# Demand Forecasting When a product is produced for a market, the demand occurs in the future. The production planning cannot be accomplished unless

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1 Demand Forecasting When a product is produced for a market, the demand occurs in the future. The production planning cannot be accomplished unless the volume of the demand known. The success of the business in supplying the demand in the most efficient & profitable way will then depend on the accuracy of the forecasting process in predicting the future demand.

2 Technique for Demand Forecasting 1. Naïve techniques - adding a certain percentage to the demand for next year. 2. Opinion sampling - collecting opinions from sales, customers etc. 3. Qualitative methods 4. Quantitative methods - based on statistical and mathematical concepts. a. Time series - the variable to be forecast has behaved according to a specific pattern in the past and that this pattern will continue in the future. b. Causal - there is a causal relationship between the variable to be forecast and another variable or a series of variables. Quantitative Methods of Forecasting 1.Causal There is a causal relationship between the variable to be forecast and another variable or a series of variables. (Demand is based on the policy, e.g. cement, and build material. 2.Time series The variable to be forecast has behaved according to a specific pattern in the past and that this pattern will continue in the future. Causal: Demand for next period = f (number of permits, number of loan application...) Time series: 1. D = F (t) Where D is the variable to be forecast and f(t) is a function whose exact form can be estimated from the past data available on the variable. 2. The value of the variable for the future as a function of its values in the past. D t+1 = f ( D t, D t-1, D t-2,...) There exists a function whose form must be estimated using the available data.. The most common technique for estimation of equation is regression analysis.

3 Regression Analysis: is not limited to locating the straight line of best fit. Example A: Following data on the demand for sewing machines manufactured by Taylor and Son Co. have been compiled for the past 10 years. year Demand in (1000 units) Demand = 5 x 1. Single variable linear regression Year = x where x = 1, 2, 3,..., 10 Demand = y D = y + Where D is actual demand = D y To find out whether this is the line of best fitted to be sure that this sum of squares is a min. Determination of the regression line In general form y = a + bx Where y is dependent variable, and x is independent data variable. When a and b specified this line will be specified. 1 = y 1 y(x 1 ) = y 1 a bx 1 2 = y 2 y(x 2 ) = y 2 a bx 2. n = y n y(x n ) = y n a bx n The sum of square of error (SSE) SSE = 2 = n 2 = (y 1 a bx 1 ) (y n a bx n ) 2 To minimize SSE, its partial derivatives with respect to a and b may be equated to zero and solve a and b

4 or Coefficient of correlation Where -1 r 1 *Perfect interdependence between variables when 1 2. Exponential: sometimes a smooth curve provides a better fit for data points than does a straight line y = ab x indicates that y changes in each period at the constant rate b. Determine the value for a and b by the least squares method: log y = log a + x log b The logarithmic version plots as a straight line on semi-logarithmic paper: the Y scale is logarithmic and the X scale arithmetic. logy N loga X logb 2 X logy X log a X log b logy log a and N X logy log b 2 X - If the curved line from the exponential equation does not represent the data adequately, forecasting equation can be based on algebraic series such as, Y = a +b 1 X + b 2 X b n X n - Or trigonometric functions such as Y = a + b 1 sin(2x/b 2 ) + b 3 cos(2x/b 4 ) 3. Regression time series forecasting Demand = Trend + Error The error part is decomposed to (a). Seasonal (b). Cyclical Similar to seasonal variations except for the fact that the cycle has long period. (c). Random variations do not follow any pattern that cannot control or accounted. Seasonal Regression time series forecasting without seasonal variation (Same as we had discussed) Regression time series forecasting with seasonal variation

5 Example: Demand for sporting goods for sports, golf, swimming Different types of clothing, food, and heating and cooling systems Example B: The demand for a certain soft drink in the past four years in given in following on a quarterly basis. Year Period Demand (in Million) Year Period Demand (in Million) 1 Spring 15 3 Spring 20 Summer 25 Summer 30 Fall 16 Fall 18 Winter 8 Winter 11 2 Spring 17 4 Spring 18 Summer 29 Summer 32 Fall 14 Fall 19 Winter 10 Winter 12 r very small almost indicating that no relation. We may be able to use the trend line by adjusting its forecast value such that it is acceptable. Seasonal adjustment i. Additive model: Adjustment is made by adding or deducting a specific amount from the value obtained from the trend line to determine the forecast for the respective season. This is very depended on experiences. ii. Multiplicative model: This is made by multiplying the value estimated by the trend by a factor of either more or less than one to forecast the demand for the season. Ã j = SF j D Where, Ã j : the adjusted forecast for the season j And SF j : the seasonal factor Example C: Use the example from B finds the seasonal factor. Take summer as example For year 1, t = 2, Actual value = 25, The value of trend line D = ( t ) = The seasonal factor = (SF 2 ) 1 = 25/ = For year 2, t = 6, Actual value = 29, The value of trend line D = ( t ) =

