys
    T134 Material types
    T179 Materials: Product Hierarchies
    T179T Materials: Product hierarchies: Texts
    TJ02T Status text
    TINC Customer incoterms
    TVFK Billing doc types
    T390 PM: Shop papers for print control
    2 Basic data / administration
    2.1 Workbench related tables
    2.1.1 Data dictionary tables
    DD02L Tables in SAP
    DD02T Tables description
    DD03L Field names in SAP
    DD03T Field description in SAP
    2.1.2 Workbench
    TADIR Directory of R/3 Repository Objects
    TRDIR System table TRDIR
    TFDIR Function Module
    TLIBG Person responsible for function class
    TLIBT Function Group Short Texts
    TFTIT Function Module Short Text
    TSTC Transaction codes in SAP
    TSTCT Transaction codes texts
    T100 Message text (vb e000)
    VARID Variant data
    D020T Screen texts
    TDEVC Development class
    TDEVCT Texts for development classes
    2.2 Administration
    2.2.1 User administration
    USR01 User master
    USR02 Logon data
    USR03 User address data
    USR04 User master authorizations
    USR11 User Master Texts for Profiles (USR10)
    UST12 User master: Authorizations
    USR12 User master authorization values
    USR13 Short Texts for Authorizations
    USR40 Prohibited passwords
    TOBJ Objects
    TOBC Authorization Object Classes
    TPRPROF Profile Name for Activity Group
    DEVACCESS Table for development user
    2.2.2 Batch input queue
    APQD DATA DEFINITION Queue
    APQI Queue info definition
    2.2.3 Job processing
    TBTCO Job status overview table
    TBTCP Batch job step overview
    2.2.4 Spool
    TSP02 Spool: Print requests
    2.2.5 Runtime errors
    SNAP Runtime errors
    2.2.6 Message control
    TNAPR Processing programs for output
    NAST Message status
    NACH Printer determination
    2.2.7 EDI
    EDIDC Control record
    EDIDD Data record
    EDID2 Data record 3.0 Version
    EDIDS EDI status record
    EDPAR Convert External < > Internal Partner Number
    EDPVW EDI partner types
    EDPI1 EDI partner profile inbound
    EDPO1/2/3 EDI partner profile outbound
    2.2.8 Change documents
    CDHDR Change document header
    CDPOS Change document positioned
    JCDS Change Documents for System/User Statuses (Table JEST)
    2.2.9 Reporting tree table
    SERPTREE Reporting: tree structure
    2.2.10 LIS structure/control tables
    TMC4 Global Control Elements: LIS Info Structure
    3 MASTER DATA:
    3.1 Material master:
    MARA Material master
    MAKT Material text
    MARC Material per plant / stock
    MVKE Material master, sales data
    MARD Storage location / stock
    MSKA Sales order stock
    MSPR Project stock
    MARM Units of measure
    MEAN International article number
    PGMI Planning material
    PROP Forecast parameters
    MAPR Link MARC <=> PROP
    MBEW Material valuation
    MVER Material consumption
    MLGN Material / Warehouse number
    MLGT Material / Storage type
    MPRP Forecast profiles
    MDTB MRP table
    MDKP Header data for MRP document
    MLAN Tax data material master
    MTQSS Material master view: QM
    3.1.1 Basic data text (sap script)
    STXB SAP script: Texts in non-SAP script format
    STXH STXD SAP script text file header
    STXL STXD SAP script text file lines
    3.1.2 Batches
    MCHA Batches
    MCH1 Batches
    MCHB Stock: batches
    3.2 Customer master data
    KNA1 Customer master
    KNB1 Customer / company
    KNVV Customer sales data
    KNBK Bank details
    KNVH Customer hierarchy
    KNVP Customer partners
    KNVS Shipment data for customer
    KNVK Contact persons
    KNVI Customer master tax indicator
    3.3 Vendor
    LFA1 Vendor master
    LFB1 Vendor per company code
    LFB5 Vendor dunning data
    LFM1 Purchasing organization data
    LFM2 Purchasing data
    LFBK Bank details
    3.4 Customer – material info record
    KNMT Customer material info record
    3.5 Bank data
    BNKA Master bank data
    4 Characteristics:
    4.1 Characteristics:
    CABN Characteristics ( o.a. batch/vendor)
    CABNT Characteristics description
    CAWN Characteristics ( o.a. material)
    CAWNT Characteristics description
    AUSP Characteristic Values
    4.2 Class types and objects :
    TCLAO Several class types for object
    TCLA Class types ( vb. lfa1 => v10 en 010)
    TCLAT Class type text
    TCLT Classifiable objects
    TCLC Classification status
    4.3 Links:
    INOB Link between Internal Number and Object
    KLAH Class header data
    KSSK Allocation Table: Object (vb.matnr) to Class
    KSML Characteristics for a class (internal number)
    5 FI/CO :
    5.1 FI :
    5.1.1 Master data
    SKA1 Accounts
    BNKA Bank master record
    5.1.2 Accounting documents // indices
    BKPF Accounting documents
    BSEG item level
    BSID Accounting: Secondary index for customers
    BSIK Accounting: Secondary index for vendors
    BSIM Secondary Index, Documents for Material
    BSIP Index for vendor validation of double documents
    BSIS Accounting: Secondary index for G/L accounts
    BSAD Accounting: Index for customers (cleared items)
    BSAK Accounting: Index for vendors (cleared items)
    BSAS Accounting: Index for G/L accounts (cleared items)
    5.1.3 Payment run
    REGUH Settlement data from payment program
    REGUP Processed items from payment program
    5.2 CO :
    TKA01 Controlling areas
    TKA02 Controlling area assignment
    KEKO Product-costing header
    KEPH Cost components for cost of goods manuf.
    KALO Costing objects
    KANZ Sales order items - costing objects
    5.2.1 Cost center master data
    CSKS Cost Center Master Data
    CSKT Cost center texts
    CRCO Assignment of Work Center to Cost Center
    5.2.2 Cost center accounting
    COSP CO Object: Cost Totals for External Postings
    COEP CO Object: Line Items (by Period)
    . COBK CO Object: Document header
    COST CO Object: Price Totals

  • SAP R/3 implementation methodologies

    Hi,
    Can any one send me SAP R/3 implementation methodologies Documents and links.
    Thanks & Regards,
    Ram

    hi,
    1
    SAP R/3 Implementation
    at Geneva Pharmaceuticals1
    Company Background
    Geneva Pharmaceuticals, Inc., one of the world’s largest generic drug manufacturers, is the North
    American hub for the Generics division of Swiss pharmaceutical and life sciences company Novartis
    International AG. Originally founded by Detroit pharmacist Stanley Tutag in 1946, Geneva moved
    its headquarters to Broomfield, Colorado in 1974. The company was subsequently acquired by Ciba
    Corporation in 1979, which in 1996, merged with Sandoz Ltd. in the largest ever healthcare merger to
    form Novartis. Alex Krauer, Chairman of Novartis and former Chairman and CEO of Ciba,
    commented on the strengths of the merger:
    “Strategically, the new company moves into a worldwide leadership position in life
    sciences. Novartis holds the number two position in pharmaceuticals,
    number one in crop protection, and has tremendous development potential in
    nutrition.”
