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- The Top Down process uses sales history to estimate future sales across the business.
- The forecast is then allocated across /wiki/spaces/SE/pages/32638092, reviewed and then allocated to the customer level.
- The Bottom Up process then reviews forecasts by sales channel at the Customer level to build up a comparative picture.
Top Down Seasonal Brand Quantities Forecasting Process
Top Down Planning for Seasons uses the information from previous seasons to predict future seasons and is normally done within Brands
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See Seasonal Brand Forecasting of Quantities Flow
Top Down Seasonal Revenue Forecasting Process
- Once decided the sales forecast will be generated by customer group
- Review and adjust at the /wiki/spaces/SE/pages/32638092 level the overall forecast
- Note some of the growth may be allocated to "new customers"
- Once decided the sales forecast will be generated at the individual customer level by Brands and Article Categories
See Top Down Revenue Forecasting Process
The Bottom up Seasonal Revenue Forecasting Process
Sales reps will need to review the Forecast
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See Bottom up Sales Forecast Process
Resulting Seasonal Forecast
The Resulting Seasonal Forecast is normally somewhere between the two and so may require some iteration to become fixed.
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