Practical Guide to Business Forecasting (IBF)

Table of Contents

PART I: BASICS

1. Explosion In The Forecasting Function In Corporate America

2. Practical Guidelines For Forecasters

3. The Changing Role Of Sales Forecasting Within An Organization

4. The Forecasting Function: Critical Yet Misunderstood

5. Statistical Forecasting: Voodoo Magic or Intellectual Exercise

6. Role of The Forecasting Function at Duracell USA

7. Forecasts, Budgets, And Goals: Is There A Difference?

PART II: THE FORECASTING TEAM - MANAGERS AND FORECASTERS

1. The Forecaster As A Key Member Of The Strategic Planning Team

2. Manager's Role In Forecasting

3. The Role Of A Forecaster

4. Ten Commandments Of Succeeding In The Forecasting Function

5. A Forecaster's Journey: Challenges And Frustration In A Media Company

6. The Need For A Forecasting Champion

7. 10 Step Approach To Win The Support Of Top Management For A Forecasting Function

PART III: FORECASTING PROCESS

1. The Strategic Power of Consensus Forecasting: Setting Your Organization Up To Win

2. Forecasting Process At Wyeth Ayerst Global Pharmaceutical

3. Forecasting Process At Ocean Spray Cranberries

4. Forecasting Process At Automotive After-Markets Replacement Parts Company

5. Integration Of Supply Chain With Demand Planning--Tropicana's Journey

6. A Case Study Of Two Forecasting Organizational Processes

7. Forecasting Practices In Electrical And Gas Utility Companies

8. Engaging The Sales Organization For A Better Forecast

PART IV: SALES AND OPERATIONS PLANNING PROCESS (S&OP)

1. Sales And Operations Planning Process: Why And How

2. Ingredients Of A Successful Sales and Operations Planning Process

3. Enabling Technology For A Sales And Operations Planning

4. Sales And Operations Planning: A Diagnostic Model

PART V: COLLABORATIVE PLANNING, FORECASTING AND REPLENISHMENT (CPFR)

1. CPFR At Whirlpool Corporation: Two Heads And An Exception Engine

2. Forecasting From The Center Of The Supply Chain

3. Integrating The Forecasting Process With The Supply Chain: Bayer Healthcare's Journey

4. Game Plan For A Successful Collaborative Forecasting Process

5. VMI Can Be Good For Your Forecasting Health

6. The Human Aspects Of Collaborative Forecasting

PART VI: REVENUE MANAGEMENT

1. Revenue Management: A Business Process That Combines Market Segmentation, Price Optimization, And Fact-Based Forecasting

2. Forecasting For Airline Revenue Management

PART VII: FORECASTING APPROACH

1. Approach To Forecasting

2. A Simple View Of Top-Down Versus Bottom-Up Forecasting

3. Managing Bottom-UP And Top-Down Approaches: Ocean Spray's Experience

PART VIII: MARKET RESEARCH BASED FORECASTING

1. Eliciting Accurate Sales Forecasts From Market Experts

2. Marketing Research And Sales Forecasting At Schlegel Corporation

3. Integrating Market Response Models In Sales Forecasting

4. Forecast Performance Of An Audit Service--Coca-Cola's Experience

PART IX: FORECASTING SYSTEM

1. The Key To Understanding The Forecasting System

2. What You Need To Know When Building A Sales Forecasting System

3. Choosing The Right Forecasting Software And System

4. How To Create An Enterprise Forecasting System

5. Architecture Of The Enterprise Forecasting System

6. Updating Your Forecasting System: Wisconsin Tissue's Experience

7. Challenges In The Post Forecasting Software/Systems Implementation Phase

8. Lessons Learned From Implementing Forecasting And Planning System

PART X: DATA, DATA SOURCES AND DATA ANALYSIS

1. Data Analysis

2. Data Requirement For Preparing Forecasts

3. Wal-Mart's Model Of Data Warehousing

4. Forecasting Improves With Scanner Data: A Swedish Grocery Supplier's Journey

5. Synchronizing Supply Chain Operations With Consumer Demand Using Customer Data

PART XI: TIME SERIES MODELS

1. Average And Weighted Change Models

2. Moving Average

3. Exponential Smoothing

4. Trend Line

5. Decomposition

6. Sales Ratio

7. ABC Of Box-Jenkins Models

8. Family Member Forecasting

PART XII: REGRESSION MODELS

1. Simple Regression Models

2. Multiple Regression Models

PART XIII: FORECAST ERROR

1. Different Forecasting Error Measures

2. Alternative Metrics For Forecasting Performance

3. Key Ingredients Of Successful Performance Metrics In The Supply Chain

4. Forecasting Error: How To Deal With It

5. How To Measure The Cost Of A Forecast Error

PART XIV: REPORTING, PRESENTING AND SELLING FORECASTS

1. Ten Commandments Of Selling Forecasts To Forecast Users

2. The Yogi And The Kommissar

3. Building Alliance With Clients: Key To Success In Forecasting

4. How To Prepare, Report And Present Forecast: CLECO Power's Experience

5. Getting People To Use Your Forecasts

6. How To Sell Forecasts To Management

PART XV: FORECAST TRAINING

1. Developing Training Plans For A Forecasting Organization

2. Forecasting Training Program