Sales forecasting and collaboration are two business phenomena that have independently been recognized as contributing to improved organizational performance. The present research employs case study methodology to explore the synergies to be gained from combining the two processes. Depth interviews were conducted with executives at three firms currently engaged in collaborative forecasting with supply chain partners. Results revealed unique approaches to collaborative forecasting that circumvent the inhibitors of collaborative planning, forecasting, and replenishment adoption, and yield substantial improvement in company and supply chain performance including increased responsiveness, product availability assurance, optimized inventory and associated costs, and increased revenues and earnings. Seven guidelines to implementing interfirm collaborative forecasting are presented.
McCarthy, T.M. and Golicic, S.L. (2002), "Implementing collaborative forecasting to improve supply chain performance", International Journal of Physical Distribution & Logistics Management, Vol. 32 No. 6, pp. 431-454. https://doi.org/10.1108/09600030210437960
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