Value of judgemental adjustments to promotional forecasting

Sales forecasting is becoming increasingly complex, due to a range of factors, such as the shortening of product life cycles, increasingly competitive markets, and aggressive marketing. Companies often use some form of Forecasting Support System (FSS) to integrate univariate statistical baseline forecasts with expert judgement from demand planners, essentially adding information from additional factors to the statistical forecasts. Promotional and…

Judgmental reconciliation of hierarchical forecasts

Producing forecasts at different hierarchical levels (company-level, sector-level, SKU-level) using different aggregations of the data can lead to substantial differences. Various statistical reconciliation approaches have been considered. The bottom-up approach suggests that forecasts should be produced at the lowest level of aggregation (SKU-level) and forecasts at higher levels are derived by simply aggregating the lower-level forecasts. On the other hand,…