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Forecasting Demand for Computer PeripheralsClient Problem: Forecasting Demand for Computer PeripheralsA peripherals division of a major computer firm was struggling to forecast demand for a key product family. The division accounted for over 25% of corporate revenues and was an important component of the company's overall success. Unfortunately, the internally developed model for the division was unreliable and had to be tweaked continually to resolve discrepancies between forecasted and actual results. This model was highly dependent on speculative (often undocumented) and biased adjustments. The division needed a better way to forecast future demand. Global Insight Approach: Customized Forecast Model Based on Objective Business Drivers Global Insight isolated the true product demand drivers by analyzing the division's product-level sales data against our own proprietary demographic and economic data. With the resulting insights, we were able to develop a more accurate forecast model that consistently predicted sales of individual products and product families by geography and industry. Outcome: More Transparent and Reliable Forecasting By clearly linking demand to the underlying economic and business drivers, Global Insight transformed product forecasting from a "black box" exercise into a transparent, reliable, and repeatable process. This allowed the client to focus more proactive attention on managing the lifecycles of multiple product generations. |
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