SAS executive
forecasting roundtable

Thursday, March 17th 2016


6:15 - 6:30 p.m.

Registration and welcome

6:30 - 7:00 p.m.

The Next Generation Demand Management: People, Process, Analytics and Technology
Charles Chase, Advisory Industry Consultant, SAS

Consumer Products organisations are continually striving towards improving planning accuracy to predict where demand is likely to occur and for what products in order to make the best business decisions. How can you ensure you have forecasts that reflect the true realities of your business? Do you have the ability to align your business model and processes to meet the true customer demand?
Demand-driven forecasting is now fundamental for Consumer Products organisations to improve planning accuracy to ensure the right products are available at the right time and in the right place. With accurate demand forecasting you can increase customer satisfaction as well as prevent stock-outs, reduce inventory costs, drive improvements in the supply chain and better understand how to maximise profits through better planning, delivering more solid overall business results.

Topics to be discussed are:

  • How does demand driven forecasting differ from traditional forecasting and how can it be used to more accurately target promotions to help unlock missed revenue opportunities, drive sales, reduce redundant stock and improve margins?
  • How can you utilise analytics to shape demand by testing various scenarios, conducting ‘what-if’ analysis to gauge the impact of your marketing or product mix?
  • How can demand forecasting enable FMCP companies to pinpoint true customer demand and meet individual preferences and customisations in a cost-effective manner?
  • What are the benefits of anticipating and incorporating demand forecasting into your supply chain management process?


        7:00 - 7:30 p.m.

        The Journey of Predictive Analytics in Nestlé
        Olivier Gléron, AVP Demand & Supply Planning, Nestlé S.A.
        Dr. Davis Wu, Global Lead of Demand Planning, Nestlé S.A.

        Nestlé, like many CPG companies, face the same challenges in increasing demand volatility and competitions, and thus facing a growing portion of sales made on promotions, which is one of the most difficult to predict events.

        We are also in an environment where more data become more accessible, notably consumption data from syndicated scanners or retailers (namely sell-out data). The use of such data becomes increasingly critical to gauge the True Demand at the point of sales to consumers.
        This in turn helps manage our supply to retailers (namely sell-in) in a far more accurate and controlled way to ensure that we provide the right services to them, in both deliveries and maintaining retailers’ inventory holding. It is a win-win situation.

        Over the past two years, Nestlé has established a much improved Demand Planning process and solution to fundamentally change the way we capture and utilize data, analyze the historical demand patterns and predict accurately the future demand at both sell-out and sell-in levels. Nestlé can also use the data and solution to track, measure and eventually optimize promotional sales. This is only possible with the use of advanced analytical solution such as what SAS Forecasting Solutions can offer.

        In this roundtable discussion, Nestlé will share its experiences from its data segmentation and process, forecast modelling from sell-out to sell-in, to its attempts to optimize promotion effectiveness.


        7:30 p.m.

        Discussions & Apéro

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