• Industrial Engineering and Management Systems
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• v.14 no.2
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• pp.196-209
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• 2015

Retail sales forecast is a special area of forecasting. Its unique characteristics call for unique data models and treatment, and unique forecasting processes. In this paper, we will address lessons learned and challenges encountered in retail sales forecast from a practical and technical perspective. In particular, starting with the data models of retail sales data, we proceed to address issues existing in estimating and processing each component in the data model. We will discuss how to estimate the multi-seasonal cycles in retail sales data, and the limitations of the existing methodologies. In addition, we will talk about the distinction between business events and forecast events, the methodologies used in event detection and event effect estimation, and the difficulties in compound event detection and effect estimation. For each of the issues and challenges, we will present our solution strategy. Some of the solution strategies can be generalized and could be helpful in solving similar forecast problems in different areas.

• KSII Transactions on Internet and Information Systems (TIIS)
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• v.15 no.4
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• pp.1232-1245
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• 2021

In this study, prediction of product sales as they relate to changes in temperature is proposed. This model uses long short-term memory (LSTM), which has shown excellent performance for time series predictions. For verification of the proposed sales prediction model, the sales of short pants, flip-flop sandals, and winter outerwear are predicted based on changes in temperature and time series sales data for clothing products collected from 2015 to 2019 (a total of 1,865 days). The sales predictions using the proposed model show increases in the sale of shorts and flip-flops as the temperature rises (a pattern similar to actual sales), while the sale of winter outerwear increases as the temperature decreases.

• Journal of Intelligence and Information Systems
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• v.23 no.1
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• pp.1-22
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• 2017

Analysis of future business or investment opportunities, such as business feasibility analysis and company or technology valuation, necessitate objective estimation on the relevant market and expected sales. While there are various ways to classify the estimation methods of these new sales or market size, they can be broadly divided into top-down and bottom-up approaches by benchmark references. Both methods, however, require a lot of resources and time. Therefore, we propose a data-based intelligent demand forecasting system to support evaluation of new business. This study focuses on analogical forecasting, one of the traditional quantitative forecasting methods, to develop sales forecasting intelligence systems for new businesses. Instead of simply estimating sales for a few years, we hereby propose a method of estimating the sales of new businesses by using the initial sales and the sales growth rate of similar companies. To demonstrate the appropriateness of this method, it is examined whether the sales performance of recently established companies in the same industry category in Korea can be utilized as a reference variable for the analogical forecasting. In this study, we examined whether the phenomenon of "mean reversion" was observed in the sales of start-up companies in order to identify errors in estimating sales of new businesses based on industry sales growth rate and whether the differences in business environment resulting from the different timing of business launch affects growth rate. We also conducted analyses of variance (ANOVA) and latent growth model (LGM) to identify differences in sales growth rates by industry category. Based on the results, we proposed industry-specific range and linear forecasting models. This study analyzed the sales of only 150,000 start-up companies in Korea in the last 10 years, and identified that the average growth rate of start-ups in Korea is higher than the industry average in the first few years, but it shortly shows the phenomenon of mean-reversion. In addition, although the start-up founding juncture affects the sales growth rate, it is not high significantly and the sales growth rate can be different according to the industry classification. Utilizing both this phenomenon and the performance of start-up companies in relevant industries, we have proposed two models of new business sales based on the sales growth rate. The method proposed in this study makes it possible to objectively and quickly estimate the sales of new business by industry, and it is expected to provide reference information to judge whether sales estimated by other methods (top-down/bottom-up approach) pass the bounds from ordinary cases in relevant industry. In particular, the results of this study can be practically used as useful reference information for business feasibility analysis or technical valuation for entering new business. When using the existing top-down method, it can be used to set the range of market size or market share. As well, when using the bottom-up method, the estimation period may be set in accordance of the mean reverting period information for the growth rate. The two models proposed in this study will enable rapid and objective sales estimation of new businesses, and are expected to improve the efficiency of business feasibility analysis and technology valuation process by developing intelligent information system. In academic perspectives, it is a very important discovery that the phenomenon of 'mean reversion' is found among start-up companies out of general small-and-medium enterprises (SMEs) as well as stable companies such as listed companies. In particular, there exists the significance of this study in that over the large-scale data the mean reverting phenomenon of the start-up firms' sales growth rate is different from that of the listed companies, and that there is a difference in each industry. If a linear model, which is useful for estimating the sales of a specific company, is highly likely to be utilized in practical aspects, it can be explained that the range model, which can be used for the estimation method of the sales of the unspecified firms, is highly likely to be used in political aspects. It implies that when analyzing the business activities and performance of a specific industry group or enterprise group there is political usability in that the range model enables to provide references and compare them by data based start-up sales forecasting system.

