Using the assortment forecasting method to enable sales force involvement in forecasting: A case study
International Journal of Physical Distribution & Logistics Management
ISSN: 0960-0035
Article publication date: 1 February 2004
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
:Emerald Group Publishing Limited
Copyright © 2004, Emerald Group Publishing Limited