Forecasting Techniques for a more profitable business

Forecasting Techniques for a more profitable business

It would be nice to know what your business will look like in the future, wouldn’t it? In order to forecast the future accurately, you need to consider both current and historical data. When your business is more transparent, the data can be used to analyze the entire business with the utmost confidence. The purpose of this blog is to explain what forecasting is, why it is important, and what options you have for implementing forecasting in your business. 

If you need a forecasting tool for your E-commerce business or need guidance with the amazon inventory management system, check out Inventooly. 

Forecasting is an essential part of the business.

In business forecasting, predictions about the future are made, such as sales, expenses, profits, and losses. Based on these informed predictions, a business forecast helps develop better strategies, reducing the likelihood of failure or loss.

What is the importance of forecasting?

The value of forecasting lies in the efficiency with which businesses are able to make informed decisions and create data-based strategies. Market conditions and predictions of the future are the driving forces behind financial and operational decisions. By analyzing previously collected data, trends and changes can be predicted for the future.

Types of Forecasting Methods

For all types of situations and goals, businesses utilize a range of forecasting methods. There are, however, general categories that all of these forecasting methods can be grouped into: qualitative and quantitative forecasting. Let’s discuss how these methods are useful for Amazon sales forecasting with an amazon warehouse system

Quantitative Forecasting

This process requires the use of historical sales data to identify consistent patterns and make objective predictions. Quantitative methods include-

  • Moving averages. Using moving averages, one can determine the overall trend or momentum of a dataset. An example of the data set in operations management would be historical sales volume. It is very useful to predict short-term trends with moving averages because moving averages require statistical computation.
  • Regression analysis. Modeling and analysis of underlying factors that impact forecasted quantities is what this method is about. In simple terms, regression analysis compares variables with a dependent variable (GDP).
  • Exponential smoothing. With this relatively simple method, we predict new values by averaging previous values. An exponential smoothing algorithm can be very useful when predicting seasonal demand because it takes into account trends, error patterns, and seasonal patterns.
  • Adaptive smoothing. By analyzing statistical data and analyzing variables, businesses determine whether an event is likely to happen. A business can use adaptive smoothing, for instance, to determine whether changing revenue numbers will affect its ability to maintain liquidity.
  • Graphical methods. A key part of this category is graphs that predict future sales, which incorporate the use of past sales data to predict future sales. By drawing a straight line along with plotted points, meeting points are established. Using the distance between the line and the point, a minimum sales forecast is calculated.

Qualitative Forecasting

The assumption behind qualitative forecasting is that market leaders’ and consumers’ opinions will be taken into account as sources of subjective interpretation of data. Qualitative data is frequently used when a large amount of historical information is unavailable and is best for newer or smaller companies.

  • Delphi method. RAND (research and development corporation) developed this method for forecasting by asking multiple rounds of questions to a small group of experts. If the questions are asked as a group, each member of the group answers them individually and anonymously, followed by an interpretation based on statistical analysis. The process is repeated until a certain level of consensus is achieved.
  • Expert opinions. To make meaningful forecasts, you will need to gather and consider expert opinions in the area you intend to forecast. Take an example if the hiring managers agree upon which skills will be in-demand in the coming year. For example, you can base your hiring strategy on that consensus.
  • Market research. You may conduct market research directly with your customers or by telephone, or you may observe how shoppers interact with your displays in-store. The kind of information you need from your market determines what kind of choice you make.
  • Focus groups. Using this approach, you can engage a few people from your target audience. The discussions will be moderated by a moderator, which may include discussions about your brand, your products, your marketing strategy, etc.
  • Historical analogy. The use of this method requires comparing sales data of a product with the current product of a company. Using this relationship and previous sales performance, inferences are drawn about future sales.

Criteria for an Efficient Forecasting Model

There are many methods of forecasting available, and choosing the right one can be confusing. Here are some tips for narrowing your choices.

  • Accuracy. Consequently, forecasts should be based on real data in order to provide a concrete conclusion. As a general rule, a forecast concerning future good demand does not necessarily reflect what will happen. It’s more accurate to predict that demand for a certain amount of goods will increase by 25% over the next year than to predict that certain goods will be in high demand.
  • Durability. Forecasting processes require a lot of time, resources, and effort, so the method should be dependable over long periods.
  • Flexibility. An effective forecast should be adaptable to change, especially as the variables being examined change. Additionally, plans should take into account future risks to the business, such as poor sales.
  • Acceptability. Combining simple methods with dependable statistical models is what should be used in making forecasts. Which method your business finds most practical ultimately depends on how you make forecasts.
  • Availability. To be useful, a forecasting method must be able to take advantage of readily available and current data.
  • Reasonability. People should be able to understand the forecasting method easily, and it should be plausible.
  • Economy. Forecasting methods must be economically beneficial. The effort and resources dedicated to forecasting must be worth the return on investment.


Forecasting a business can appear difficult because of its complexity, time, and money invested. It’s good news, though, that we’ve made significant strides since the days of manual forecasting.

Nowadays, the software allows us to automate routine processes, such as crunching numbers and manually entering historical data sets, without the need for humans. Management and owners can then focus on higher-level, more strategic tasks when they have more time. We hope this article is helpful for E-commerce sellers in understanding why forecasting is important for your business and what methods are available to calculate it. 

Checkout Inventooly if you are looking for an Amazon sales forecasting tool for your Amazon store. Or if you have an E-commerce store on any platform such as Walmart, E-bay, etc. This tool is also useful for inventory management in Amazon as well.