KOHLER®: Forecasting For Project-Based Market

Authors

Ali Awni, The American University in Cairo (AUC)Follow
Mohamed Nada

Files

Department

El Khazendar Business Research and Case Center

Abstract

A newly appointed Middle East regional marketing manager for a major sanitary ware producer is exploring options to improve sales forecasts. The old forecasting method, which was based on historical sales from distributors’ retail stores, performed very poorly. Regional sales were driven mainly by large construction projects in the Gulf countries. A new approach that explicitly considers the status of each project and the stock-keeping units (SKUs) demanded shows promise.

Publication Date

2011

Document Type

Book Chapter

Book Title

Cases on Business and Management in the MENA Region: New Trends and Opportunities

ISBN

ISBN139781609605834

Publisher

IGI Global

City

Cairo, Egypt

First Page

256

Last Page

269

Keywords

KOHLER, Project-Based Market, sales forecasts, stock-keeping units

Recommended Citation

APA Citation

Awni, A. & Nada, M. (2011).KOHLER®: Forecasting For Project-Based Market. IGI Global. , 256-269
https://fount.aucegypt.edu/faculty_book_chapters/1194

MLA Citation

Awni, Ali, et al. KOHLER®: Forecasting For Project-Based Market. IGI Global, 2011.pp. 256-269
https://fount.aucegypt.edu/faculty_book_chapters/1194