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- What is the reference Article/s from the previous season for sales history
- Is the new Article simply a replacement?
- If so then scale the previous season sales by a growth factor
- Is an Article Categories or Styles range being expanded or contracted with the new Articles?
- If the range is being expanded ( use opposite for contracted)
- How much growth is expected across the Article Category or Style
- How do you expect the growth to be spread across all the Articles within the Category or Style
- For example this season you will have 2x as many options within a product category compared with last season. This does not indicate 2x the sales is expected - normally you will expect some growth across the range - then add some additional growth by having more options.
- If the range is being expanded ( use opposite for contracted)
- Is the new Article simply a replacement?
See Seasonal Brand Forecasting of Quantities Forecasting Flow
Top Down Seasonal Revenue Forecasting Process
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- Forecast will be by Brands and Article Categories
- Rep can adjust values for each customer while viewing overall values and comparisons to previous year
- Rep confirms values
- Rep reviews gap and estimates new customers impact
- Result provides a comparison forecast.
See Bottom up Sales Forecast Process
Resulting Seasonal Forecast
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