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Eric Wilson, CPF

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Finance Must Work Together with Demand Planning: My Case for A Centralized Forecasting Process

Stop me if you have heard this before. We need more accurate forecasts, and we need them faster. Things are becoming more complex and we need to better understand the drivers behind demand. There is an increased need for insights not just numbers, an... 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... Read More...
Eric Wilson, CPF

Eric Wilson, CPF

Eric is the Director of Thought Leadership at The Institute of Business Forecasting (IBF), a post he assumed after leading the planning functions at Escalade Sports, Tempur Sealy and Berry Plastics. In 2016, he received the IBF Excellence in Business Forecasting & Planning award. Eric is the author of 'Predictive Analytics for Business Forecasting'.