Demand Planning and Sales Forecasting
About the Training Program
Demand planning focuses on generating accurate and reliable sales forecasts.
Organizations need systematic approaches to produce forecasts quickly and effectively.
This course covers structuring demand planning processes and forecasting methods with hands-on exercises.
Quantitative and judgemental approaches will be compared and discussed.
All presentations and printed course materials provided to participants are in English.
To learn more about demand planning, click here.
Who Should Attend?
- Demand Management, Demand Planning
- Sales Management
- Marketing Management
- Sales Operations
- Supply Chain Management
- Production Planning
- Finance, Budgeting
- Logistics Management
- IT Management
- Those seeking a career in demand planning
Summarized Training Contents (2 days)
- What factors affect sales/demand?
- Long-, medium-, and short-term planning horizons
- Forecasting stationary, trend and seasonal demand
- Sales & Operations Planning (S&OP/IBP)
- Forecast accuracy and key indicators
Day 1:
Forecasting Processes,
Basic Methods and Accuracy
- Data quality and cleansing
- Assumption management, top-down, bottom-up, middle-out
- Product introductions/exits, new products, lifecycles
- Intermittent demand, promotions
- Determining safety stock levels
Day 2:
Advanced Forecasting Methods
and Process Improvement
Detailed Training Contents (2 days)
- Which factors influence sales/demand?
- Who produces forecasts and who uses them?
- Process structure: horizons, periods and frequency
- Forecast pyramid, grouped and detailed forecasts - DFU
- How to institutionalize forecasting?
- Long-, medium-, and short-term planning processes
- Exercises on MS Excel
- Forecasting stationary, trend and seasonal demand
- Moving averages, medians, weighting
- Sales & Operations Planning (S&OP/IBP)
- S&OP: Demand and Supply Planning
- Collaboration in Supply Chains, CPFR
- Forecast accuracy and key indicators
- Exercises on MS Excel
Day 1:
Forecasting Processes,
Basic Methods and Accuracy
- Data quality and cleansing
- Lost sales, event history, data enrichment
- Modeling nonlinear trends
- Decomposition for trend and seasonality
- Multiple regression, ARIMA models
- Exponential smoothing, Holt-Winters, Croston's method
- Exercises on MS Excel
- Assumptions management, top-down, bottom-up, middle-out
- Product introductions/exits, new products, lifecycles
- Intermittent demand, promotions
- Budget gap analysis, demand prioritization
- Determining safety stock levels
- Forecast accuracy, advanced indicators
- Exercises on MS Excel
Day 2:
Advanced Forecasting Methods
and Process Improvement
Corporate References
Our trainings are preferred by leading industrial companies in Türkiye.
Over 60+ sessions delivered with participants from 100+ companies totaling 500+ managers and employees.
This course has been delivered as In-house Training for the companies listed below.
Participant Feedback
Certification
Participants will receive a Certificate of Attendance indicating each day attended.
About the Instructor
The training modules are delivered by Dr. İlker Guclu, the program's designer and developer.
İlker completed his BSc, MSc and PhD at Bosphorus University, Department of Industrial Engineering.
Since 2003, he has worked in industry-focused training and consulting services, with the last 15+ years focused on supply chain management and optimization.
İlker is married and a father of two.
For the instructor's CV, see here.