Customer Reviews

Sales Forecasting: A New Approach

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I work in aerospace manufacturing. We have implemented various forecasting processes over the course of the past few years, but all have been lacking in some way for a variety of reasons. I have read a whole host of books on forecasting and have studied it formally in school. It was all helpful, but this book was by far the most instrumental in helping to improve our overall process to the greatest degree. I came upon this book after reading Thomas Wallace's Sales and Operations Planning (S&OP) book. We have created and use successfully a S&OP process at my job, and that book was instrumental in filling in many holes that I came across. Reading the forecasting book seemed promising for the same reason, a new method for filling in forecasting holes. Sales Forecasting was outstanding in that respect. It seems that this book was written specifically for me and the issues that I continuously encountered in forecasting the demand for Aftermarket Spare and Repair parts. I have since altered my forecasting process to mirror the approach laid out in the book, and it has worked very well. We have changed who is accountable for the forecast, at what level we forecast, and most importantly, we have concentrated on making the process continuously better, while losing the obsession with forecast accuracy that we had maintained.

I have recommended this book to upper level management and to demand planners at our other plants. I most certainly recommend this book highly to everyone.

Expected to find in it tools how to help SALES PEOPLE to forecast more accuratly, I found instead a detailed covery on how Production can better take the sales forecasting and develop a better Demand Forecasting...