Case Study

1756 WordsJun 27, 20138 Pages
CASE ANALYSIS: WILKINS, A ZURN COMPANY: DEMAND FORECASTING Submitted By Group 3: Arunava Maity, Firoj Kumar Meher, Parvez Izhar, Pooja Sharma The Case Scope:   Section 1: Identification of current forecasting techniques used in the demand forecasting of existing and new products. Section 2: Idenitification of a better forecasting technique which can ease the process and improve the reliability and accuracy of the sales forecast. The Case Background Notes:  Wilkins Regulator Company had built its strength on the below high-quality products. Plumbing Municipal waterworks Fire production  Irrigation customer markets  The general plumbing customer market represented approximately half of its sales revenue and the irrigation…show more content…
His colleague Connors uses judgment for developing sales forecast. He makes sure that factors such as economic downturn (mild recession) is considered in demand forecasting to predict accurate sales. Barge is not sure how to incorporate occasional/seasonal price and promotions that is used to sell of excessive finished goods inventory. In case, prices are reduces, sales will go high and Wilkins will be more competitive. Berge makes a statement that the fire valves are leading economic indicators, but not sure if it is correct. However, using the data this can be proved to be wrong. Barge wonders if he can use United States economic information-Unemployment Rate data and the bank prime load rates or the number of new housing starts to eliminate the effect of macroeconomic factors in sales forecasting. Since both PVB and Fire Valves are mostly or entirely sold in US market, why is he confused to use them. Barge is not sure how to forecast “new” products such as new fixed pressure fire valves. He has an idea of using sales history for a like-product such as adjustable –pressure fire valves but both Barge and Connors believes that the new product fixed –pressure valves would have dramatic growth (as per the increasing demand), but Berge does not think that it can be concluded from historical data of older products.      Our

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