Overview

As a rule, company-specific adjustments to the sales forecast figures are calculated based on the consolidated (market-driven) sales forecast.

Population and calculation rules are defined in the plan profile and include values of various coefficients, selection of relevant product categories, and other settings.

This page guides you how to calculate the sales forecast adjustments for marketing activities by applying population rules to the consolidated sales forecast (adjusted for capital projects).  

M&A activities and the running or upcoming marketing activities/events/projects like marketing campaigns or rebranding are also considered in these adjustments.

As a result of the process, the impacts of the marketing activities are considered, the sales forecast adjustment is calculated, and the reasons are documented.

Adjust sales forecast for marketing activities flowchart

Paths

How to find and review budget tasks

1. Go to Budgeting and planning and click My budget tasks under Budget process.

2. Find the Budget task related to the budgeting process step and open it.

3. In the Budget task document, click the Additional information tab.

4. Review the time requirements in the Due date field.

5. Review the task details in the Instructions field and make sure you understand them.

6. Review the start date and time in the Start field.

7. Review the Main task and Process stage - base document fields.

8. Click the hyperlink in the middle of the form and review the input settings.

9. Click the Task action tab.

10. Click Enter plan to drill down to the entry form to fill in or the reference document.

Paths

How to adjust sales forecast for effect of marketing activities

1. Go to Budgeting and planning and click Sales forecast by categories under Sales and operations plans.

2. Open the Sales forecast by categories document and go to the Main tab.

3. Fill in the Scenario and the Plan profile relevant for the planning step.

4. Specify the Period to fill in.

5. Choose the Business unit (or Dispatching unit), Warehouse, or other applicable analytics, if required by the plan profile settings.

6. In the Comment field, specify the business activities/events/projects you consider in this adjustment document.

7. Go to the Product categories / Goods / Manufactured products tab.

8. Click Fill in categories / goods → By default rule. The system will automatically fill in the lines in accordance with the Population settings of the Plan profile.

9. Review the information and check that the data is complete.

10. Correct the figures if necessary.

11. Specify any relevant notes, such as special requirements, in the Comment field.

12. Click  and attach additional files.

13. Set the Created status and post the document.

Paths

How to submit sales forecast adjustment for effect of marketing activities

1. Go to Budgeting and planning and then click Planning process management under Tools.

2. Choose the Scenario and specify the planning Period.

3. Find the Plan profile related to the process.

4. Double-click the relevant flowchart area, select the plan document, and click Set status → Submitted.

The system will automatically set the Submitted status for the document.

How to complete budget tasks

1. Go to Budgeting and planning and click My budget tasks under Budget process.

2. Find the Budget task related to the process step and open it.

3. Enter the date of completion in the Completed field.

4. Click Complete and close.