Judgemental revision of sales forecasts: The relative performance of judgementally revised versus non-revised forecasts

The judgemental revision of sales forecasts is an issue which is receiving increasing attention in the forecasting literature. This paper compares the performance of forecasts after revision by managers with that of the forecasts which were accepted by them without revision. The data set consists of sales forecasting data from an industrial company, spanning six quarterly periods and relating to some 900 individual products. The findings show that, in general, the improvements made by managers bring the forecast errors of revised forecasts more into line with non-revised forecasts, but the change is often marginal, and the best result is equivalence between revised and non-revised forecasts.     

Judgemental revision of sales forecasts: Effectiveness of forecast selection

When managers make revisions to sales forecasts initially generated by a rational quantitative model it is important that the particular forecasts selected for adjustment are those which would benefit most from the adjustment process (i.e. realize high errors). This study reports an empirical investigation on this issue, spanning six quarterly forecasting periods and incorporating forecasting data on over 850 products. The results show that the errors of the forecasts chosen for revision are, in general, higher than those which were not chosen. In addition, it is shown that managesrs tend to revise forecasts which are initially low, hence possibily introducing some degree of bias into the overall forecasts.     

The use of non-time series information in sales forecasting: A case study

The contribution of product and industry knowledge to the accuracy of sales forecasting was investigated by examining the company forecasts of a leading manufacturer and marketer of consumable products. The company forecasts of 18 products produced by a meeting of marketing, sales, and production personnel were compared with those generated by the same company personnel when denied specific product knowledge and with the forecasts of selected judgemental and statistical time series methods. Results indicated that product knowledge contributed significantly to forecast accuracy and that the forecast accuracy of company personnel who possessed industry forecasting knowledge (but not product knowledge) was not significantly different from the time series based methods. Furthermore, the company forecasts were more accurate than averages of the judgemental and statistical time series forecasts. These results point to the importance of specific product information to forecast accuracy and accordingly call into question the continuing strong emphasis on improving extrapolation techniques without consideration of the inclusion of non-time series knowledge.     

Algorithms for explaining forecast revisions

Forecasts are routinely revised, and these revisions are often the subject of informal analysis and discussion. This paper argues (1) that forecast revisions are analyzed because they help forecasters and forecast users to evaluate forecasts and forecasting procedures and (2) that these analyses can be sharpened by using the forecasting model to systematically express its forecast revision as the sum of components identified with specific subsets of new information, such as data revisions and forecast errors. An algorithm for this purpose is explained and illustrated.     

Development of a multifunctional sales response model with the diagnostic aid of artificial neural networks

This paper proposes an approach that models and forecasts sales through a flexible parametric response function (multifunctional), allowing for differentiated behavioural assumptions of the response determinants to be specified, and uses neural network modelling as a re‐specification tool for the response model in order to improve forecasting performance. An initial experiment on a sample of sales data demonstrates feasibility and gives comparative insights via alternative model specifications. Copyright © 2005 John Wiley & Sons, Ltd.     

Merging monthly and quarterly forecasts: Experience with mqem

Forecasts from quarterly econometric models are typically revised on a monthly basis to reflect the information in current economic data. The revision process usually involves setting targets for the quarterly values of endogenous variables for which monthly observations are available and then altering the intercept terms in the quarterly forecasting model to achieve the target values. A formal statistical approach to the use of monthly data to update quarterly forecasts is described and the procedure is applied to the Michigan Quarterly Econometric Model of the US Economy. The procedure is evaluated in terms of both ex post and ex ante forecasting performance. The ex ante results for 1986 and 1987 indicate that the method is quite promising. With a few notable exceptions, the formal procedure produces forecasts of GNP growth that are very close to the published ex ante forecasts.     

Evaluating forecasts: a look at aggregate bias and accuracy measures

In this paper an investigation is made of the properties and use of two aggregate measures of forecast bias and accuracy. These are metrics used in business to calculate aggregate forecasting performance for a family (group) of products. We find that the aggregate measures are not particularly informative if some of the one‐step‐ahead forecasts are biased. This is likely to be the case in practice if frequently employed forecasting methods are used to generate a large number of individual forecasts. In the paper, examples are constructed to illustrate some potential problems in the use of the metrics. We propose a simple graphical display of forecast bias and accuracy to supplement the information yielded by the accuracy measures. This support includes relevant boxplots of measures of individual forecasting success. This tool is simple but helpful as the graphic display has the potential to indicate forecast deterioration that can be masked by one or both of the aggregate metrics. The procedures are illustrated with data representing sales of food items. Copyright © 2005 John Wiley & Sons, Ltd.     

