Abstract
This article presents a practical scheme for forecasting derived demand for an industrial product used in the nonresidential construction industry. The method proposed includes a basic product requirement model to be used in conjunction with lagged construction award data. Twelve-month moving averages are used to smooth the basic construction contract award data which is analyzed by construction type and by geographic region. The methodology described enables accurate product sales potential estimation, and when compared with smoothed historical sales data, provides a means of evaluating market penetration. Although the method presented is concerned primarily with forecasting in the relatively short term, the scheme may be extended to a medium term corresponding roughly to the construction cycle. The article deals with application to a specific industry segment. However, the forecasting and evaluation procedure is adaptable to other industrial products.
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