• Journal of Korea Society of Industrial Information Systems
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• v.28 no.1
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• pp.35-48
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• 2023

In this study, we introduced the development status and the government policy of the Chinese automobile industry under the rapidly changing global economic environment. We conducted a consumer trend survey on automobile purchases by consumers in China. Despite the Chinese government's strong national emission control policy and stricter standards for manufacturing and selling internal combustion engine vehicles, 59.6% of respondents saying they would choose an internal combustion engine vehicle when purchasing a vehicle in the future for various reasons. It was confirmed that there is a significant gap between government policies and consumer perceptions. In addition, we have discovered the recent declining trend of automobile sales in China, and used the monthly sales volume from January 2010 to December 2020 as training set, and the sales volume from January 2021 to November 2022 as a test set. We proposed and evaluated a time-series model for predicting future automobile demand in China. Then, we showed the monthly sales forecast for 2023 when each model was applied.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.33 no.3
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• pp.10-21
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• 2010

Promotion system can be used as strategical management weapon to enhance the sales power. Planned order system has some similarities with promotion system to create purchasing power and to supply the service parts with low price on purpose. The only difference is whether it is prearranged event or not. The effectiveness of forecasting has increased with normal state of ordering process. However, the accuracy of forecasting has diminished with irregular state of ordering, such as demand occurrences by unexpected climate change or intended planned order by the company. A planned order system is examined through the process of computing the effectiveness on the basis of forecasting in this paper. And it is suggested that how to increase the accuracy of forecasting capability under the planned order system.

• The Journal of Information Systems
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• v.27 no.3
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• pp.123-140
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• 2018

Purpose The purpose of this study is to explore the optimal trading frequency which is useful for stock price prediction by using deep learning for charting image data. We also want to identify the appropriate time for accurate forecasting of stock price when performing pattern analysis. Design/methodology/approach In order to find the optimal trading frequency patterns and forecast timings, this study is performed as follows. First, stock price data is collected using OpenAPI provided by Daishin Securities, and candle chart images are created by data frequency and forecasting time. Second, the patterns are generated by the charting images and the learning is performed using the CNN. Finally, we find the optimal trading frequency patterns and forecasting timings. Findings According to the experiment results, this study confirmed that when the 10 minute frequency data is judged to be a decline pattern at previous 1 tick, the accuracy of predicting the market frequency pattern at which the market decreasing is 76%, which is determined by the optimal frequency pattern. In addition, we confirmed that forecasting of the sales frequency pattern at previous 1 tick shows higher accuracy than previous 2 tick and 3 tick.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.20 no.44
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• pp.243-255
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• 1997

Forecasting the future values of an observed time series is an important problem in many areas, including economics, traffic engineering, production planning, sales forecasting, and stock control. The purpose of this paper is aimed to discover the more efficient forecasting model through the parameter estimation and residual analysis among the quantitative method such as Winters' exponential smoothing model, Box-Jenkins' model, and Kalman filtering model. The mean of the time series is assumed to be a linear combination of known functions. For a parameter estimation and residual analysis, Winters', Box-Jenkins' model use Statgrap and Timeslab software, and Kalman filtering utilizes Fortran language. Therefore, this paper can be used in real fields to obtain the most effective forecasting model.

• Journal of the Korea Academia-Industrial cooperation Society
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• v.17 no.6
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• pp.157-165
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• 2016

Among high-tech products, the mobile phone has experienced a rapid rate of innovation and a shortening of its product life cycle. The shortened product life cycle poses major challenges to those involved in the creation of forecasting methods fundamental to strategic management and planning systems. This study examined whether the best model applies to the entire diffusion life span of a mobile phone. Mobile phone sales data from a specific mobile service provider in Korea from March of 2013 to August of 2014 were analyzed to compare the performance of two S-shaped diffusion models and two non-linear regression models, the Gompertz, logistic, Michaelis-Menten, and logarithmic models. The experimental results indicated that the logistic model outperforms the other three models over the fitted region of the diffusion. For forecasting, the logistic model outperformed the Gompertz model for the period prior to diffusion saturation, whereas the Gompertz model was superior after saturation approaches. This analysis may help those estimate the potential mobile phone market size and perform inventory and order management of mobile phones.

• Journal of Intelligence and Information Systems
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• v.15 no.4
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• pp.37-51
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• 2009

One of the critical issues in the management of manufacturing companies is the efficient process of planning and operating service resources such as human, parts, and facilities, and it begins with the accurate service demand forecasting. In this research, service and sales data from the LCD monitor manufacturer is considered for an empirical study on Product Life Cycle (PLC) based service demand forecasting. The proposed PLC forecasting approach consists of four steps : understanding the basic statistics of data, clustering models using a self-organizing map, developing respective forecasting models for each segment, comparing the accuracy performance. Empirical experiments show that the PLC approach outperformed the traditional approaches in terms of root mean square error and mean absolute percentage error.

• Journal of Korean Society of Industrial and Systems Engineering
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• v.35 no.1
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• pp.66-78
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• 2012

This paper proposes a computation model of the quantity supplied to optimize inventory costs for the fast fashion. The model is based on a forecasting, a store and production capacity, an assortment planning and quick response model for fast fashion retailers, respectively. It is critical to develop a standardized business process and mathematical model to respond market trends and customer requirements in the fast fashion industry. Thus, we define a product supply model that consists of forecasting, assortment plan, store capacity plan based on the visual merchandising, and production capacity plan considering quick response of the fast fashion retailers. For the forecasting, the decomposition method and multiple regression model are applied. In order to optimize inventory costs. A heuristic algorithm for the quantity supplied is designed based on the assortment plan, store capacity plan and production capacity plan. It is shown that the heuristic algorithm produces a feasible solution which outperforms the average inventory cost of a global fast fashion company.