6 The seasonal factor = (SF 2 ) 2 = 25/ = For year 3, t = 10, Actual value = 30, The value of trend line D = ( t ) = The seasonal factor = (SF 2 ) 3 = 25/ = For year 4, t = 14, Actual value = 32, The value of trend line D = ( t ) = The seasonal factor = (SF 2 ) 4 = 25/ = Average these four values yield the seasonal adjustment factor for the summer season of any year. SF 2 = [(SF 2 ) 1 + (SF 2 ) 2 + (SF 2 ) 3 + (SF 2 ) 4 ]/4 = Now to find the forecast for the summer of year 5, i.e. t = 18 D = ( t ) = Ã j = SF j D = = With the same techniques we may find Spring SF 2 = Fall SF 2 = Winter SF 2 = Forecasting by Time Series Analysis(short-range forecast) - Without using regression analysis These models are especially helpful when there is no clear upward or downward pattern in the past data to suggest a kind of linear relationship between the demand and time. In general D t+1 = F (D t, D t-1,..., D 2, D 1 ) Where D t+1 is forecast demand for the next period (a). Simple moving average forecasting (b). Exponential smoothing Simple moving average forecasting All past data are given equal weight in estimating. D t+1 =1/k (D t, + D t D 2 + D 1 ) Example C. Simple Moving Average Forecasting The demand for the past 12 years of certain type of automobile alternator is given below year Demand year Demand (in 10,000 units) (in 10,000 units)

7 A. Three period moving average forecast for the demand D t+1 =1/3 (D t, + D t-1 + D t-2 ) B. Five period moving average is given by D t+1 =1/5 ((D t, + D t-1 + D t-2 + D t-3 + D t-4 ) For example: D 81 =1/3 (D 80, + D 79 + D 78 ) = 44 D 81 =1/5 (D 80, + D 79 + D 78 + D 77 + D 76 ) = 41.8 Results of Applying the Simple Moving Average Forecasting Year Demand 3-period 6-period Forecasting Conclusions: 1. A large number for k is suitable for data that fluctuate very much. 2. Small values of k are better for data which follow a pattern with less fluctuations. 3. k = n is the most extreme case, in such a case the curve representing the forecast would approximate a horizontal line. 4. If the past data suggest an increasing or decreasing pattern the most recent data provide better estimates of the future values. Thus small k is suggested.

8 Weighted Moving Average Method In some situations, it may be desirable to apply unequal weights to the historical data Actual Weight Modification of Forecast 75 =36.6 Exponential smoothing Exponential smoothing is assumed that the future demand is the same as the forecast made for the present period plus a percentage of the forecasting error made in the past period. F t+1 = F t + ( D t F t ) Where is smoothing factor Example D. Exponential Smoothing A new product demand for January and February of this year has been 40,000 and 48,000 respectively. New product has no additional information. Forecast the demand for March with = 0.4. Solution: F M = F F + ( D F F F ) F F = F J + ( D J F J ) F J is unknown, since no additional information is available, we assume F J = D J = 40,000 and F F = F J = 40,000 F M = 4, (48,000 40,000) = 43,200 More detail about exponential smoothing (if we know more past). F t+1 = F t + ( D t F t ) Expand the equation F t+1 = D t + (1- ) F t Substitute F t with F t+1 F t+1 = D t-1 + (1- ) F t-1 F t+1 = D t + (1- ) D t-1 + (1- ) 2 F t-1 With the same procedure on F t-1 and F t-2 The general form can be written as F t+1 = D t + (1- ) D t-1 + (1- ) 2 D t (1- ) t-1 D 1 + (1- ) t F 1 The effect of analysis Example E. let s applied exponential smoothing to previous example C. To study the effect of, = 0.2, 0.5, and 0.8

