1. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain1

2. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain2 Why do you forecast? Who is involved in forecasting? –Marketing – Why? Do they influence forecast? –Production – Why? How do they influence? –Distribution – Why? How do they influence? –Channel Members – Why? How do they influence? –Suppliers – Why? How do they influence?

3. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain3 Characteristics of Forecasts Why are forecasts always wrong? Does this mean we should not forecast? What does it mean? Why are long-term forecasts less accurate than short-term forecasts? Why are aggregate forecasts typically more accurate than disaggregate forecasts? Are there cases when this would not be the case? Who needs to make forecasts? Should everyone in the supply chain use the same forecast?

4. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain4 When do you use? Qualitative – subjective judgment call Time series – crank the numbers Causal – correlate with known variables Simulation – combine various methods How do you determine which method to use? Would you use the same method to forecast – the outcome of the Miami football game –the amount of Coke to produce and –staffing for a hospital emergency room?

5. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain5 Basis for a forecast What do you use for a forecast? How do you forecast score of upcoming football game? –Qualitative - Poll sportscasters (experts) –Time series - Look at scores of last 10 games Level of scoring Trends Does schedule make difference –Causal – look at player and coaching data –Combination – time series plus modification by player and coaching data

6. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain6 Basic Questions What is the objective of forecasting? –Why is the forecast horizon important? Should all groups use the same forecast? Should demand forecasts be based on sales? Why is it important to identify the factors that influence demand? When would you have different forecasts for different customer segments? Which forecasting method is best? How do you determine how good a specific method is?

7. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain7 Forecasting method Static – once level, trend and seasonal factors determined keep using the same formula Adaptive – new data may reveal something about level, trend and seasonal changes – recalculate new formula each time

8. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain8 Time Series - Static Information needed –Demand level –Demand trend –Cyclical effect –Error Modify forecast by causal factors

9. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain9 Static time series forecasting Four steps –Deseasonalize know demands to prime regression model Must cover full cycle (each season) Average for each season if odd number of seasons See eq. 4.2 for even number of seasons –Use deseasonalized demand to calculate level and trend use regression to calculate intercept and trend –Use intercept and trend to forecast deseasonalized demand –Calculate Seasonal Factor (actual demand/forecast) –Calculate average seasonal factor –Calculate seasonal forecast Use average seasonal factor to adjust trend [(level + trends * period) * average seasonal factor] –See if forecast is good How big is your error? Is the forecast bias? (positive or negative) How much confidence can you have in forecast? –Spreadsheet to illustrate class problem (Save this to you hard drive so you can work on it.)Spreadsheet to illustrate class problem

10. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain10 Relationship between Beginning, End and Average of Period

11. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain11 Average for three Months

12. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain12 Average for 4 months

13. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain13 Seasonal Adjustments If one season how would you determine average demand for season

14. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain14 Seasonal Adjustment If you have an odd number of seasons in the cycle how would you determine average sales rate in the middle of the cycle?

15. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain15 Seasonal Adjustments If you have a 4 season cycle how would you calculate average sales for the middle of the fall quarter?

16. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain16 How do you do Seasonal Adjustment? Odd number of seasons in cycle –See equations 4,2 bottom Even number of seasons in cycle –Equation 4.2 top –Why can’t you calculate first 2 seasons –Why can’t you calculate last 2 seasons

17. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain17 Data hard to interpret

18. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain18 Plot helps see periods

19. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain19 Adaptive Model Steps (adjust as you go) Initialize just like static –Level –Trend –Cyclical Forecast –Prior forecast adjusted by actual demand for period Estimate error Modify forecast based on prior error

20. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain20 Adaptive Model Steps Moving average –Average of n preceding periods (Eq. 4.9) –Forecast equal to average of last n periods –When is the moving average appropriate? Exponential Smoothing –Forecast = α(prior forecast) + (1- α) last demand Concept (adjust last forecast by current experience) –Use same approach on Level Trend – Holt’s model Trend and Season – Winter’s model Which method is best? Can you modify forecast to reflect other casual factors?

21. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain21 How do you determine best forecasting method? What is purpose of forecast? What are you trying to do? What method do you use to evaluate value of forecast? What do you look for? –Mean absolute error –Bias What do you do if error is too high?

22. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain22 Expectations of this class When to forecast Different forecasting methods Forecasting horizon What do you forecast Availability of tools to assist you but you need to know how to evaluate each method How do you cope with forecast error?

23. Frank Davis 7/25/2002Demand Forecasting in a Supply Chain23 Do you need to know how to calculate each model? –Firms will have software packages –You need to understand them conceptually –Advanced classes will go into more detail You do need to know that the model is not as important as knowing how to check for accuracy of method – error testing