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Using the assortment forecasting method to enable sales force involvement in forecasting: A case study

Johanna Småros (Department of Industrial Engineering and Management, Helsinki University of Technology, Helsinki, Finland)
Markus Hellström (Candyking International Ltd, Helsinki, Finland)

International Journal of Physical Distribution & Logistics Management

ISSN: 0960-0035

Article publication date: 1 February 2004

4188

Abstract

The paper presents how a European pick‐and‐mix confectionery company has employed a new forecasting approach – assortment forecasting – to reduce significantly time spent on forecasting by working with an entire assortment at a time instead of producing a forecast for each product individually. The implementation of a less time‐consuming forecasting method has enabled the company to involve its salespeople in forecasting and in this way gain access to their product and market knowledge. The case company's implementation of the new forecasting method is described and its forecasting accuracy and time spent on forecasting before and after the implementation are measured. The results demonstrate a remarkable increase in forecasting efficiency as well as improved communication within the company.

Keywords

Citation

Småros, J. and Hellström, M. (2004), "Using the assortment forecasting method to enable sales force involvement in forecasting: A case study", International Journal of Physical Distribution & Logistics Management, Vol. 34 No. 2, pp. 140-157. https://doi.org/10.1108/09600030410526932

Publisher

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited

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