How to Improve Your Demand Forecasting Accuracy

Demand forecasting could even be a mix of two words; the primary one is Demand and another forecasting. generally , forecasting means making an estimation within this for a future occurring event. Here we are getting to debate demand forecasting and its usefulness.It is how for estimation of probable demand for a product or services within the long run . it’s supported the analysis of past demand for that product or service within this market condition. Demand forecasting should be done on a scientific basis and facts and events associated with forecasting should be considered.Therefore, in simple words, we’ll say that after gathering information about various aspect of the market and demand supported the past, an effort could even be made to estimate future demand. this idea is understood as forecasting of demand.Even small improvements to your demand forecasting process can have material impact to your business. supported my experience, I identify sort of the foremost common mistakes with forecasting demand, and supply subsequent tips to strengthen forecasting at your business

Ask for Customer Forecasts:

Your customers have the simplest information on the expansion prospects for his or her own businesses. While you’ll always perform a statistic analysis of historical order patterns, you’ll still be guessing on the likely growth of those customers. If your largest customers are willing to share their forecast of expected purchases, you’ll incorporate this data into your demand forecasting. Customers are frequently reluctant to supply a forecast of their upcoming demand, as they don’t want to be held accountable when actual demand is different from their forecast.. nobody wants to offer estimates if they aren’t required. As a consumer, have you ever called a contractor and asked for an estimate for a serious house remodeling project? they typically will decline, and tell you they have far more details before even thinking of supplying you with a quote. an equivalent holds true for your customers – they’re going to hesitate to offer you an estimate of product demand before they really need the merchandise . So, how does one encourage your customers to start forecasting demand for his or her own businesses? First, you’ll offer a price discount to customers who provide you with forecasts of future purchases. you’ll likely afford to offer some price concession for this, as more accurate demand forecasting leads to lower inventory costs for your business. You likely have the power to sell at a rather lower cost , while still saving money on warehouse costs. Everybody wins!Alternatively, you’ll offer a guaranteed service level (or fill rate) to every consumer who is willing to forecast their product demand. as an example , you’ll have a typical fill rate of 94%. For those customers that assist you with forecasting demand, you’ll comply with guarantee a fill rate of 96%. With better forecasting, you ought to naturally have higher fill rates anyhow. Thus, this promise likely costs you little or no .

Communicate Assumptions:

The first step within the forecasting process includes determining assumptions or starting values. it’s essential to wish care and derive these values statistically, communicate them, and analyze them. These are getting to be the thought of your forecast quality. Communicating them to team members will provide context for generating any initial forecasting model. quite those basic assumptions include the number of buyers within the target market, percentage of consumers within the target market which can purchase, timing of purchase, and thus the pattern of repeat or replacement purchases. Overall, it is vital to leverage any collective knowledge and expertise of various teams involved in validating these assumptions before beginning the forecasting process.

Add Statistics to Your Forecasting:

Only 20% of demand planners use statistics in their demand forecasting. In my experience, statistics may be a little intimidating for the standard person. Your demand planner would most certainly be simpler at demand forecasting if they understood key statistical principles. this is often one among those cases where it’s absolutely worthwhile to take a position in education for your key employees. Find a web course, or maybe make plans for your employees to attend a course at the local university. Whatever route you’re taking , it’s important that the demand planner understand basics of statistics before deploying statistics-based software in your business. they ought to be comfortable with performing multivariate analysis , which is actually a tool to calculate correlation between different sets of historical data. With this data established, you’ll now employ basic statistical methods in your demand forecasting. As an example, if your business makes plumbing supplies, you’ll find that your business sales are highly correlated to the extent of latest construction starts. Or, if you create components for the car industry, you’ll find that your business growth is very correlated with consumer purchases of latest vehicles. By incorporating industry and economic indicators, it’s quite possible you’ll increase the accuracy of your demand forecasting by 10% or more. This action alone can dramatically decrease the quantity of stock and make your existing inventory management practices even simpler . you’ll further refine your statistical analysis by implementing a software package designed specifically for demand forecasting. Software packages aren’t ready to identify economic/industry predictors as described above, since that needs real humans that know your business. It requires human judgement to form decisions on which industry data is most relevant. However, these packages do shine at performing statistic analysis with historical data. Specifically, software is right at quantifying seasonal factors and order trends, both of which may further improve your forecasting.

Keep it simple:

Complex isn’t better when it involves demand planning. The forecasting method and tools that are right for a selected company depends on the extent of support they need and therefore the extent of data they have. the right solution could be a statistical approach or a consensus approach, a stand-alone tool or an enterprise wide solution. Common forecasting methods include:

  • Time series methods inspect historical data and project forward.
  • Regression methods examine previous/historical averages and outcomes and hypothesize relationships among variables.
  • Heuristic methods leverage the experience and expertise of company leaders.
  • Consensus approach methods involve the proper players across a corporation .

Utilize a Variety of Forecasting Methods:

When applying a spread of forecasting methods, you’ll leverage relevant historical and market data. so as to try to to this, you want to choose the foremost durable and effective model for your market. Then, you much blend the simplest features and shift between them to get successful and accurate forecast. one among these examples would be having historical demand be an excellent start line for forecasting mature products with a plentiful history. For products that are much newer, maybe consider utilizing advanced techniques like comparable forecasting. this may utilize historical data from similar products. Overall, utilizing a spread of forecasting methods are often extremely beneficial for improving demand planning within your operation.

