Inventory Management: Grab the Bull by Both Horns
Forecast Internet and catalog sales with equal confidence
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Ray Goodman
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Statistical Weekly Forecasting
Internet sales planning has two fundamental differences from catalog. One, the annual sales trends are more consistent over time, as there aren’t single mailing dates where millions of catalogs are released. Two, the planning time horizon is much shorter because product changes can be made in a matter of hours. This requires an approach to demand forecasting that’s better suited to evaluating the factors that drive sales on the Web site using statistical weekly forecasting.
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