Authors : ANDREA GONZALEZ DUENAS, Dr. RACHEL JOHN ROBINSON

Sometimes companies forget that sales is more than just selling and that analysing and forecasting is a key factor for a company´s success. The company under study does not have any type of sales analysis or forecast method at the moment, which has brought inventory and demand fulfilment problems. The researcher has decided to do a sales analysis per family products and focus on the top 10 products with highest sales for the forecasting analysis. There are different methods to create a forecast analysis, most of them and the more accurate ones are based on quantitative methods rather than qualitative methods. The company under study does not has a normal distribution of the sales and has a seasonality of 12 months; having 3 years and 7 months of sales information, the researcher has decided that the best approach for the forecast analysis was a quantitative method based on historical data. The analysis shows that the top 10 products represent more than 50% of the total pieces sold, that only three products families have products in the top 10 category, and that 2 out of 10 products forecasts cannot be trusted and need to be reviewed on a monthly basis due to quality rejections from customers.

Part of the book series: The Research Monograph Series in Computing, Electrical & Communication Networks