Forecasting the recent behavior of US business fixed investment spending: an analysis of competing models

We evaluate forecasting models of US business fixed investment spending growth over the recent 1995:1–2004:2 out‐of‐sample period. The forecasting models are based on the conventional Accelerator, Neoclassical, Average Q, and Cash‐Flow models of investment spending, as well as real stock prices and excess stock return predictors. The real stock price model typically generates the most accurate forecasts, and forecast‐encompassing tests indicate that this model contains most of the information useful for forecasting investment spending growth relative to the other models at longer horizons. In a robustness check, we also evaluate the forecasting performance of the models over two alternative out‐of‐sample periods: 1975:1–1984:4 and 1985:1–1994:4. A number of different models produce the most accurate forecasts over these alternative out‐of‐sample periods, indicating that while the real stock price model appears particularly useful for forecasting the recent behavior of investment spending growth, it may not continue to perform well in future periods. Copyright © 2007 John Wiley & Sons, Ltd.     

Long‐term sales forecasting using holt–winters and neural network methods

The problem of medium to long‐term sales forecasting raises a number of requirements that must be suitably addressed in the design of the employed forecasting methods. These include long forecasting horizons (up to 52 periods ahead), a high number of quantities to be forecasted, which limits the possibility of human intervention, frequent introduction of new articles (for which no past sales are available for parameter calibration) and withdrawal of running articles. The problem has been tackled by use of a damped‐trend Holt–Winters method as well as feedforward multilayer neural networks (FMNNs) applied to sales data from two German companies. Copyright © 2005 John Wiley & Sons, Ltd.     

Forecasting for business planning: A case study of IBM product sales

This is a case study of a closely managed product. Its purpose is to determine whether time-series methods can be appropriate for business planning. By appropriate, we mean two things: whether these methods can model and estimate the special events or features that are often present in sales data; and whether they can forecast accurately enough one, two and four quarters ahead to be useful for business planning. We use two time-series methods, Box-Jenkins modeling and Holt-Winters adaptive forecasting, to obtain forecasts of shipments of a closely managed product. We show how Box-Jenkins transfer-function models can account for the special events in the data. We develop criteria for choosing a final model which differ from the usual methods and are specifically directed towards maximizing the accuracy of next-quarter, next-half-year and next-full-year forecasts. We find that the best Box-Jenkins models give forecasts which are clearly better than those obtained from Holt-Winters forecast functions, and are also better than the judgmental forecasts of IBM's own planners. In conclusion, we judge that Box-Jenkins models can be appropriate for business planning, in particular for determining at the end of the year baseline business-as-usual annual and monthly forecasts for the next year, and in mid-year for resetting the remaining monthly forecasts.     

Short‐term salmon price forecasting

This study establishes a benchmark for short‐term salmon price forecasting. The weekly spot price of Norwegian farmed Atlantic salmon is predicted 1–5 weeks ahead using data from 2007 to 2014. Sixteen alternative forecasting methods are considered, ranging from classical time series models to customized machine learning techniques to salmon futures prices. The best predictions are delivered by k‐nearest neighbors method for 1 week ahead; vector error correction model estimated using elastic net regularization for 2 and 3 weeks ahead; and futures prices for 4 and 5 weeks ahead. While the nominal gains in forecast accuracy over a naïve benchmark are small, the economic value of the forecasts is considerable. Using a simple trading strategy for timing the sales based on price forecasts could increase the net profit of a salmon farmer by around 7%.     