    The name “Novartis” comes from the Latin term novae artes or new arts, which eloquently captures
    the company’s corporate vision: “to develop new skills in the science of life.” Novartis inherited,
    from its parent companies, a 200-year heritage of serving consumers in three core business segments:
    healthcare, agribusiness, and nutrition. Business units organized under these divisions are listed in
    Exhibit 1. Today, the Basel (Switzerland) based life sciences company employs 82,500 employees
    worldwide, runs 275 affiliate operations in 142 countries, and generates annual revenues of 32 billion
    Swiss Francs. Novartis’ key financial data for the last five years (1994-98) are presented in Exhibit 2.
    The company’s American Depository Receipts trade on the New York Stock Exchange under the
    ticker symbol NVTSY.
    Novartis’ global leadership in branded pharmaceuticals is complemented by its generic drugs
    division, Novartis Generics. This division is headquartered in Kundl (Austria), and its U.S.
    operations are managed by Geneva Pharmaceuticals. In 1998, Geneva had revenues of $300 million,
    employed nearly 1000 employees, and manufactured over 4.6 billion dosage units of generic drugs.
    1 This “freeware” case was written by Dr. Anol Bhattacherjee to serve as a basis for class discussion rather than
    to demonstrate the effective or ineffective handling of an administrative or business situation. The author is
    grateful to Randy Weldon, CIO of Geneva Pharmaceuticals, and his coworkers for their unfailing help
    throughout the course of this project. This case can be downloaded and distributed free of charge for non-profit
    or academic use, provided the contents are unchanged and this copyright notice is clearly displayed. No part of
    this case can be used by for-profit organizations without the express written consent of the author. This case
    also cannot be archived on any web site that requires payment for access. Copyright © 1999 by Anol
    Bhattacherjee. All rights reserved.
    ERP Implementation at Geneva Pharmaceuticals 2
    Geneva portfolio currently includes over 200 products in over 500 package sizes, covering a wide
    range of therapeutic categories, such as nervous system disorders, cardio-vascular therapies, and
    nonsteroidal anti-inflammatory drugs. Its major products include ranitidine, atenolol, diclofenac
    sodium, ercaf, metoprolol tartrate, triamterene with hydrochlorothiazide, and trifluoperazine.
    Geneva’s business and product information can be obtained from the company web site at
    www.genevaRx.com.
    Generic drugs are pharmaceutically and therapeutically equivalent versions of brand name drugs with
    established safety and efficacy. For instance, acetaminophen is the equivalent of the registered brand
    name drug Tylenolâ, aspirin is equivalent of Ecotrinâ, and ranitidine HCl is equivalent of Zantacâ.
    This equivalence is tested and certified within the U.S. by the Food and Drug Administration (FDA),
    following successful completion of a “bioequivalence study,” in which the blood plasma levels of the
    active generic drug in healthy people are compared with that of the corresponding branded drug.
    Geneva’s business strategy has emphasized growth in two ways: (1) focused growth over a select
    range of product types, and (2) growth via acquisitions. Internal growth was 14 percent in 1998,
    primarily due to vigorous growth in the penicillin and cephalosporin businesses. In pursuit of further
    growth, Geneva spend $52 million in 1997 to upgrade its annual manufacturing capacity to its current
    capacity of 6 billion units, and another $23 million in 1998 in clinical trials and new product
    development.
    Industry and Competitive Position
    The generic drug manufacturing industry is fragmented and highly competitive. In 1998, Geneva was
    the fifth largest player in this industry, up from its eighth rank in 1997 but still below its second rank
    in 1996. The company’s prime competitors fall into three broad categories: (1) generic drugs
    divisions of major branded drug companies (e.g., Warrick – a division of Schering-Plough and
    Apothecon – a division of Bristol Myers Squibb), (2) independent generic drug manufacturers (e.g.,
    Mylan, Teva Pharmaceuticals, Barr Laboratories, and Watson Pharmaceuticals), and (3) drug
    distributors vertically integrating into generics manufacturing (e.g., AndRx). The industry also has
    about 200 smaller players specializing in the manufacture of niche generic products. While Geneva
    benefited from the financial strength of Novartis, independent companies typically used public stock
    markets for funding their growth strategies.
    In 1998, about 45 percent of prescriptions for medications in the U.S. were filled with generics. The
    trend toward generics can be attributed to the growth of managed care providers such as health
    maintenance organizations (HMO), who generally prefer lower cost generic drugs to more expensive
    brand name alternatives (generic drugs typically cost 30-50 less than equivalent brands). However,
    no single generics manufacturer has benefited from this trend, because distributors and pharmacies
    view generic products from different manufacturers as identical substitutes and tend to
    “autosubstitute” or freely replace generics from one company with those from another based on
    product availability and pricing at that time. Once substituted, it is very difficult to regain that
    customer account because pharmacies are disinclined to change product brand, color, and packaging,
    to avoid confusion among consumers. In addition, consumer trust toward generics has remained
    lower, following a generic drug scandal in the early 1990’s (of which Geneva was not a part).
    ERP Implementation at Geneva Pharmaceuticals 3
    Margins in the generics sector has therefore remained extremely low, and there is a continuous
    pressure on Geneva and its competitors to reduce costs of operations.
    Opportunities for international growth are limited because of two reasons. First, consumers in some
    countries such as Mexico are generally skeptical about the lack of branding because of their cultural
    background. Second, U.S. generics manufacturers are often undercut by competitors from India and
    China, where abundance of low-cost labor and less restrictive regulatory requirements (e.g., FDA
    approval) makes drug manufacturing even less expensive.
    Continuous price pressures has resulted in a number of recent industry mergers and acquisitions in the
    generic drugs sector in recent years, as the acquirers seek economies of scale as a means of reducing
    costs. The search for higher margins has also led some generics companies to venture into the
    branded drugs sector, providing clinical trials, research and development, and additional
    manufacturing capacity for branded drugs on an outsourced basis.
    Major Business Processes
    Geneva’s primary business processes are manufacturing and distribution. The company’s
    manufacturing operations are performed at a 600,000 square foot facility in Broomfield (Colorado),
    while its two large distribution centers are located in Broomfield and Knoxville (Tennessee).
    Geneva’s manufacturing process is scientific, controlled, and highly precise. A long and rigorous
    FDA approval process is required prior to commercial production of any drug, whereby the exact
    formulation of the drug or its “recipe” is documented. Raw materials are sourced from suppliers
    (sometimes from foreign countries such as China), tested for quality (per FDA requirements),
    weighed (based on dosage requirements), granulated (i.e., mixed, wetted, dried, milled to specific
    particle sizes, and blended to assure content uniformity), and compressed into a tablet or poured into a
    gelatinous capsule. Some products require additional coatings to help in digestion, stabilizing,
    regulating the release of active ingredients in the human body, or simply to improve taste. Tablets or
    capsules are then imprinted with the Geneva logo and a product identification number. Following a
    final inspection, the medications are packaged in childproof bottles with a distinctive Geneva label, or
    inserted into unit-dose blister packs for shipment.
