We all know the numbers: 75%-90% of all new items fail to meet demand expectations. The majority of these items are actively discontinued within 18 months, leaving trails of inefficiencies and excess costs in their wakes. Successful launches often come as much needed surprises, but reactive demand signals may not provide the lead-time needed to keep our new superstar products in-stock.

The amount of reliable downstream data has improved over the last 10 years, and yet, new item forecast metrics remain relatively unchanged. If we are not getting to better answers, perhaps we need to start asking better questions. In this session, we will review an approach that will shift your focus and perhaps increase the success of your new item planning results. Furthermore, this session is geared towards FP&A, Sales, Marketing, as well as Supply Chain, Demand Planning and Forecasting professionals. Bring your colleagues and join us for a lively discussion at Bayer’s office.

You will learn:
  • How to create a series of trackable demand assumptions with clear accountabilities, when creating a new item forecast
  • What factors are critical when “probabalizing” the variability of demand versus your new item forecast
  • How a well-defined process between Demand Planning and Supply Planning can proactively drive better decision making and deliver stronger results
  • Simple yet effective methods to optimize your new item forecast
  • The clear benefits of tracking new item forecasts effectively
  • Cross-functional communication protocols that drive proactive decisions
  • How to minimize write-offs

John Gallucci will be presenting on the topic of new product forecasting and planning at IBF's Business Planning, Forecasting & S&OP Conference in Orlando, from October 20-23.

author
John Gallucci
VP, Demand Planning
Bayer Consumer Healthcare
John Gallucci has over 20 years of business planning leadership experience, and is currently the Vice President of Demand Planning for Bayer’s US Consumer Healthcare Division. He has authored innovative solutions in the areas of S&OP, inventory management, distribution, transportation, network optimization, and customer logistics. He has designed and implemented Executive S&OP and IBP processes in four companies, spanning the chemical, consumer goods, and food/beverage industries. John holds a B.S. with a dual major in Marketing and Business Management from Lehigh University, and has been CPIM certified since 2000. He has been a member of the IBF’s Board of Advisors since 2008, and has served as a speaker and panelist for IBF Executive Forums on the topics of S&OP Optimization, Lean Forecasting, Talent Management, Integrated Demand Signals, and New Product Forecasting. In 2014, the IBF presented John with the “Excellence in Business Forecasting & Planning” award. Recipients of this award are driven by peer-nominations, on the merits of industry thought-leadership, delivering sustainable business results, innovating within the field, and expanding the industry’s body of knowledge, while raising awareness for the field.
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