Why Sales Must Work Together with Demand Planning: A Tale of Missed Opportunities and Unrealistic Expectations

The Sales Department’s primary function is to sell the firm’s product or service. They are judged on their sales performance based on what is achievable according to market conditions. If the market is buoyant and there are tailwinds, we would expect Sales to perform well. At the same time, you would expect Operations to plan ahead so sales have what they need, and Management to revise… Read more>>

Christmas Gift or Christmas Curse for Forecasting & Planning Professionals During the Holiday Season

Forecasters and planners face unprecedented challenges in meeting increased consumer demand across multiple channels. It is only October and already it is beginning to look a lot like Christmas. For many people, they call it the holiday season – for business forecasters, we call it seasonality. For some companies, the next few months can see over a twenty or thirty percent increase in their… Read more>>

Hurricane Harvey’s Impact on Business Forecasts, and Other Key Factors Demand Planners May Want to Consider

As difficult as it is to forecast a hurricane’s intensity and where it will make landfall—it may be equally challenging for companies to forecast and understand the full impact of such an event on their sales. Hurricane Harvey will certainly ripple through many organizations’ supply chains for months to come and what they may discover is that this could be costlier than any hurricane… Read more>>

Scenario Analysis for S&OP

Today’s business environment is becoming ever more volatile and complex. Market dynamics are changing rapidly and lead times required to respond are weeks or days, not years and months. The more your business experiences supply side volatility, demand uncertainty, or both, the more you need to understand their impact and the ability to respond. For that, scenario analysis is a must… Read more>>

How New Demand Planners Pick-up Where the Last one Left off at Unilever

The demand planner serves as the unbiased arbiter in the S&OP cycle. This role involves taking a cold hard look at manufacturing, logistics, marketing, sales and finance to paint an objective picture of demand. A strange blend of cross-departmental cooperation, leadership and statistical analysis, demand planners are the rarest of breeds. This unique combination of analysis, leadership… Read more>>

eCommerce/Omnichannel Planning & Forecasting – Special IBF Journal Issue

The lastest special issue of IBF's Journal of Business Forecasting (JBF) - Winter 2016-2017, is dedicated to the newly emerged channel of distribution, e-Commerce. A total game changer, it has disrupted many markets and has revolutionized the forecasting paradigm. It has changed the way manufacturers sell their products and the way consumers buy them. Manufacturers now sell their products… Read more>>