Expect the unexpected:

The only guarantee in forecasting is that everything won’t go exactly as planned. this is often why having defined alternatives or backup plans (or what UPS likes to call a demand- responsive and versatile supply chain) is crucial. Companies should:

Ensure that you’ve got the pliability to quickly obtain alternate supplies from the sector and a time-sensitive service capability to deliver these.
Look at time-definite transportation services and options for shortening lead times and making them less variable.
Ensure that you’re working with carriers/vendors/partners that have flexible business models.
Plan ahead — for each scenario.

Collaborate With Other Functions:

Frequently, demand forecasting is viewed as a ‘supply chain activity’, and is managed in isolation. This perception prevents other functions from contributing valuable input into this critical forecasting process.The marketing leaders typically have the sole knowledge about long-term trends within the marketplace. Further, they’re conscious of upcoming product innovations, and will provide insight into upcoming changes within the company’s product portfolio. Sales leadership should even be included – Remember, the sales pipeline could even be a key component of demand forecasting, and you would like to make sure sales leaders understand how you’re including the pipeline data in both short-term and long-range forecasts.

Well-Defined Sales Pipeline:

The sales pipeline may be a critical input into your demand forecasting, because it informs the business of latest customer wins. To be an efficient input for forecasting future demand, it’s important that each one members of the sales team document their pipeline during a consistent manner. as an example , it’s not uncommon for a few sales associates to classify their sales prospects at a later stage versus the company policy. If this happens , the demand forecasting team will predict higher product demand than is acceptable . As example, I once worked with a business during which the sales team routinely classified prospects as ‘wins’, when actually that they had not yet won the account. While this action started with just a few sales leaders, it became widespread practice among the remaining sales team, who felt compelled to succeed in the extent of their peers. As a results of this practice, the business’s demand forecasting process nearly always overstated customer demand. By the time the management became conscious of this practice, their supply chain had already built a huge amount of excess inventory in anticipation of future demand. The inventory eventually aged, and therefore the business was forced to write down off and eliminate the inventory because it expired. In short, this made inventory management especially difficult. Because a reliable sales pipeline is so important, you’ll prefer to incentivize the sales team supported whether their pipeline reporting proves to be accurate. In my example above, the sales leaders were encouraged to report customer wins, because it affected their status on a pacesetter board. However, this resulted in over-reporting of latest wins and generated an inaccurate forecast of future demand. you ought to instead motivate the sales team to assist you accurately forecast demand for your products, even making it a part of the bonus structure. The pipeline should reflect both the likelihood of customer wins, also because the expected timing supported stage of every prospect. I encourage businesses to adopt consistent practices for quantifying the pipeline. you’ll then use risk-adjusted probabilities once you begin to forecast demand resulting from new wins. Sales prospects within the early stage should have little or no or zero impact within the demand forecast. Once the prospect has engaged with active contract negotiation, you’ll begin incorporate the likely outcome in your demand forecasting process. How this is able to add practice: you’ve got a sales prospect has indicated an interest in purchasing 1,000 quantity of a product per month, and have just begun negotiating pricing and payment terms together with your sales team. you sometimes realize 60% success rate for patrons at this stage of the sales cycle. For this reason, you’ll forecast demand for 600 units for subsequent month. Once the prospect has made a sale order, you then include the complete 1,000 units in your demand forecast.

Integrated Supply-Demand Forecasting :

Supply chain management needs accurate forecasting, also as sales and operations planning. to enhance this accuracy of your demand forecasts, you want to employ different models and draw data from a spread of sources. The quicker you’re ready to pull this data and share forecast the more valuable the knowledge are going to be for the organization.Another method to enhance your demand planning would be by utilizing a complicated planning and scheduling software. Advanced planning and scheduling software are often a key component within an operation which will increase efficiency within production.

Eliminate Unprofitable SKUs:

Virtually all businesses have an excessive number of product variants, many of which actually generate losses to the business. on the standard , about 20% of a company’s product portfolio generates three quarters of its sales. These are the high-volume products that are the mainstays of the portfolio, with highly predictable demand.Stepping down A level , subsequent 30-40% of products are still profitable, but generate lower volumes with slightly higher volatility. the lowest 20-30% of the merchandise portfolio generates little sales. this is often often often mentioned because the ‘product tail’ and demand for these products is extremely volatile. This bottom level of products frequently lose money, as it’s hard to predict demand for these products.Businesses often don’t realize that these are actually money losers, because they’ll actually generate sales and gross profit margin margin from these products. However, once you think that about the important cost of the merchandise tail, like warehouse cost and inventory scrap costs, they inevitably lose money. By eliminating unprofitable product variants, you will find that instead begin purchasing your hottest products instead – they’ll have bought a specific product variant simply because they were unaware of other options. albeit they don’t, you are still better off by eliminating products that cost you profit. Let’s be honest – it’s hard to make decisions to eliminate products. it’s virtually always easier to make investment decisions that end in increased capacity or added breadth to your line . It almost seems like a failure of the business once you’re taking steps to eliminate any product. this is often often largely why businesses often fail to make the specified decisions to prune the merchandise line.


Demand forecasting helps businesses make informed decisions that affect everything from inventory getting to supply chain optimization. With customer expectations changing faster than ever, businesses need a way to accurately forecast demand.Read more


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