9 1. From the graphic with 0.2 is the smoothest of the three, indicating that the smaller values of have more smoothing effect. 2. The pattern of variations in the forecast in very similar to that of the actual demand except that the forecast curve lags the actual curve by a number of periods. 3. As the smoothing effect is increased (decreased) this similarity becomes less visible. 4. The small value of is suitable for data that behave very randomly. 5. The large value of is suggest for data with less fluctuation and with a recognizable pattern. F t+1 = F t + ( D t F t ) 0 Future forecast in very closed to present forecast (Similar to moving average with k large) 1 Present forecast much be adjusted a great deal to yield future forecast (similar to moving average with k small) Moving average and exponential smoothing An earlier term for exponential smoothing was exponentially weighted moving average. This term reminds us the exponential smoothing, like the moving average and the weighted moving average models, develops forecasts that are averages. Exponential smoothing weights data from recent periods heavier than data from more distant periods Moving average and exponential smoothing are similar in this regard. The number of period (AP) and a are related by the following expression: 2 AP 1 Exponential Smoothing with Trend As we move from short-range forecasts toward medium-range forecasts, however, seasonality and trend become more important. Incorporating a trend component into exponentially smoothed forecasts is called double exponential smoothing, because the estimate for the average and the estimate for the trend are both smoothed. Both a, the smoothing constant for the average, and b, the smoothing constant for the trend, are used in this model. Formulas, variable definitions, and procedure for exponential smoothing forecasts with trend

10 Why Causal Forecasting There is no logical link between the demand in the future and what has happened in the past. statistic There are other factors which can be logically linked to the demand Example 1: There is a strong cause and effect relationship between future demand for doors and windows and the number of construction permits issued at present. Example 2: The demand for new house or automobile is very much affected by the interest rates changed by banks. Economic indicators General form for one: Simple linear regression in causal forecasting F t+1 = f (x) t This indicates the future demand is a function of the value of the economic indicator at the present time. Where F t+1 : the forecast for the next period And x is the relevant economic indicator F = a + bx More than one economic indicators: multiple regression analysis in causal forecasting F t+1 = f (x 1, x 2, x 3,..., x n ) t F = a + b 1 x 1 + b 2 x 2 + b 3 x b n x n Multiple regression analysis in causal forecasting Sometimes one economic indicator alone does not show a very strong relationship. One way consider the use of combination of economic indicators as a means of forecasting. Another way stating as a function of several economic indicators. F = a + b 1 x 1 + b 2 x 2 + b 3 x b n x n The Determination of these parameters a, b 1, b 2, b 3,... b n may use SPSS (Statistical Programs For Social Scientists) or IMSL (International Mathematical and Statistical Library) by computer input the past data. Example of two economic indicators involved. y = a + b 1 x 1 + b 2 x 2 Using the criterion of the least squared error Where

11 Market Share Since most of the time the producer is not the sole supplier of the product to the market. a. The market share has remained fairly constant. D = MS D total MS = (MS) i / n Year Total D Amount Sold by A Market Share b. The market share is not fixed. i. Market share is increasing every year, then linear regression ii. Use the methods discussed previously. Selection of a forecasting method - A single organization may use several different forecasting methods to anticipate the future of its various actives. It also will likely use different methods during the life cycle of a single product. The selection may depend on any or all of the following factors: 1. Availability and accuracy of historical data. 2. Degree of accuracy expected from the prediction. 3. Cost of developing the forecasting. 4. Length of the prediction period. 5. Time available to make the analysis. 6. Complexity of factors affecting future operations. - Comparison of forecasting costs for different forecasting methods ad the cost of inaccuracy. For example, qualitative techniques range from the expensive and accurate market research method to the les costly but also usualy les reliable method of relying on one individual s prophecy.

12 Evaluating Forecasting Model Performance Impulse response: respond very fast to changes in historical data are described as having a high impulse response. Noise dampening ability: forecasts that reflect every little happenstance fluctuation in the past data are said to include random variation, or noise. Measure of forecast accuracy: the accuracy of a forecasting model refers to how close actual data follow forecasts The larger the number of period, the greater is the noise-dampening ability and the lower impulse response of the forecast and vice versa. Three measures of forecast accuracy are commonly used Standard error of forecast or standard deviation of the forecast syx 2 y a y b xy S yx n 2 Mean squared error (MSE), (s yx) 2 Mean absolute deviation (MAD) MAD n i 1 Actualdemand Forecastdemand n How to Select a Forecasting Method (how to have a successful forecasting system) Several factors should be considered: 1. Cost 2. Accuracy 3. Data available 4. Time span 5. Nature of products and services 6. Impulse response and noise dampening There may be a trade-off between cost and accuracy.

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