Collaborative Forecasting Process at Brooks Sports

This case study details the collaborative forecasting process implemented by Brooks Sports, a company specializing in high-performance running footwear and apparel. Following a strategic shift in 2001 to focus on serious runners, Brooks faced several forecasting challenges, including inconsistent product growth, long production planning horizons, and an increase in immediate shipment orders. To address these issues, Brooks established an independent forecasting group that coordinates input from sales, marketing, product development, and production. The new forecasting process consists of three steps: producing monthly statistical forecasts at the SKU level, gathering quarterly judgmental input from sales, and comparing and reconciling forecasts to publish a final version. The implementation of Forecast Pro has significantly improved forecasting accuracy, reduced unfulfilled demand, and lowered closeouts. As a result, the company has achieved a 40 percent improvement in forecast accuracy and reduced costs, leading to better margins.