    Manufacturing is done in batches, however, the same batch can be split into multiple product types
    such as tablets and capsules, or tablets of different dosages (e.g., 50 mg and 100 mg). Likewise,
    finished goods from a batch can be packaged in different types of bottles, based on customer needs.
    These variations add several layers of complexity to the standard manufacturing process and requires
    tracking of three types of inventory: raw materials, bulk materials, and finished goods, where bulk
    materials represent the intermediate stage prior to packaging. In some cases, additional intermediates
    such as coating solution is also tracked. Master production scheduling is focused on the manufacture
    of bulk materials, based on forecasted demand and replenishment of “safety stocks” at the two
    distribution centers. Finished goods production depends on the schedule-to-performance, plus
    availability of packaging materials (bottles and blister packs), which are sourced from outside
    vendors.
    ERP Implementation at Geneva Pharmaceuticals 4
    Bulk materials and finished goods are warehoused in Broomfield and Knoxville distribution centers
    (DC) prior to shipping. Since all manufacturing is done was done at Broomfield, inventory
    replenishment of manufactured products is done first at Broomfield and then at Knoxville. To meet
    additional customer demand, Geneva also purchases finished goods from smaller manufacturers, who
    manufacture and package generic drugs under Geneva’s level. Since most of these outsourcers are
    located along the east coast, and hence, they are distributed first to the Knoxville and then to
    Broomfield. Purchasing is simpler than manufacturing because it requires no bill of materials, no
    bulk materials management, and no master scheduling; Geneva simply converts planned orders to
    purchase requisitions, and then to purchase orders, that are invoiced upon delivery. However, the
    dual role of manufacturing and purchasing is a difficult balancing task, as explained by Joe Camargo,
    Director of Purchasing and Procurement:
    “Often times, we are dealing with more than a few decision variables. We have to
    look at our forecasts, safety stocks, inventory on hand, and generate a replenishment
    plan. Now we don’t want to stock too much of a finished good inventory because that
    will drive up our inventory holding costs. We tend to be a little more generous on the
    raw materials side, since they are less costly than finished goods and have longer
    shop lives. We also have to factor in packaging considerations, since we have a
    pretty short lead time on packaging materials, and capacity planning, to make sure
    that we are making efficient use of our available capacity. The entire process is
    partly automated and partly manual, and often times we are using our own
    experience and intuition as much as hard data to make a good business decision.”
    Geneva supplies to a total of about 250 customers, including distributors (e.g., McKesson, Cardinal,
    Bergen), drugstore chains (e.g., Walgreen, Rite-Aid), grocery chains with in-store pharmacies (e.g.,
    Safeway, Kroger), mail order pharmacies (e.g., Medco, Walgreen), HMOs (e.g., Pacificare, Cigna),
    hospitals (e.g., Columbia, St. Luke’s), independent retail pharmacies, and governmental agencies
    (e.g., U.S. Army, Veterans Administration, Federal prisons). About 70 percent of Geneva’s sales
    goes to distributors, another 20 percent goes to drugstore chains, while HMOs, government, retail
    pharmacies, and others account for the remaining 10 percent. Distributors purchase generic drugs
    wholesale from Geneva, and then resell them to retail and mail order pharmacies, who are sometimes
    direct customers of Geneva. The volume and dollar amount of transaction vary greatly from one
    customer to another, and while distributors are sometimes allow Geneva some lead time to fulfill in a
    large order, retail pharmacies typically are unwilling to make that concession.
    One emerging potential customer segment is Internet-based drug retailers such as Drugstore.com and
    PlanetRx.com. These online drugstores do not maintain any inventory of their own, but instead
    accept customer orders and pass on those orders to any wholesaler or manufacturer that can fill those
    orders in short notice. These small, customized, and unpredictable orders do not fit well with
    Geneva’s wholesale, high-volume production strategy, and hence, the company has decided against
    direct retailing to consumers via mail order or the Internet, at least for the near future.
    As is standard in the generics industry, Geneva uses a complex incentive system consisting of
    “rebates” and “chargebacks” to entice distributors and pharmacies to buy its products. Each drug is
    assigned a “published industry price” by industry associations, but Geneva rebates that price to
    distributors on their sales contracts. For instance, if the published price is $10, and the rebates
    assigned to a distributor is $3, then the contract price on that drug is $7. Rebate amounts are
    ERP Implementation at Geneva Pharmaceuticals 5
    determined by the sales management based on negotiations with customers. Often times, customers
    get proposals to buy the product cheaper from a different manufacturer and ask Geneva for a
    corresponding discount. Depending on how badly Geneva wants that particular customer or push that
    product, it may offer a rebate or increase an existing rebate. Rebates can vary from one product to
    another (for the same customer) and/or from one order volume to another (for the same product).
    Likewise, pharmacies ordering Geneva’s products are paid back a fraction of the sales proceeds as
    chargebacks.
    The majority of Geneva’s orders come through EDI. These orders are passed though multiple filters
    in an automated order processing system to check if the customer has an active customer number and
    sufficient credit, if the item ordered is correct and available in inventory. Customers are then
    assigned to either the Broomfield or Knoxville DC based on quantity ordered, delivery expiration
    dates, and whether the customer would accept split lots. If the quantity ordered is not available at the
    primary DC (say, Knoxville), a second allocation is made to the secondary DC (Broomfield, in this
    case). If the order cannot be filled immediately, a backorder will be generated and the Broomfield
    manufacturing unit informed of the same. Once filled, the distribution unit will print the order and
    ship it to the customer, and send order information to accounts receivable for invoicing. The overall
    effectiveness of the fulfillment process is measured by two customer service metrics: (1) the ratio
    between the number of lines on the order that can be filled immediately (partial fills allowed) to the
    total number of lines ordered by the customer (called “firstfill”), and (2) the percentage of items send
    from the primary DC. Fill patterns are important because customers typically prefer to get all items
    ordered in one shipment.
    Matching customer demand to production schedules is often difficult because of speculative buying
    on the part of customers. Prices of drugs are typically reassessed at the start of every fiscal year, and
    a distributor may place a very large order at the end of the previous year to escape a potential price
    increase at the start of the next year (these products would then be stockpiled for reselling at higher
    prices next year). Likewise, a distributor may place a large order at the end of its financial year to
    transfer cash-on-hand to cost-of-goods-sold, for tax purposes or to ward off a potential acquisition
    threat. Unfortunately, most generics companies do not have the built-in capacity to deliver such
    orders within short time frames, yet inability to fulfill orders may lead to the loss of an important
    customer. Safety stocks help meet some of these unforeseen demands, however maintaining such
    inventory consumes operating resources and reduce margins further.
