This article describes the implementation of a promotion-event forecasting system,
PromoCast™, and its performance in several pilot applications and validity studies. Pilot …

Inaccurate forecasts of demand during promotions diminish the already meager profit
margins of retailers. No forecasting method described in the literature can accurately …

A common event in the consumer packaged goods industry is the negotiation between a
manufacturer and a retailer of the sales promotion calendar. Determining the promotion …

This article describes the development and testing of a forecasting system for retailers who
plan periodic promotions. When the number of variables describing the promotion is large …

Shorter product life cycles and aggressive marketing, among other factors, have increased
the complexity of sales forecasting. Forecasts are often produced using a Forecasting …

Many businesses use sales promotions to increase the demand for or visibility of a product
or service. These promotions often require increased expenditures (such as advertising) or …

Despite improvements in statistical forecasting, human judgment remains fundamental to
business forecasting and demand planning. Typically, forecasters do not rely solely on …

An analytical promotion response model is developed that is appropriate for department
stores. The model can be used to derive simple optimal policies. Profit-maximizing settings …

This paper reviews the research literature on forecasting retail demand. We begin by
introducing the forecasting problems that retailers face, from the strategic to the operational …

Firms spend a significant part of their marketing budgets on sales promotions. Since the
impact of promotions on sales is usually immediate and strong, promotions are attractive to …