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Why forecast?
Timely
Accurate
Reliable (should work consistently)
Forecast expressed in meaningful units
Communicated in writing
Simple to understand and use
Types of Forecasts
Qualitative
o Judgment and opinion
o Sales force
o Consumer surveys
o Delphi technique
Quantitative
o Regression and Correlation (associative)
o Time series
Forecasts Based on Time Series Data
Naïve Methods
Naïve Forecast – uses a single previous value of a time series as the basis of a
forecast.
Ft yt 1
Moving Average
A i
Ft i 1
n
Exponential Smoothing
Ft Ft 1 ( At 1 Ft 1 )
Techniques for Trend
yt a bt
where :
t specified number of time periods from t 0
y t forecast for time period t
a value of yt at t
b slope of the line
yt a bt ct 2
where :
t specified number of time periods from t 0
y t forecast for time period t
a value of yt at t
b slope of the line
What is seasonality?
Measures of Accuracy
o Mean Absolute Deviation (MAD)
o Mean Squared Error (MSE)
o Mean Absolute Percentage Error (MAPE)
MAD
Actual Forecast
n
MSE
( Actual Forecast ) 2
n 1
Tracking Signal
Tracking Signal
( Actual Forecast )
MAD
Problems:
National Mixer Inc., sells can openers. Monthly sales for a seven-month period were as follows:
Sales
Month (000 units)
Feb 19
March 18
April 15
May 20
June 18
July 22
August 20
(d) What does use of the term sales rather than demand presume?
EXCEL SOLUTION
Click on the graph created above (note that when you do this an item called CHART will appear
on the Excel menu bar)
Click on Chart > Add Trend Line
Click on the most appropriate Trend Regression Type
Click OK
(b) Forecast September sales volume using:
Sales data
Coded time period
(3) Exponential Smoothing with a smoothing constant of 0.20, assuming March forecast of 19(000)
(5) A weighted average using 0.60 for August, 0.30 for July, and 0.10 for June
Problem 5 (110)
A cosmetics manufacturer’s marketing department has developed a linear trend equation that can be used to
predict annual sales of its popular Hand & Foot Cream.
yt =80 + 15 t
(b) Predict annual sales for the year 2006 using the equation
Problem 15 (113)
Obtain estimates of daily relatives for the number of customers at a restaurant for the evening meal, given the
following data. (Hint: Use a seven-day moving average)
New car sales for a dealer in Cook County, Illinois, for the past year are shown in the following table, along with
monthly (seasonal) relatives, which are supplied to the dealer by the regional distributor.
Units Units
Month Sold Index Month Sold Index
Jan 640 0.80 Jul 765 0.90
Feb 648 0.80 Aug 805 1.15
Mar 630 0.70 Sept 840 1.20
April 761 0.94 Oct 828 1.20
May 735 0.89 Nov 840 1.25
Jun 850 1.00 Dec 800 1.25
(c) Plot the deseasonalized data on the same graph as the original data. Comment on the two graphs.
Excel Solution
Two different forecasting techniques (F1 and F2) were used to forecast demand for cases of bottled water. Actual
demand and the two sets of forecasts are as follows:
Predicted Demand
Period Demand F1 F2
1 68 66 66
2 75 68 68
3 70 72 70
4 74 71 72
5 69 72 74
6 72 70 76
7 80 71 78
8 78 74 80
(a) Compute MAD for each set of forecasts. Given your results, which forecast appears to be the most
accurate? Explain.
(b) Compute MSE for each set of forecasts. Given your results, which forecast appears to be the most
accurate? Explain.
(c) In practice, either MAD or MSE would be employed to compute forecast errors. What factors might lead
you to choose one rather than the other?
(d) Compute MAPE for each data set. Which forecast appears to be more accurate?
Excel Solution =ABS(c7-d7) =(c7-d7)^2 =ABS(c7-d7)/c7
=AVERAGE(G8:G15)
=SUM(J8:J15)/(COUNT(J8:J15)-1)
=AVERAGE(M8:M15)