    SAP R/3 Implementation
    Up until 1996, Geneva’s information systems (IS) consisted of a wide array of software programs for
    running procurement, manufacturing, accounting, sales, and other mission-critical processes. The
    primary hardware platform was IBM AS/400, running multiple operational databases (mostly DB/2)
    and connected to desktop microcomputers via a token-ring local area network (LAN). Each business
    unit had deployed applications in an ad hoc manner to meet its immediate needs, which were
    incompatible across business units. For instance, the manufacturing unit (e.g., materials requirements
    planning) utilized a manufacturing application called MacPac, financial accounting used
    Software/2000, and planning/budgeting used FYI-Planner. These systems were not interoperable,
    and data that were shared across systems (e.g., accounts receivable data was used by order
    ERP Implementation at Geneva Pharmaceuticals 6
    management and financial accounting packages, customer demand was used in both sales and
    manufacturing systems) had to be double-booked and rekeyed manually. This led to higher incidence
    of data entry errors, higher costs of error processing, and greater data inconsistency. Further, data
    was locked within “functional silos” and were unable to support processes that cut across multiple
    business units (e.g., end-to-end supply chain management). It was apparent that a common,
    integrated company-wide solution would not only improve data consistency and accuracy, but also
    reduce system maintenance costs (e.g., data reentry and error correction) and enable implementation
    of new value-added processes across business units.
    In view of these limitations, in 1996, corporate management at Geneva initiated a search for
    technology solutions that could streamline its internal processes, lower costs of operations, and
    strategically position the company to take advantage of new value-added processes. More
    specifically, it wanted an enterprise resource planning (ERP) software that could: (1) implement best
    practices in business processes, (2) provide operational efficiency by integrating data across business
    units, (3) reduce errors due to incorrect keying or rekeying of data, (4) reduce system maintenance
    costs by standardizing business data, (5) be flexible enough to integrate with new systems (as more
    companies are acquired), (6) support growth in product and customer categories, and (7) is Y2K (year
    2000) compliant. The worldwide divisions of Novartis were considering two ERP packages at that
    time: BPCS from Software Systems Associates and R/3 system from SAP. Eventually, branded drug
    divisions decided to standardize their data processing environment using BPCS, and generics agreed
    on deploying R/3.2 A brief description of the R/3 software is provided in the appendix.
    R/3 implementation at Geneva was planned in three phases (see Exhibit 3). Phase I focused on the
    supply side processes (e.g., manufacturing requirements planning, procurement planning), Phase II
    was concerned with demand side processes (e.g., order management, customer service), and the final
    phase was aimed at integrating supply side and demand side processes (e.g., supply chain
    management). Randy Weldon, Geneva’s Chief Information Officer, outlined the goals of each phase
    as:
    “In Phase I, we were trying to get better performance-to-master production schedule
    and maybe reduce our cost of operations. Our Phase II goals are to improve sales
    and operations planning, and as a result, reduce back orders and improve customer
    service. In Phase III, we hope to provide end-to-end supply chain integration, so that
    we can dynamically alter our production schedules to fluctuating demands from our
    customers.”
    For each phase, specific R/3 modules were identified for implementation. These modules along with
    implementation timelines are listed in Exhibit 3. The three phases are described in detail next.
    2 However, each generics subsidiary had its own SAP R/3 implementation, and therefore data sharing across
    these divisions remained problematic.
    ERP Implementation at Geneva Pharmaceuticals 7
    Phase I: Supply Side Processes
    The first phase of R/3 implementation started on November 1, 1997 with the goal of migrating all
    supply-side processes, such as purchasing management, capacity planning, master scheduling,
    inventory management, quality control, and accounts payable from diverse hardware/software
    platforms to a unified R/3 environment. These supply processes were previously very manual and
    labor intensive. A Macpac package running on an IBM AS/400 machine was used to control shop
    floor operations, prepare master schedules, and perform maintenance management. However, the
    system did not have simulation capability to run alternate production plans against the master
    schedule, and was therefore not used for estimation. The system also did not support a formal process
    for distribution resource planning (DRP), instead generated a simple replenishment schedule based on
    predefined economic order quantities. Materials requirements planning (MRP) was only partially
    supported in that the system generated production requirements and master schedule but did not
    support planned orders (e.g., generating planned orders, checking items in planned orders against the
    inventory or production plan, converting planned orders to purchase orders or manufacturing orders).
    Consequently, entering planned orders, checking for errors, and performing order conversion were all
    entered manually, item by item, by different sales personnel (which left room for rekeying error).
    Macpac did have a capacity resource planning (CRP) functionality, but this feature was not used since
    it required heavy custom programming and major enhancements to master data. The system had
    already been so heavily customized over the years, that even a routine system upgrade was considered
    too unwieldy and expensive. Most importantly, the existing system did not position Geneva well for
    the future, since it failed to accommodate consigned inventory, vendor-managed inventory, paperless
    purchasing, and other innovations in purchasing and procurement that Geneva wanted to implement.
    The objectives of Phase I were therefore to migrate existing processes from Macpac to R/3, automate
    supply side process not supported by MacPac, and integrate all supply-side data in a single, real-time
    database so that the synergies could be exploited across manufacturing and purchasing processes.
    System integration was also expected to reduce inventory and production costs, improve
    performance-to-master scheduling, and help managers make more optimal manufacturing and
    purchase decisions. Since R/3 would force all data to be entered only once (at source by the
    appropriate shop floor personnel), the need of data reentry would be eliminated, and hence costs of
    data reconciliation would be reduced. The processes to be migrated from MacPac (e.g., MRP,
    procurement) were fairly standardized and efficient, and were hence not targeted for redesign or
    enhancement. Three SAP modules were scheduled for deployment: materials management (MM),
    production planning (PP), and accounts payable component of financial accounting (FI). Exhibit A-1
    in Appendix provides brief descriptions of these and other commonly referenced R/3 modules.
    Phase I of R/3 implementation employed about ten IS personnel, ten full-time users, and ten part-time
    users from business units within Geneva. Whitman-Hart, a consulting company with prior experience
    in R/3 implementation, was contracted to assist with the migration effort. These external consultants
    consisted of one R/3 basis person (for implementing the technical core of the R/3 engine), three R/3
    configurators (for mapping R/3 configuration tables in MM, PP, and FI modules to Geneva’s needs),
    and two ABAP programmers (for custom coding unique requirements not supported by SAP). These
    consultants brought in valuable implementation experience, which was absolutely vital, given that
    Geneva had no in-house expertise in R/3 at that time. Verne Evans, Director of Supply Chain
    Management and a “super user” of MacPac, was assigned the project manager for this phase. SAP’s
    ERP Implementation at Geneva Pharmaceuticals 8
    rapid implementation methodology called Accelerated SAP (ASAP) was selected for deployment,
    because it promised a short implementation cycle of only six months.3
    Four months later, Geneva found that little progress had been made in the implementation process
    despite substantial investments on hardware, software, and consultants. System requirements were
    not defined correctly or in adequate detail, there was little communication or coordination of activities
    among consultants, IS personnel, and user groups, and the project manager was unable to identify or
    resolve problems because he had no prior R/3 experience. In the words of a senior manager, “The
    implementation was clearly spinning out of control.” Consultants employed by Whitman-Hart were
    technical specialists, and had little knowledge of the business domain. The ASAP methodology
    seemed to be failing, because although it allowed a quick canned implementation, it was not flexible
    enough to meet Geneva’s extensive customization needs, did not support process improvements, and
    alienated functional user groups from system implementation. To get the project back into track and
    give it leadership and direction, in February 1998, Geneva hired Randy Weldon as its new CIO.
