Meeting/Event Information

Dinner Meeting - Topic: Sales Forecasting: A New Approach

October 19, 2016
5:30 PM - 8:30 PM

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Salvatore’s Italian Gardens
6461 Transit Road
Depew, NY 14043

Sales Forecasting – A New Approach


Sales forecasting is becoming more difficult yet more important, as the future becomes less and less predictable. Mathematical models are limited, by nature, as they only look backwards. Clearly, it’s high time for a change in approach.


It’s important to recognize that forecasting in and of itself offers little value. It’s when that forecast is “connected” to a plan for the future, projecting resource requirements, financial performance (P&L and Balance Sheet), sales & marketing KPI’s, and trends, -- that it becomes integral to the planning and management of company performance. Forecasting needs to be done at two levels – the planning level and the scheduling level. They are NOT the same thing.

Forecasts have traditionally been bashed as always being wrong. A more enlightened approach is to start with the assumption that forecasts will rarely be dead-on accurate, and to focus instead upon establishing a range of forecast error with which to plan.

This talk will present a viable forecasting process, focused on four things:

  1. Forecasting less detail, not more, -- yielding higher customer service and lower inventory.
  2. Emphasizing teamwork, good communications, and clear accountabilities, which are more important than complex, statistical, backward looking forecasting models.
  3. Understanding that forecasting is a process, and as such can be improved using standard techniques for process improvement.
  4. Knowing it's more beneficial to pursue process improvement than to focus narrowly on forecast accuracy.


SPEAKER BIO : Joe shedlawski, CPIM

President, JFS Associates; Past President of APICS Corporate

Joe Shedlawski, CPIM has over 35 years of leadership and supply chain experience in the pharmaceuticals, biotech, and consumer packaged goods industries. Joe directed the Supply Chain functions at Lederle Consumer Healthcare, Wyeth Lederle Vaccines, Wyeth Consumer Healthcare, and CorePharma, LLC.


In 2009, Joe established himself as a consultant, coach, and educator, specializing in Supply Chain, Project Management, and Sales and Operations Planning. He has taught Project Management as well as Operations and Supply Chain Management at several universities, as an Adjunct Professor.


As an Associate of the R.A.Stahl Company, Joe participates in Sales and Operations Planning education, training, and coaching. He has been instrumental in the design and implementation of Sales and Operations Planning processes in companies ranging from $250 Million to $2.5 Billion in annual sales, with several thousand SKUs.

Also, Joe served on the corporate APICS Board of Directors, in various capacities for nine years, and was the global President of APICS in 2007. While leading APICS, he oversaw the development of a strategic planning process and implementation of a new governance model to support globalization.

He an APICS Master Instructor and an Associate Instructor for Train the Trainer and Learning Dynamics. An accomplished speaker, he has delivered many seminars and presentations for APICS, IBF, ISM, and other professional organizations, both nationally and internationally. He has authored several articles in trade publications. Joe is the Vice President of Education for the Greater North Jersey Chapter of APICS, and is the Instructor Liaison for the Northeast District of APICS.

Joe holds a Bachelor of Arts Biology from Bucknell University, and an MBA in Finance from Iona College.


  •  Garden Salad with Tomato Vinaigrette
  • Buffet Includes: Fresh Fruit Bowl / Olive Salad  / Green Beans with Roasted Red Peppers /  Carrots  /  Whipped Potato / Penne Pasta with Marinara Sauce / Meatballs  / Chicken Francaise / Turkey Breast with Gravy / Top Round of Beef (carved at table to order) / Gravy / Bread & Butter    
  • Apple Cobbler with Vanilla Ice Crea



$30.00 Member

$30.00 Guest

$15.00 Member not in workforce or retired

$15.00 Full Time Student Member or Full Time Student Non Member


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