1. Sales Forecast

2. Sales Forecasting Art and science Art and science Complete process for each segment where you are offering product Complete process for each segment where you are offering product

3. Process Example 1. Turn to the Foundation® FastTrack, page 5, the Low Tech Market Segment Analysis. 2. Multiply "Total Industry Unit Demand" by the growth rate to discover the demand this year (i.e. 5,040 X 10 percent growth = 5544 million customer demand for this year).

4. 3. Drop to the bottom of the page. Count the number of competing products. 4. Adjust your count if you think products will enter or leave the segment.

5. 5. Divide demand by your count. The result is an estimate for the average product's demand. This assumes that all products are equal.

6. Adjust average Compare your December Customer Survey score with competitors. Are you above or below average? Adjust your estimate accordingly. Compare your December Customer Survey score with competitors. Are you above or below average? Adjust your estimate accordingly. Consider your new decisions and what you think your competitors will do. Adjust your estimate accordingly. Consider your new decisions and what you think your competitors will do. Adjust your estimate accordingly.

7. Check production ability Turn to the Foundation® FastTrack, page 4, "Production Analysis". Can the competing products make enough units to meet their demand? If not, expect to pick up sales.

8. Do you have sufficient capacity to meet your demand? If not, adjust to the limits of your inventory. Do you have sufficient capacity to meet your demand? If not, adjust to the limits of your inventory.

9. Repeat process for high tech segment Repeat process for high tech segment