    Weldon brought in valuable project management experience in R/3 from his previous employer,
    StorageTek.4
    From his prior R/3 experience, Weldon knew that ERP was fundamentally about people and process
    change, rather than about installing and configuring systems, and that successful implementation
    would require the commitment and collaboration of all three stakeholder groups: functional users, IS
    staff, and consultants. He instituted a new project management team, consisting of one IS manager,
    one functional manager, and one senior R/3 consultant. Because Geneva’s internal IS department had
    no R/3 implementation experience, a new team of R/3 professionals (including R/3 basis personnel
    and Oracle database administrators) was recruited. Anna Bourgeois, with over three years of R/3
    experience at Compaq Computers, was brought in to lead Geneva’s internal IS team. Weldon was not
    particularly in favor of Whitman-Hart or the ASAP methodology. However, for project expediency,
    he decided to continue with Whitman-Hart and ASAP for Phase 1, and explore other options for
    subsequent phases.
    By February 1999, the raw materials and manufacturing component of R/3’s MM module was “up
    and running.” But this module was not yet integrated with distribution (Phase II) and therefore did
    not have the capability to readjust production runs based on current sales data. However, several
    business metrics such as yield losses and key performance indicators showed performance
    improvement following R/3 implementation. For instance, the number of planning activities
    performed by a single individual was doubled. Job roles were streamlined, standardized, and
    consolidated, so that the same person could perform more “value-added” activities. Since R/3
    eliminated the need for data rekeying and validating, the portion of the inventory control unit that
    dealt with data entry and error checking was disbanded and these employees were taught new skills
    for reassignment to other purchasing and procurement processes. But R/3 also had its share of
    disappointments, as explained by Camargo:
    3 ASAP is SAP’s rapid implementation methodology that provides implementers a detailed roadmap of the
    implementation life cycle, grouped into five phases: project preparation, business blueprint, realization, final
    preparation, and go live. ASAP provides a detailed listing of activities to be performed in each phase,
    checklists, predefined templates (e.g., business processes, cutover plans), project management tools,
    questionnaires (e.g., to define business process requirements), and a Question & Answer Database
    4 StorageTek is a leading manufacturer of magnetic tape and disk components also based in Colorado.
    ERP Implementation at Geneva Pharmaceuticals 9
    “Ironically, one of the problems we have with SAP, that we did not have with
    Macpac, is for the job to carry the original due date and the current due date, and
    measure production completion against the original due date. SAP only allows us to
    capture one due date, and if we change the date to reflect our current due date, that
    throws our entire planning process into disarray. To measure how we are filling
    orders, we have to do that manually, offline, on a spreadsheet. And we can’t record
    that data either in SAP to measure performance improvements over time.”
    Bourgeois summed up the implementation process as:
    “Phase I, in my opinion, was not done in the most effective way. It was done as
    quickly as possible, but we did not modify the software, did not change the process,
    or did not write any custom report. Looking back, we should have done things
    differently. But we had some problems with the consultants, and by the time I came
    in, it was a little too late to really make a change. But we learned from these
    mistakes, and we hope to do a better job with Phases II and III.”
    Phase II: Demand Side Processes
    Beginning around October 1998, the goals of the second phase were to redesign demand-side
    processes such as marketing, order fulfillment, customer sales and service, and accounts receivable,
    and then implement the reengineered processes using R/3. Geneva was undergoing major business
    transformations especially in the areas of customer sales and service, and previous systems (Macpac,
    FYI Planner, etc.) were unable to accommodate these changes. For instance, in 1998, Geneva started
    a customer-based forecasting process for key customer accounts. It was expected that a better
    prediction of order patterns from major customers would help the company improve its master
    scheduling, while reducing safety stock and missed orders. The prior forecasting software, FYI
    Planner, did not allow forecasting on a customer-by-customer basis. Besides, demand-side processes
    suffered from similar lack of data integration and real-time access as supply side processes, and R/3
    implementation, by virtue of its real-time integration of all operational data would help manage crossfunctional
    processes better. Mark Mecca, Director of Customer Partnering, observed:
    “Before SAP, much of our customer sales and service were managed in batch mode
    using MacPac. EDI orders came in once a night, chargebacks came in once a day,
    invoicing is done overnight, shipments got posted once a day; so you don’t know
    what you shipped for the day until that data was entered the following day. SAP will
    allow us to have access to real-time data across the enterprise. There will be
    complete integration with accounting, so we will get accurate accounts receivable
    data at the time a customer initiates a sales transaction. Sometime in the future,
    hopefully, we will have enough integration with our manufacturing processes so that
    we can look at our manufacturing schedule and promise a customer exactly when we
    can fill his order.”
    However, the second phase was much more challenging than the first phase, given the non-standard
    and inherently complex nature of Geneva’s sales and service processes. For instance, customer rebate
    ERP Implementation at Geneva Pharmaceuticals 10
    percentages varied across customers, customer-product combinations, and customer-product-order
    volume combinations. Additionally, the same customer sometimes had multiple accounts with
    Geneva and had a different rebate percentage negotiated for each account.
    Bourgeois was assigned overall responsibility of the project, by virtue of her extensive knowledge of
    EDI, R/3 interface conversion, and sales and distribution processes, and ability to serve as a technical
    liaison between application and basis personnel. Whitman-Hart was replaced with a new consulting
    firm, Arthur Andersen Business Consulting, to assist Geneva with the second and third phases of R/3
    implementation. Oliver White, a consulting firm specializing in operational processes for
    manufacturing firms, was also hired to help redesign existing sales and distribution processes using
    “best practices,” prior to R/3 implementation. Weldon explained the reason for hiring two consulting
    groups:
    “Arthur Anderson was very knowledgeable in the technical and configurational
    aspects of SAP implementation, but Oliver White was the process guru. Unlike
    Phase I, we were clearly targeting process redesign and enhancement in Phases II
    and III, and Oliver White brought in ‘best practices’ by virtue of their extensive
    experience with process changes in manufacturing organizations. Since Phase I was
    somewhat of a disaster, we wanted to make sure that we did everything right in
    Phases II and III and not skimp on resources.”
    Technical implementation in Phase II proceeded in three stages: conceptual design, conference room
    pilot, and change management. In the conceptual design stage, key users most knowledgeable with
    the existing process were identified, assembled in a room, and interviewed, with assistance from
    Oliver White consultants. Process diagrams were constructed on “post-it” notes and stuck to the
    walls of a conference room for others to view, critique, and suggest modifications. The scope and
    boundaries of existing processes, inputs and deliverables of each process, system interfaces, extent of
    process customization, and required level of system flexibility were analyzed. An iterative process
    was employed to identify and eliminate activities that did not add value, and generate alternative
    process flows. The goal was to map the baseline or existing (“AS-IS”) processes, identify bottlenecks
    and problem areas, and thereby, to create reengineered (“TO-BE”) processes. This information
    became the basis for subsequent configuration of the R/3 system in the conference room pilot stage.