Co-integration,error correction and improved medium-term regional VAR forecasting

This study investigates possible improvements in medium-term VAR forecasting of state retail sales and personal income when the two series are co-integrated and represent an error-correction system. For each of North Carolina and New York, three regional vector autoregression (VAR) models are specified; an unrestricted two-equation model consisting of the two state variables, a five-equation unrestricted model with three national variables added and a Bayesian (BVAR) version of the second model. For each state, the co-integration and error-correction relationship of the two state variables is verified and an error-correction version of each model specified. Twelve successive ex ante five-year forecasts are then generated for each of the state models. The results show that including an error-correction mechanism when statistically significant improves medium-term forecasting accuracy in every case.     

The Euro‐Sting Revisited: The Usefulness of Financial Indicators to Obtain Euro Area GDP Forecasts

This paper uses an extension of the Euro‐Sting single‐index dynamic factor model to construct short‐term forecasts of quarterly GDP growth for the euro area by accounting for financial variables as leading indicators. From a simulated real‐time exercise, the model is used to investigate the forecasting accuracy across the different phases of the business cycle. Our extension is also used to evaluate the relative forecasting ability of the two most reliable business cycle surveys for the euro area: the PMI and the ESI. We show that the latter produces more accurate GDP forecasts than the former. Finally, the proposed model is also characterized by its great ability to capture the European business cycle, as well as the probabilities of expansion and/or contraction periods. Copyright © 2014 John Wiley & Sons, Ltd.     

A comparative evaluation of objective and subjective weather forecasts in the united states

This paper is concerned primarily with the evaluation and comparison of objective and subjective weather forecasts. Operational forecasts of three weather elements are considered: (1) probability forecasts of precipitation occurrence, (2) categorical (i.e. non-probabilistic) forecasts of maximum and minimum temperatures and (3) categorical forecasts of cloud amount. The objective forecasts are prepared by numerical-statistical procedures, whereas the subjective forecasts are based on the judgements of individual forecasters. In formulating the latter, the forecasters consult information from a variety of sources, including the objective forecasts themselves. The precipitation probability forecasts are found to be both reliable and skilful, and evaluation of the temperature/cloud amount forecasts reveals that they are quite accurate/skilful. Comparison of the objective and subjective forecasts of precipitation occurrence indicates that the latter are generally more skilful than the former for shorter lead times (e.g. 12–24 hours), whereas the two types of forecasts are of approximately equal skill for longer lead times (e.g. 36–48 hours). Similar results are obtained for the maximum and minimum temperature forecasts. Objective cloud amount forecasts are more skilful than subjective cloud amount forecasts for all lead times. Examination of trends in performance over the last decade reveals that both types of forecasts for all three elements increased in skill (or accuracy) over the period, with improvements in objective forecasts equalling or exceeding improvements in subjective forecasts. The role and impact of the objective forecasts in the subjective weather forecasting process are discussed in some detail. The need to conduct controlled experiments and other studies of this process, with particular reference to the assimilation of information from different sources, is emphasized. Important characteristics of the forecasting system in meteorology are identified, and they are used to describe similarities and differences between weather forecasting and forecasting in other fields. Acquisition of some of these characteristics may be beneficial to other forecasting systems.     

Intermittent demand forecasting in the Enterprise: Empirical verification

Forecasting methods are often valued by means of simulation studies. For intermittent demand items there are often very few non–zero observations, so it is hard to check any assumptions, because statistical information is often too weak to determine, for example, distribution of a variable. Therefore, it seems important to verify the forecasting methods on the basis of real data. The main aim of the article is an empirical verification of several forecasting methods applicable in case of intermittent demand. Some items are sold only in specific subperiods (in given month in each year, for example), but most forecasting methods (such as Croston's method) give non–zero forecasts for all periods. For example, summer work clothes should have non–zero forecasts only for summer months and many methods will usually provide non–zero forecasts for all months under consideration. This was the motivation for proposing and testing a new forecasting technique which can be applicable to seasonal items. In the article six methods were applied to construct separate forecasting systems: Croston's, SBA (Syntetos–Boylan Approximation), TSB (Teunter, Syntetos, Babai), MA (Moving Average), SES (Simple Exponential Smoothing) and SESAP (Simple Exponential Smoothing for Analogous subPeriods). The latter method (SESAP) is an author's proposal dedicated for companies facing the problem of seasonal items. By analogous subperiods the same subperiods in each year are understood, for example, the same months in each year. A data set from the real company was used to apply all the above forecasting procedures. That data set contained monthly time series for about nine thousand products. The forecasts accuracy was tested by means of both parametric and non–parametric measures. The scaled mean and the scaled root mean squared error were used to check biasedness and efficiency. Also, the mean absolute scaled error and the shares of best forecasts were estimated. The general conclusion is that in the analyzed company a forecasting system should be based on two forecasting methods: TSB and SESAP, but the latter method should be applied only to seasonal items (products sold only in specific subperiods). It also turned out that Croston's and SBA methods work worse than much simpler methods, such as SES or MA. The presented analysis might be helpful for enterprises facing the problem of forecasting intermittent items (and seasonal intermittent items as well).     

