Executive Sales Forecasting and Demand Management

A critical but difficult area is to achieve an accurate forecast in order to drive the supply chain plans, which are the foundation of reliable deliveries to customers. Clearly forecasts cannot be accurate, and therefore there has to be a clear process in place to manage the inaccuracy of forecasts.

There are many reasons why forecasts are inaccurate. This workshop sets out to share with delegates how to tackle these causes, and significantly improve the accuracy of forecasts.

Agenda

The workshop will cover:

• The definition of a forecast, and the critical difference between a forecast of customer requirements and a plan of what you need to make and buy
• The key elements of the forecasting process:
• Developing a statistical forecast – where is it appropriate, and how the information should be used
• Getting sales and marketing intelligence on the latest demand picture, through effective new product and promotional management, based on assumptions. 
• Measurement of forecast accuracy, and discussion on the targets for this, and who should be held accountable
• Establishment of collaboration – a dream or emerging reality?
• How to identify and manage abnormal demand
• Development of safety stock and safety capacity strategies to support the inaccuracy of the forecast

Who should attend?

Anyone who interfaces with the customer, who is interested in improving delivery service performance; operations personnel who are at the receiving end today of wildly inaccurate forecasts, who would like them to be better; financial personnel who want to be able to get a reliable financial forecast to provide to the CEO, Board, and parent companies.

What will delegates learn?

The delegate will learn best practise on forecasting as derived from experience in many industries – ranging from chemical, through engineering, pharmaceuticals and on to fast moving consumer goods. They will learn the issues behind developing a more accurate forecast, how to measure the accuracy of forecasts, and how to manage the situation when they are inevitably wrong.

Workshop Leader:

Richard Watkins is a founding member The Delos Partnership. He has 20 years of experience in helping companies with the understanding and implementation of Integrated Enterprise Leadership, Sales Forecasting and Demand Management, Supply Chain Management, Innovation, Performance Management and Lean and Agile improvement concepts. Prior to that, he implemented a global Sales Forecasting and Demand Management process in ICI Agrochemicals. Delos provides educational and consulting support to companies involved in the manufacturing and distribution of products through the global supply chain, creating a passion for perfection.

Fees: Members - £95; Non-members - £190
(Non-member rate includes one year's Associate Membership of IOM)

To book, complete and return the booking form here or contact Membership Services. Tel: 01536 740105. Email: members@iomnet.org.uk quoting Booking Code: IOM047.