Author: Eric Wilson

In The Battle Between Demand Driven & Demand Planning, Both Sides Are Failing

Coke versus Pepsi, New York versus Chicago style pizza, The Red Sox versus The Yankees – we all have the right opinions and know the other side is obviously wrong and have lost their minds. We could easily add to this list our own continuous debates of IBP versus S&OP, opinions on one number forecasts, and now Demand Driven versus Demand Planning. With any of these debates it seems… Read more>>
Forecasters working together at desk

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>>
Image of retail shoppers

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>>
Image of Earth from Space showing a hurricane

Hurricane Harvey’s Impact on Business Forecasts, and Other Key Factors Demand Planners Must 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>>

Q&A on Risk Mitigation, Forecast Value Added (FVA) and Demand Planning Segmentation Strategies

Recently Eric Wilson, CPF , Director of Global Demand Planning and S&OP at Tempur Sealy International delivered an IBF Webinar on Risk Mitigation, Forecast Value Added (FVA) and Demand Planning Segmentation Strategies.  Below are some of the Questions & Answers that took place with Eric. Q: What is Forecasting Value Added (FVA) and how is it calculated? FVA% (Forecast Value… Read more>>