The maximum and minimum of primary forecasts

The purpose of this paper is to suggest that the maximum (or minimum) of a number of primary forecasts may make a valuable addition to the forecasting accuracy of a combination of forecasts. Such forecasts are readily computable. Theoretical results are presented for two unbiased forecasts with correlated normally distributed errors, showing that the maximum (minimum) of two forecasts can have a smaller error variance than either of the primary forecasts and the forecast error can have low correlation with the primary errors. Empirical results are obtained for two different sets of forecasts available in the literature, and it is observed that a combination forecast including the maximum and/or minimum has attractive forecasting properties.     

Modelling the advertising-sales relationship through use of multiple time series techniques

When time series data are available for both advertising and sales, it may be worth while to model the two series jointly. Such an analysis may contribute to our understanding of the dynamic relationships among the series and may improve the accuracy of forecasts. Multiple time series techniques are applied to the well-known Lydia Pinkham data to illustrate their use in modelling the advertising-sales relationship. In analysing the Lydia Pinkham data the need for a joint model is established and a bivariate model is identified, estimated and checked. Its forecasting properties are discussed and compared to other time series approaches.     

Towards a taxonomy of forecast error measures a factor-comparative investigation of forecast error dimensions

This study explores the nature of information conveyed by 14 error measures drawn from the literature, using real-life forecasting data from 691 individual product items over six quarterly periods. Principal components analysis is used to derive factor solutions that are subsequently compared for two forecasting methods, a version of Holt's exponential smoothing, and the random walk model (Naive 1). The results reveal four underlying forecast error dimensions that are stable across the two factor solutions. The potentially confounding influence of sales volume on the derived error dimensions is also explored via correlation analysis.     

Sales forecasting using multi-equation transfer function models

The purpose of this study is first, to demonstrate how multivariate forecasting models can be effectively used to generate high performance forecasts for typical business applications. Second, this study compares the forecasts generated by a simultaneous transfer function model (STF) model and a white noise regression model with that of a univariate ARIMA model. The accuracy of these forecasting models is judged using their residual variances and forecasting errors in a post-sample period. It is found that ignoring the residual serial correlation can greatly degrade the forecasting performance of a multi-variable model, and in some situations, cause a multi-variable model to perform inferior to a univariate ARIMA model. This paper also demonstrates how a forecaster can use an STF model to compute both the multi-step ahead forecasts and their variances easily.     

Dynamic Model Averaging and CPI Inflation Forecasts: A Comparison between the Euro Area and the United States

The paper forecasts consumer price inflation in the euro area (EA) and in the USA between 1980:Q1 and 2012:Q4 based on a large set of predictors, with dynamic model averaging (DMA) and dynamic model selection (DMS). DMA/DMS allows not solely for coefficients to change over time, but also for changes in the entire forecasting model over time. DMA/DMS provides on average the best inflation forecasts with regard to alternative approaches (such as the random walk). DMS outperforms DMA. These results are robust for different sample periods and for various forecast horizons. The paper highlights common features between the USA and the EA. First, two groups of predictors forecast inflation: temporary fundamentals that have a frequent impact on inflation but only for short time periods; and persistent fundamentals whose switches are less frequent over time. Second, the importance of some variables (particularly international food commodity prices, house prices and oil prices) as predictors for consumer price index inflation increases when such variables experience large shocks. The paper also shows that significant differences prevail in the forecasting models between the USA and the EA. Such differences can be explained by the structure of these respective economies. Copyright © 2015 John Wiley & Sons, Ltd.