• View the Talks
• 46 min
  1. Predicting demand: the technique fundamentals

  • Prof. John T. Mentzer
• 41 min
  2. Predicting demand: what is world class and what is worst-in-class

  • Dr. Brian S. Fugate
• 41 min
  3. Demand-driven forecasting: sensing, shaping, and predicting demand

  • Mr. Charlie Chase
• 17 min
  4. The role of the sales organization in predicting demand: Qualitative Sales Forecasting

  • Dr. Dominique Estampe
• 43 min
  5. Motivating the industrial sales force in the sales forecasting process

  • Dr. Teresa M. McCarthy Byrne
• 44 min
  6. Sales and operations planning (S&OP): bringing it all together

  • Prof. Mark Moon
• 23 min
  7. Managing organizational factors to improve forecasting performance

  • Dr. Donna Davis
• 28 min
  8. Making the numbers: CPFR and S&OP Continuum

  • Mr. Nikhil Sagar
• 42 min
  9. How to successfully implement projects to improve the demand prediction process

  • Dr. J. Paul Dittmann

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Series outline
3. The sales forecasting process
4. The role of techniques in forecasting accuracy
5. Time series techniques
6. Time series components
7. Time series components: level
8. Error plots
9. Stable level, no trend or seasonality
10. Changing level, no trend or seasonality
11. Level and trend but no seasonality
12. Level, trend and seasonality
13. Changing level, trend and seasonality
14. What time series does well
15. What time series does not do well
16. Regression analysis
17. How regression analysis works
18. The concept of R square
19. What regression analysis does well
20. Qualitative analysis
21. Expert evaluations
22. Leading indicators
23. What qualitative analysis does well
24. What qualitative analysis does not do well
25. Concluding remarks

Topics Covered

• Series outline
• The sales forecasting process
• Role of techniques in forecasting accuracy
• Time series techniques
• Error plots
• Where to look for the right time series technique
• What time series does and does not do well
• Regression analysis
• The concept of R2
• What regression analysis does well
• Qualitative analysis
• Qualitative forecasting approaches
• What qualitative analysis does and does not do well
• Conclusion

Links

Series:

• Predicting Demand

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on July 28, 2010