    A core team of 20 IS personnel, users, and consultants worked full-time on conceptual design for 2.5
    months (this team later expanded to 35 members in the conference room pilot stage). Another 30
    users were involved part-time in this effort; these individuals were brought in for focused periods of
    time (between 4 and 14 hours) to discuss, clarify, and agree on complex distribution-related issues.
    The core team was divided into five groups to examine different aspects of the distribution process:
    (1) product and business planning, (2) preorder (pricing, chargebacks, rebates, contracts, etc.), (3)
    order processing, (4) fulfillment (shipping, delivery confirmation, etc.), and (5) post-order (accounts
    receivable, credit management, customer service, etc.). Thirteen different improvement areas were
    identified, of which four key areas emerged repeatedly from cross-functional analysis by the five
    groups and were targeted for improvement: product destruction, customer dispute resolution, pricing
    strategy, and service level. Elaborate models were constructed (via fish bone approach) for each of
    these four areas to identify what factors drove these areas, what was the source of problems in these
    areas, and how could they be improved using policy initiatives.
    ERP Implementation at Geneva Pharmaceuticals 11
    The conceptual design results were used to configure and test prototype R/3 systems for each of the
    four key improvement areas in the conference room pilot stage. The purpose of the prototypes was to
    test and refine different aspects of the redesigned processes such as forecast planning, contract
    pricing, chargeback strategy determination, receivables creation, pre-transaction credit checking,
    basic reporting, and so forth in a simulated environment. The prototypes were modified several times
    based on user feedback, and the final versions were targeted for rollout using the ASAP methodology.
    In the change management stage, five training rooms were equipped with computers running the
    client version of the R/3 software to train users on the redesigned processes and the new R/3
    environment. An advisory committee was formed to oversee and coordinate the change management
    process. Reporting directly to the senior vice president level, this committee was given the mandate
    and resources to plan and implement any change strategies that they would consider beneficial. A
    change management professional and several trainers were brought in to assist with this effort.
    Multiple “brown bag luncheons” were organized to plan out the course of change and discuss what
    change strategies would be least disruptive. Super users and functional managers, who had the
    organizational position to influence the behaviors of colleagues or subordinates in their respective
    units, were identified and targeted as potential change agents. The idea was to seed individual
    business units with change agents they could trust and relate to, in an effort to drive a grassroots
    program for change.
    To stimulate employee awareness, prior to actual training, signs were put up throughout the company
    that said, “Do you know that your job is changing?” Company newsletters were used to enhance
    project visibility and to address employee questions or concerns about the impending change. A
    separate telephone line was created for employees to call anytime and inquire about the project and
    how their jobs would be affected. The human resources unit conducted an employee survey to
    understand how employees viewed the R/3 implementation and gauge their receptivity to changes in
    job roles as a result of this implementation.
    Training proceeded full-time for three weeks. Each user received an average of 3-5 days of training
    on process and system aspects. Training was hands-on, team-oriented, and continuously mentored,
    and was oriented around employees’ job roles such as how to process customer orders, how to move
    inventory around, and how to make general ledger entries, rather than how to use the R/3 system.
    Weldon described the rationale for this unique, non-traditional mode of training:
    “Traditional system training does not work very well for SAP implementation
    because this is not only a technology change but also a change in work process,
    culture, and habits, and these are very difficult things to change. You are talking
    about changing attitudes and job roles that have been ingrained in employees’ minds
    for years and in some cases, decades. System training will overwhelm less
    sophisticated users and they will think, ‘O my God, I have no clue what this computer
    thing is all about, I don’t know what to do if the screen freezes, I don’t know how to
    handle exceptions, I’m sure to fail.’ Training should not focus on how they should
    use the system, but on how they should do their own job using the system. In our
    case, it was a regular on-the-job training rather than a system training, and
    employees approached it as something that would help them do their job better.”
    ERP Implementation at Geneva Pharmaceuticals 12
    Several startling revelations were uncovered during the training process. First, there was a
    considerable degree of confusion among employees on what their exact job responsibilities were,
    even in the pre-R/3 era. Some training resources had to be expended in reconciling these differences,
    and to eliminate ambiguity about their post-implementation roles. Second, Geneva’s departments
    were very much functionally oriented and wanted the highest level of efficiency from their
    department, sometimes to the detriment of other departments or the overall process. This has been a
    sticky cultural problem, and at the time of the case, the advisory committee was working with senior
    management to see if any structural changes could be initiated within the company to affect a mindset
    change. Third, Geneva realized that change must also be initiated on the customer side, so that
    customers are aware of the system’s benefits and are able to use it appropriately. In the interest of
    project completion, customer education programs were postponed until the completion of Phase III of
    R/3 implementation.
    The primary business metric tracked for Phase II implementation was customer service level, while
    other metrics included days of inventory on hand, dollar amount in disputes, dollar amount destroyed,
    and so forth. Customer service was assessed by Geneva’s customers as: (1) whether the item ordered
    was in stock, (2) whether Geneva was able to fill the entire order in one shipment, and (3) if
    backordered, whether the backorder delivered on time. With a customer service levels in the 80’s,
    Geneva has lagged its industry competitors (mostly in the mid 90’s), but has set an aggressive goal to
    exceed 99.5 percent service level by year-end 1999. Camargo observed that there was some decrease
    in customer service, but this decrease was not due to R/3 implementation but because Geneva faced
    an impending capacity shortfall and the planners did not foresee the shortfall quickly enough to
    implement contingency plans. Camargo expected that such problems would be alleviated as
    performance-to-schedule and demand forecasting improved as a result of R/3 implementation. Given
    that Phase II implementation is still underway at the time of the case (“go live” date is February 1,
    2000), it is still too early to assess whether these targets are reached.
    Phase 3: Integrating Supply and Demand
    Geneva’s quest for integrating supply and demand side processes began in 1994 with its supply chain
    management (SCM) initiative. But the program was shelved for several years due to the nonintegrated
    nature of systems, immaturity of the discipline, and financial limitations. The initiative
    resurfaced on the planning boards in 1998 under the leadership of Verne Evans, Director of SCM, as
    R/3 promised to remove the technological bottlenecks that prevented successful SCM
    implementation. Though SCM theoretically extends beyond the company’s boundaries to include its
    suppliers and customers, Geneva targeted the mission-critical the manufacturing resource planning
    (MRP-II) component within SCM, and more specifically, the Sales and Operations Planning (SOP)
    process as the means of implementing “just-in-time” production scheduling. SOP dynamically linked
    planning activities in Geneva’s upstream (manufacturing) and downstream (sales) operations,
    allowing the company to continuously update its manufacturing capacity and scheduling in response
    to continuously changing customer demands (both planned and unanticipated). Geneva’s MRP-II and
    SOP processes are illustrated in Exhibits 5 and 6 respectively.
    Until the mid-1990’s, Geneva had no formal SOP process, either manual or automated.
