KOHLER®: Forecasting For Project-Based Market
El Khazendar Business Research and Case Center
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.
Cases on Business and Management in the MENA Region: New Trends and Opportunities
KOHLER, Project-Based Market, sales forecasts, stock-keeping units
(2011).KOHLER®: Forecasting For Project-Based Market. IGI Global. , 256-269
Awni, Ali, et al.
KOHLER®: Forecasting For Project-Based Market. IGI Global, 2011.pp. 256-269