Resources Library by ANA

Forecasting without data a fool's dream?

This paper reviews many of the problems associated with forecasting in China, discusses alternatives to get round these problems and then reports a case history using a novel approach to forecast sales of a valuable but high cost drug in China.

Catalogue: Asia Pacific Conference 1996: Marketing In Asia

Authors: Mark Ahn, Colin N. Maitland

November 1, 1996

Predicting retail sales with business panels

In this paper we concentrate on a forecasting model for the growth of sales. This model is very interesting, because predictions of the sales for specific shop types are very difficult to make. The models of costs and profits depend on the sales...

Catalogue: Seminar 1994: The Changing Faces Of Panel Research

Author: Pieter Fris

June 15, 1994

Predicting sales

The paper discusses the application of sales prediction techniques to new product development in Latin America. It shows that in packaged goods product fields, both of the two mainstream methodologies, the Laboratory Test Market exemplified by...

Catalogue: Latin America 1991: Exchanging Experiences

Author: Jon Wilkinson

May 5, 1991

Predicting the sales potential of new products

This paper reviews the applicability of the main current market research methods which attempt to predict the sales potential of a new product mix in the field of fast-moving consumer goods. The high costs and risks of new product development have...

Catalogue: ESOMAR Monograph Series Vol.1: New Product Development

Authors: Simon Godfrey, Jon Wilkinson

June 15, 1990

The application of catastrophe theory to help predict the outstanding new product

A number of different sales forecasting systems have been developed for predicting the sales volume potential of new products, particularly in the FMCG area. While most of these systems have a reliable track record for more conventional new products,...

Catalogue: Seminar 1990: New Product Development

Authors: Sid Simmons, Xavier Azalbert

June 15, 1990

Our experiences of forecasting non-fast moving consumer goods products & services

Forecasting new Fast-Moving Consumer Goods (FMCG) sales potential prior to test market has been available, and quite successful for twenty -20 years. During the past eight years, much effort has been devoted to duplicating the forecasting success...

Catalogue: ESOMAR Congress 1989

Authors: Gilles Hustaix, Lynn Y.S. Lin

Company: Burke, Inc.

September 1, 1989

Simulated test markets

Simulated test markets (STM's) have developed extensively over the last 20 years; geographically, across product categories and at different levels of product development, i.e. from concept board to final marketing mix. Essentially all STM's...

Catalogue: ESOMAR Congress 1988

Authors: Carlos Harding, Bernard Nacher

September 1, 1988

Sales components as functions of advertising

In France, the new product sales forecasting activity has progressively left the area of measurements done in a real environment in favour of simulated test: those tests are usually cheaper, shorter and much more confidential. The main purpose of...

Catalogue: Seminar 1988: New Methodologies In Test Marketing

Author: Alain Pioche

Company: Nielsen

June 15, 1988

Goelette II

Goelette II, which succeeds to Goelette I, is a sales forecasting system for dispatching at the time of each issue MARIE-CLAIRE Group magazines into the distribution network of the "Presse en France". The primary objective of the system is to keep an...

Catalogue: Seminar 1987: Publishing For Optimum Profit

Authors: Gilbert Haas, Gilles Santini

November 25, 1987