Abstract:
The article deals with the issue of the hierarchical sales forecasting in
manufacturing companies and focuses on the specifics of those companies whose
customers are mainly intermediaries operating on B2C markets. The article
proposes a hierarchical forecasting models while determining their accuracy in
short-term sales forecasting in a selected company of chemical industry. Through
the forecasting model accuracy analysis, the impact of aggregation level of sales
on the forecasting accuracy was studied.
