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Demand Management & Forecasting

Demand Management & Forecasting

Course Length: 02 days
Language: English

This two-day business forecasting course covers the fundamentals of demand management and planning, including roles/responsibilities and accountabilities, definitions, process flows, levels, timing and horizons, technologies, and mechanics.

The instructors explain best practices companies are applying today; beginning with giving you a perspective on broad demand management techniques and success drivers and ending with you knowing where the gaps are in your business process, tools, and people capabilities, and what to do about them when you get back to your desk.

Who this course is for

  • New demand planners/managers and forecaster

  • Experienced demand planners/managers looking for an update on best practice

  • Someone wanting to understand how the demand planning side of the supply chain equation should operate

  • Someone investigating demand planning as a possible career move

Course Content

  • Introduction and Course Objectives

  • Business Context Realities

  • Operating Goals of Your Company?

  • The Balancing Act

  • The Bullwhip Effect

  • The Business Master Planning


  • Strategic/Business Planning

  • SWOT Analysis

  • Demand Management and Forecasting

  • Distribution Requirements Planning (DRP)

  • Sales and Operations Planning (S&OP)

  • Resource Planning (RP)

  • Master Production Scheduling (MPS)

  • Rough Cut Capacity Planning (RCCP)

Demand Management and Planning

  • The elements of Demand Management

  • Sources of demand variability

  • Demand Forecasting

  • Customer Relationship Management (CRM)

  • Order Cycle Management

Demand Forecasting

  • Basic Principles

  • Collaborative Forecasting

  • The Demand Planner/Forecaster

  • Forecast Horizon and Cycle

  • ABC Classification in Forecasting

Demand Forecasting Process

  • Data Cleaning Process

  • Data Analysis

  • Establishing Forecasting Baseline and Assumptions

Forecasting Techniques

  • Qualitative Techniques and Exercises: Pyramid Forecasting, Pyramid forecasting Exercise, New Product Introduction, Life Cycle Analogy in Forecasting

  • Use of Extrinsic Techniques

  • Quantitative Techniques and Exercises: Naive Forecasting, Simple Moving Average, Exponential Smoothing, Exponential Smoothing Exercise, Seasonal Demand Forecasting, Time Series Decomposition

  • Measuring Forecasting Error

  • Improving Forecast Accuracy

  • Challenges and Success Factors

  • Distribution Requirements Planning (DRP): Push vs. Pull System, DRP Exercise

  • Sales and Operations Planning (S&OP): S&OP Planning Process, S&OP Roles and Responsibilities, S&OP Challenges and Success Factors, S&OP Exercise

  • Master Production Scheduling (MPS): Available To Promise (ATP), MPS Exercise

  • Implementing Demand Management and Forecasting

For further information and registration, please email us at

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