    Manufacturing planning was isolated from demand data, and was primarily based on historical
    ERP Implementation at Geneva Pharmaceuticals 13
    demand patterns. If a customer (distributor) placed an unexpected order or requested a change in an
    existing order, the manufacturing unit was unable to adjust their production plan accordingly. This
    lack of flexibility led to unfilled orders or excess inventory and dissatisfied (and sometimes lost)
    customers. Prior sales and manufacturing systems were incompatible with each other, and did not
    allow the integration of supply and demand data, as required by SOP. In case production plans
    required modification to accommodate a request from a major customer, such decisions were made on
    an ad-hoc basis, based on intuition rather than business rationale, which sometimes had adverse
    repercussions on manufacturing operations.
    To remedy these problems, Geneva started a manual SOP process in 1997 (see Exhibit 6). In this
    approach, after the financial close of each month, sales planning and forecast data were aggregated
    from order entry and forecasting systems, validated, and manually keyed into master scheduling and
    production planning systems. Likewise, prior period production and inventory data were entered into
    order management systems. The supply planning team and demand analysis team arrived at their
    own independent analysis of what target production and target sales should be. These estimates
    (likely to be different) were subsequently reviewed in a joint meeting of demand analysts and master
    schedulers and reconciliated. Once an agreement was reached, senior executives (President of
    Geneva and Senior Vice Presidents), convened a business planning meeting, where the final
    production plan and demand schedule were analyzed based on business assumptions, key customers,
    key performance indicators, financial goals and projections (market share, revenues, profits), and
    other strategic initiatives (e.g., introduction of a new product). The purpose of this final meeting was
    not only to fine-tune the master schedule, but also to reexamine the corporate assumptions, growth
    estimates, and the like in light of the master schedule, and to develop a better understanding of the
    corporate business. The entire planning process took 20 business days (one month), of which the first
    10 days were spent in data reentry and validation across corporate systems, followed by five days of
    demand planning, two days of supply planning, and three days of reconciliation. The final business
    planning meeting was scheduled on the last Friday of the month to approve production plans for the
    following month. Interestingly, when the planning process was completed one month later, the
    planning team had a good idea of the production schedule one month prior. If Geneva decided to
    override the targeted production plans to accommodate a customer request, such changes undermined
    the utility of the SOP process.
    While the redesigned SOP process was a major improvement over the pre-SOP era, the manual
    process was itself limited by the time-lag and errors in data reentry and validation across sales,
    production, and financial systems. Further, the process took one month, and was not sensitive to
    changes in customer orders placed less than a month from their requested delivery dates. Since much
    of the planning time was consumed in reentering and validating data from one system to another,
    Evans estimated that if an automated system supported real-time integration of all supply and demand
    data in a single unified database, the planning cycle could be reduced to ten business days.
    Though SAP provided a SOP module with their R/3 package, Geneva’s R/3 project management team
    believed that this module lacked the “intelligence” required to generate an “optimal” production plan
    from continuously changing supply and demand data, even when all data were available in a common
    database. The R/3 system was originally designed as a data repository, not an analysis tool to solve
    ERP Implementation at Geneva Pharmaceuticals 14
    complex supply chain problems or provide simulation capabilities5. Subsequently, in 1999, when
    SAP added a new Advanced Purchase Optimizer (APO) module to help with data analysis, Geneva
    realized that the combination of R/3’s SOP and APO modules would be the answer to their unique
    SOP needs.
    At the time of the case, Geneva was in the initial requirements definition stage of SOP
    implementation. To aid in this effort, Oliver White had created a template that could aggregate all
    relevant data required for SOP from distribution, operations, purchasing, quality control, and other
    functional databases, and tie these data to their source processes. It was expected that the template
    would provide a common reference point for all individuals participating in the SOP process and
    synchronize their decision processes.
    The primary business metric targeted for improvement in Phase III implementation is “available to
    promise” (ATP), i.e., whether Geneva is able to fulfill a customer order by the promised time. ATP is
    an integration of customer service level and business performance, the erstwhile key business metrics
    in the pre-SOP era. Customers often placed orders too large to be fulfilled immediately, and ATP
    was expected to provide customers with reasonably accurate dates on when they should expect which
    part of their order to be filled. Generating and meeting these dates would enable Geneva improve its
    customer service levels that not providing any fulfillment dates at all. With declining profit margins,
    as the generics industry is forced to explore new means of cost reduction, Geneva expects that thin
    inventories, just-in-time manufacturing, and top quality customer service will eventually be the
    drivers of success, hence the importance of this metric. Evans explains the importance of ATP as a
    business metric as:
    “Most of our customers understand the dynamics of our business, and how difficult it
    is for us to fulfill a large order instantaneously with limited production capacity. But
    most of them are willing to bear with backorders if we can promise them a
    reasonable delivery date for their backorder and actually deliver on that date. That
    way, we take less of a customer service level hit than defaulting on the order or being
    unable to accommodate it. In commodity business such as ours, customer service is
    the king. Our customers may be willing to pay a little premium over the market for
    assured and reliable service, so that they can meet their obligations to their
    customers. Customer service may be a strategic way to build long-term relationships
    with our customers, but of course, we are far from proving or disproving that
    hypothesis.”
    Future Plans
    Despite some initial setbacks in Phase I, Geneva is now back on the road to a successful R/3
    implementation. The senior management, functional units, and IS personnel are all enthusiastic about
    the project and looking forward to its deployment in all operational areas of business and beyond.
    R/3 implementation has opened up new possibilities to Geneva and more means of competing in the
    5 Typically, manufacturing companies requiring SCM analysis used additional analysis tools from I2
    Technologies or Manugistics on top of ERP databases from SAP or Oracle for SCM purposes.
    ERP Implementation at Geneva Pharmaceuticals 15
    intensely competitive generic drugs industry. Weldon provided an overall assessment of the benefits
    achieved via R/3 implementation:
    “In my opinion, we are doing most of the same things, but we are doing them better,
    faster, and with fewer resources. We are able to better integrate our operational
    data, and are able to access that data in a timely manner for making critical business
    decisions. At the same time, SAP implementation has placed us in a position to
    leverage future technological improvements and process innovations, and we expect
    to grow with the system over time.”
    Currently, the primary focus of Geneva’s R/3 implementation is timely completion of Phase II and III
    by February 2000 and December 2000 respectively. Once completed, the implementation team can
    then turn to some of R/3’s additional capabilities that are not being utilized at Geneva. In particular,
    the quality control and human resource modules are earmarked for implementation after Phase III.
    Additionally, Geneva plans to strengthen relationships with key suppliers and customers by
    seamlessly integrating the entire supply chain. The first step in this direction is vendor managed
    inventory (VMI), that was initiated by Geneva in April 1998 for a grocery store chain and a major
    distributor. In this arrangement, Geneva obtains real-time, updated, electronic information about
    customers’ inventories, and replenish their inventories on a just-in-time basis without a formal
    ordering process, based on their demand patterns, sales forecast, and actual sales (effectively
    operating as customers’ purchasing unit).6 Geneva’s current VMI system, Score, was purchased from
    Supply Chain Solutions (SCS) in 1998. Though Mecca is satisfied with this system, he believes that
    Geneva can benefit more from R/3’s ATP module via a combination of VMI functionality and
    seamless company-wide data integration. Currently, some of Geneva’s customers are hesitant to
    adopt VMI because sharing of critical sales data may cause them to lose bargaining power vis-à-vis
    their suppliers or prevent them from speculative buying. But over the long-term, the inherent
    business need for cost reduction in the generics industry is expected to drive these and other
    customers toward VMI. Geneva wants to ensure that the company is ready if and when such
    opportunity arises.
