摘 要
在当今消费电子欧亿·体育（中国）有限公司环境中，企业必须面对需求波动剧烈、生产资源和供应资
源有限的外部环境，通过 S&OP（销售与运作计划）对客户需求进行分类汇总，并向
下逐级分解到生产计划和物料需求计划，则会对提高客户需求响应速度、缩短供应
商供应周期、降低供应链上的库存、降低研发成本等方面带来巨大的好处。因此，
对 S&OP 业务模式的改进可以增加企业的经济效益，为企业建立竞争优势，提高核
心竞争力，是谋求企业健康持续发展的重要手段。

本文以现代供应链管理理论和 S&OP 理论为依据，利用库存管理理论、需求预
测管理理论对华为终端公司的 S&OP 进欧亿·体育（中国）有限公司务优化，以降低公司的成本，提高公司
的运营效率。通过对公司的 S&OP 业务现状进行剖析，找出其存在的问题，并且根
据其未来的发展目标，提出针对性改进的方法和优化措施。论文中着重探讨了改进
S&OP 业务优化模式的方法，基于华为公司从运营商渠道向传统渠道的销售模式的转
变，提出了改进现有的 S&OP 组织架构的方案，加强需求预测管理的方法，及与之
配合 IT 系统改进；完善了华为终端公司的库存管理的规则，及与之配合的 KPI 考核
方案；优化了新产品上市的需求评审的流程和内容，及与之配合的管理规范。通过
本文研究，为华为终端公司进一步加强和提高 S&OP 管理运作水平提供了思路和方
法，有助于华为终端公司在消费电子欧亿·体育（中国）有限公司激烈的竞争环境之下，不断提高供应链管
理水平，获得持续的竞争优势。

关键词：S&OP 需求预测 库存管理 新产品需求评审II
Abstract
In today's consumer electronics industry, Volatile demand, production limited
resources, limited supply of resources, these are the companies often have to face the
problem of. Use the S&OP method can be classified and aggregated customer demand,
and decomposes to production planning and material planning. S&OP can help enterprises
improve customer demand response speed, shorten the supply cycle, reduce inventory,
reduce the cost of development, as well as other benefits. Therefore, the S&OP business
model improvements can increase the economic efficiency of enterprises, enhance the core
competitiveness of enterprises, it is the important means to maintain the sustained and
healthy development of the enterprise.
In this research, using the modern theory of supply chain management and S& OP
theory, inventory management theory, and demand forecasting management theory, I
design the Huawei Device Company's S&OP business optimization, in order to reduce the
company's cost, improve the company 's operation efficiency. This research based on the
company's current business situation analysis, according to the existing problems and the
future development goal, puts forward the improvement methods and optimization
measures. It focuses on the improvement of S&OP business model of optimizing method.
In order to realize the Huawei Device Company from the carrier channel to traditional
channel change goals, I designed to build S&OP organization scheme, strengthening
demand management method, establish the demand for IT system pathways;
transformation of Huawei Device Company’s inventory management rules, and KPI
examination scheme; optimization of the demand for new products review process and
management regulations. This research can help Huawei Device Company to further
strengthen and improve S&OP management level, so that the company in the consumer
electronics industry, facing intense competition, could constantly improve the level of
supply chain management, sustainable competitive advantage.
Key Words: S&OP Demand Forecast Inventory management
Demand for new productsIII
目 录
摘 要. I
Abstract ....... II
1 绪 论
1.1 研究背景 ....... (1)
1.2 研究目的与意义 ....... (2)
1.3 国内外相关理论研究的发展(2)
1.4 研究的主要内容和方法........ (5)
2 华为终端公司 S&OP 计划的现状
2.1 华为终端公司介绍.... (7)
2.2 华为终端 S&OP 的发展状况和组织架构 .... (8)
2.3 华为终端 S&OP 目前面临的环境分析 ...... (10)
2.4 华为终端 S&OP 运作主要问题分析.......... (11)
2.5 本章小结 ..... (16)
3 S&OP 改进对策的实施方案设计
3.1 改进措施的总体策略.......... (18)
3.2 S&OP 运作流程优化的具体改进措施 ....... (18)
3.3 本章小结 ..... (29)
4 S&OP 改进对策的实施效果及评价
4.1 华为终端公司 S&OP 优化实施效果.......... (31)
4.2 华为终端公司 S&OP 计划实施的注意事项 .......... (35)
4.3 本章小结 ..... (36)IV
华 中 科 技 大 学 硕 士 学 位 论 文
结束语......(38)
致 谢......(39)
参考文献..(40)