The forecast of future sales volumes allows to build the current activities of the company in the most favorable way. Potential fluctuations in demand, changes in market conditions, and an increase in supplier prices - the impact of all these factors can be smoothed out in advance if forecasting is approached correctly.
Instructions
Step 1
Collect sales statistics for a similar period of time in past years. It will be used as the basis for the calculation.
Step 2
Track all the factors that influenced the change in sales volumes in previous periods. Analyze how the same factors operate in the current period. Perhaps there are new circumstances affecting sales.
Step 3
Do not forget to consider changes in the structure of product sales. The structure may change due to entering another market segment, seasonal sales, the appearance of competing products on the market, etc.
Step 4
Calculate the percentage change (positive or negative growth) in sales for previous periods. Ideally, if you can determine by what percentage the volume of sales changes as a result of the action of each internal and external factor.
Step 5
Analyze the trend in sales of the period preceding the analyzed one. Based on this data, predict the preliminary sales figure for the desired period.
Step 6
Increase (or decrease) the obtained indicator due to the planned impact of influencing factors. Take into account the seasonality of sales of different products, possible changes in the structure of sales, growth or reduction of the distribution network, and any other impacts.
Step 7
Adjust the obtained indicator for previously reliably known factors that can cause changes in sales volumes: planned price changes, expansion of the range and launch of a new product on the market, the expected appearance of a new dealer, possible termination of relations with old customers, etc.
