9-699-022

2002 5 6

Robert D. Austin
Richard L. Nolan
Mark J. Cotteleer

ERP

CIOPete Solvik ERP

ERP
200,000

1984 1990
TCP/IP1

1997 500
1

1998 7 17 14 1000 1997

1

TCP/IP LAN

WAN
1

 15

Sequoia CapitalDon Valentine2

250

1988 John MorgridgeCEO

1990 IPO

IT

IT
1993 1 CIO 5
UNIX
3

50

[]

3 10

ERP

5000 2.5
2


IT IT ERP
ERP

4 1993

80%
1994 1

Carl RedfieldDigital

[] 2

IT

MRP 5

ERP

IT
[]

KPMG

Mark Lee IT ERP

20

Gartner Group6
5

ERP

MRP ERP

MRP ERP MRP

6

ERP
4


10 RFP

7
8

ERP

75

[]

20
5


8 10 11 1 2 4 5 7 9
5 1

15
7 8 Tom Herbert
15 5

ERP 2

ERP

9 1500
3

ERP

1500

7 31
6

10
ERP

ERP

20 100
11

IT

10

[]

11

2,500
7

 ERP 4

ERP

CRP
CRP

CRP0
CRPCRP0

16

40 3 4
80-20

IT
1%
80% ERP
8

 80%
CRP0

CRP0 ERP

CRP1
CRP0 CRP1

CRP1
5

6
CRP0

7
30
12
7 8

12

 100

CRP2 CRP3
CRP1 CRP2

100 IT

IT

IT

CRP2
CRP2

CRP3

2 CRP3
10

 CRP3

[]
95%
75%

IT

[][]
ERP

11


60
30

9
1500

12

1998 7 25

1997 7 26

1996 7 28

1995 7 30

$8,458,777,000
$2,302,466,000

$6,440,171,000
$1,888,872,000

$4,096,007,000
$1,464,825,000

$2,232,652,000
$737,977,000

abc

$1,350,072,000

$1,048,679,000

$913,324,000

$456,489,000

$0.84

$0.68

$0.61

$0.32

1,608,173,000

1,551,039,000

1,490,078,000

1,425,247,000

$8,916,705,000

$5,451,984,000

$3,630,232,000

$1,991,949,000

$65,167

$35,417

$22,833

$12,458

15,000

11,000

8,782

4,086

$563,918

$585,470

$466,409

$546,415

$90,005

$95,334

$103,999

$111,720

e
f

1998 1998 10-K

a 1998 9400 500
1,878,988,000 1.17
b 1997 5.08 1.53
1,413,893,000 0.91

13

c 1995 9600 515,723,000

0.36
d 1998 9
e 1996 2 1997 11 1998 9
f 10-K

14

ERP

1994 6 2

1994 7 22

1994 7 31

1994 8 31

1994 9 30

1994 10 15

1994 12 1

1994 12 16

1994 12 22

1995 1 3

1995 1 27

1995 1 30

ERP 1994 10 20

15

ERP a

ERP

ERP 1994 10 20
a

16

ERP

ERP

IT

IT

IT

IT

IT

IT

IT

IT

IT

IT

17

ATP
ATP ATP
ATP ATP

ATP
Master Scheduling ATP

CS
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Program Number Demand Interface

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18

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19

 5
ATP
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Demand Interface
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ATP
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3
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5
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ATP

20

21

1
2
3
4

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10

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11

4-4-5-

12

13

14

14

15

16

17

18

19

20

21

22

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23

24

25

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24