Forecasting in the Scottish electronics industry

In this paper the results from a questionnaire-based survey of sales forecasting in the Scottish electronics industry are presented. The main findings from this survey are that the need for and practice of forecasting are not well understood and, as a consequence, little use is made of quantitative forecasting techniques in these businesses. The findings have been further explored through in-depth case studies and these are reported on. One important finding that emerged from the case studies is the need for a re-location of the forecasting function to a more central, controlling position within the organisation. It is argued that if the forecaster is given more recognition by senior management, in terms of training, responsibility and time, then many of the barriers to the adoption of statistical forecasting could be removed.