KOHLER: Forecasting for Project-Based Market
Ali Awni:
Mohamed Nada:
June 2011
Operations Management
This case explains how a new regional marketing manager is exploring various chances to improve sales forecasts. The old one was inefficient. The large construction projects in the Gulf countries represent the main part of sales. A new approach which explicitly considered the status of each project and the SKUs demanded showed promise.
For the full case: Please log in/sign-up