Definition
The manual sales forecast scenario describes the flow in case the demand planning is conducted by manual sales forecast for a specific business unit. Aggregation levels might differ depending on business needs. Instead of product groups the aggregation level might also be single products and instead of markets it might be regions, countries, or single customers. The aggregation and consolidation rules and also the planning horizons need to be aligned with other planning disciplines. This task and the orchestration of the different planning disciplines is often considered as Sales & Operations Planning. As external information sources, direct knowledge from customers or general market information might be considered. As internal information sources information from Lead-to-Opportunity, Design-to-Deploy or from After Sales & Services could be considered. It is highly recommended to also address the impact of poor forecast accuracy. ____ Важно! Эти базовые сценарии относятся только для тороговой - оптовой, розничной деятельности и не относится к проектному производству. Для проектного производства - есть другой сценарий - F2Pl Customer project planning
Legend
- a process group the process belongs to - a typical business process - a typical E2E business process scenario - a typical E2E business process cluster
Scenario Diagram
Business processes list
- Review last period sales forecast figures and variances
- Maintain scenario and plan profiles for demand planning
- Maintain distribution standards of product categories
- Maintain seasonal indexes
- Schedule and follow-up planning process
- Capture sales forecast for business unit manually
- Populate sales forecast for business unit with statistics
- Consolidate sales forecast by business units
- Adjust sales forecast for capital projects
- Adjust sales forecast for marketing activities
- Adjust sales forecast for R&D activities
- Distribute sales forecast from category to item level
- Distribute sales forecast by periods based on seasonal indexes
- Calculate sales revenue cash flow forecast and align with budgets
- Release demand plan
- Align demand plan with master planning decisions