    6 Real-time customer forecast and sales data is run through a VMI software (a mini-MRP system), which
    determines optimum safety stock levels and reorder points for customers, and a corresponding, more optimum
    production schedule for Geneva. Initial performance statistics at the grocery store chain indicated that customer
    service levels increased from 96 percent to 99.5 percent and on-hand inventory decreased from 8 weeks to six
    weeks as a result of VMI implementation. For the distributor, Geneva expects that VMI will reduce on-hand
    inventory from seven months to three months.
    ERP Implementation at Geneva Pharmaceuticals 16
    Exhibit 1. Novartis’ divisions
    Divisions Business Units
    Healthcare Pharmaceuticals
    Consumer Health
    Generics
    CIBA Vision
    Agribusiness Crop Protection
    Seeds
    Animal Health
    Nutrition Infant and Baby Nutrition
    Medical Nutrition
    Health Nutrition
    Exhibit 2. Novartis’ five-year financial summary
    1998 1997 1996 1995 1994
    Annual sales 31,702 31,180 36,233 35,943 37,919
    Sales from healthcare 17,535 16,987 14,048 12,906 14,408
    Sales from agribusiness 8,379 8,327 7,624 7,047 7,135
    Sales from consumer health 5,788 5,866 5,927 5,777 4,258
    Sales from industry - - 8,634 10,213 12,118
    Operating income 7,356 6,783 5,781 5,714 5,093
    Net income 6,064 5,211 2,304 4,216 3,647
    Cash flow from operations 5,886 4,679 4,741 5,729 5,048
    R&D expenditure 3,725 3,693 3,656 3,527 3,786
    Total assets 55,375 53,390 58,027 50,888 51,409
    Net operating assets 20,913 19,619 21,820 22,278 22,952
    Number of employees at year-end 82,449 87,239 116,178 133,959 144,284
    Sales per employee (Swiss Francs) 369,337 350,905 289,705 258,357 266,740
    Debt/equity ratio 0.28 0.41 0.46 0.46 0.57
    Current ratio 2.0 1.7 1.9 2.2 1.6
    Return on sales (%) 19.1 16.7 13.9 - -
    Return on equity (%) 21.0 20.7 16.7 - -
    Note: All figures in millions of Swiss Francs, except otherwise indicated.
    Pre-1996 data is on pro forma basis, based on pooled data from Ciba and Sandoz.
    ERP Implementation at Geneva Pharmaceuticals 17
    Exhibit 3. Phases in R/3 implementation at Geneva
    Phases1 Business processes R/3 modules Implementation timeline
    (inception to go-live)
    Phase I: Supply side
    management
    MRP, purchasing, inventory
    management
    MM2, PP,
    FI/CO3
    Nov 1997 – Feb 1999
    Phase II: Demand side
    management
    Order management, sales,
    customer service
    SD, MM4,
    FI/CO5
    Oct 1998 – Feb 2000
    Phase III: Supply/demand
    integration, business
    intelligence
    Sales & operations planning,
    supply chain management,
    data warehousing
    APO, MES,
    BIW
    Early 2000 – End 2000
    Note: 1Vendor selection took place in mid-1997
    2MM: Raw materials inventory
    4MM: Finished goods inventory
    3FI/CO: Accounts payable
    5FI/CO: Accounts receivable
    Vendor
    System
    Sales orders ATP
    Sales & Distribution
    Customer
    Inquiry Quotation
    Order
    Generation
    Goods
    Issue
    Billing
    Delivery Document
    Update
    Financials
    Inventory
    Management
    Update
    Demand
    Management
    Run
    MPS/MRP
    Production Planning Materials
    Management
    Finance &
    Controlling
    Exhibit 4. Geneva’s order management process
    ERP Implementation at Geneva Pharmaceuticals 18
    Business Planning
    Sales & Operations
    Planning
    DRP Master
    Scheduling
    Detailed Materials/
    Capacity Planning
    Plant & Supplier
    Scheduling
    Execution
    Demand
    Management
    Rough-Cut
    Capacity Planning
    Exhibit 5. Geneva’s manufacturing resource planning process
    Exhibit 6. Geneva’s sales & operations planning process
    Demand
    Planning
    Supply
    Planning
    Integration/
    Reconciliation
    Business Planning
    (S&OP)
    Key Activities:
    • Product planning
    • Forecasting
    • Sales planning
    • Performance
    management
    (prior period)
    • Master production
    scheduling
    • Capacity planning
    • Materials requirements
    planning
    • Consolidation of
    demand, supply,
    inventory, and
    financial plans
    • Feedback to
    demand and
    supply planning
    • Performance review
    • Key assumptions review
    • Product family review
    • Key customers review
    • Financial review
    • Approval/action items
    Current Planning Cycle (Monthly):
    Financial
    close
    (prior month)
    0 5 10 15 17 20 (Business
    days)
    Demand
    planning
    Supply
    planning
    Integration
    Business
    planning
    Goal:
    To reduce the planning cycle time from one month to 10 business days.
    ERP Implementation at Geneva Pharmaceuticals 19
    Appendix
    SAP (Systems, Applications, and Products in Data Processing) is the world’s fourth largest software
    company, and the largest enterprise resource planning (ERP) vendor. As of February 1999, the
    company employed 19,300 employees and had annual revenues of $5 billion, annual growth of 44
    percent, over 10,000 customers in 107 countries, and 36 percent of the ERP market. SAP AG was
    founded in 1972 by Dr. H.C. Hasso Plattner and Dr. Henning Kagermann in Walldorf, Germany with
    the goal of producing an integrated application software, that would run all mission-critical operations
    in corporations, from purchasing to manufacturing to order fulfillment and accounting. This
    integration would help companies optimize their supply chains, manage customer relationships, and
    make better management decisions. SAP brings in 26 years of leadership in process innovations and
    ERP, and invests 20 percent of its revenues back into research and development.
    SAP’s first breakthrough product was the R/2 system, which ran on mainframe computers. R/2 and
    its competitors were called ERP systems, to reflect the fact that they extended the functions of earlier
    materials requirements planning (MRP) systems in manufacturing firms to include other functions
    and business processes such as sales and accounting. In 1992, SAP released its R/3 system, the
    client/server variant of the earlier R/2 system, which was installed in 20,000 locations worldwide, and
    R/2 is installed in over 1,300 locations by mid-1999. Initially targeted at the world’s largest
    corporations such as AT&T, BBC, Deutsche Bank, IBM, KPMG, Merck, Microsoft, Nestle, Nike,
    and Siemens, R/3 has since been deployed by companies of all sizes, geographical locations, and
    industries. SAP solutions are available for 18 comprehensive industry solutions (“verticals”) for
    specific industry sectors such as banking, oil & gas, electronics, health care, and public sector.

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