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SESSIONS2006 Supply Chain Forecasting Conference | Europe To Register, please call: +1 516 504 7576 or visit: www.ibf.org/0605.cfm“ Managing Demands of Emerging Marketsin the Developing World: How to Improve 13the Forecast Development Process”Mepha is a medium-sized generics pharmaceutical companybased in Switzerland. Apart from the local domestic andPortuguese markets, about 50 percent of our sales are realizedin Eastern European countries as well as in emerging markets,including those in developing world countries. The market environmentof generic pharmaceuticals is highly dynamic. Newbusiness opportunities, irregular demands, tenders, unstablepolitical situations, and exception handling comprise our dailychallenge. Our partners in other countries clearly are salesdriven; planning is not their strong point and their input is, attimes, very poor or can change overnight.You will learn: What works and what does not, lessons learned fromchanges of the demand management function over the lastfive years What the main difficulties are in synchronising market needswith the limitations of the Supply Chain What works and what does not from lessons learned throughthe changes of the demand management function over thelast five yearsDemand Management InternationalMEPHA LTD.“ Dynamic and Accurate Forecastingwith Information Markets” 14Relevant information is often widely distributed among manyplayers and across numerous locations. Information Markets,which are also known as Prediction Markets, can help companiescollect and condense distributed data efficiently. Theyalso can help compile dynamic and accurate forecasts. Manyacademic and research institutes, among them Gartner, seeInformation Markets next to quantum computing as the mosthyped technology in about two to four years. It is very likelythat Information Markets will revolutionize corporate forecasting.This session will include the case study of a recentmarket implementation within international telecommunicationscompany.You will learn: What Information Markets are and how they work About recent failure and success stories How can you utilize their enormous potentialManaging Director of the K:lab,Chair for the Theory of the Economy and its EnvironmentWITTEN/HERDECKE UNIVERSITY“ Promotion Forecasting: How toGain from Baseline Forecasting in a 15Promotion-Driven Market”Promotional sales is an important driver in the competitive retailmarkets. Many companies do not distinguish regular / baselinesales and promotional sales in their forecasting; they use grossforecasting. We have learned that even in strong promotionaldriven markets, sales data can be converted into a valuablesource of information for supply chain planning and marketing.Analysis will give them a good grip on the (hidden) actual baseline,promoted sales, additional sales, lift factors, and forward buying.This information can then be used for future promotional planningand marketing activities. There are many ways to explore theregular and promotional sales. In this session, we will look intohow simple methods make the sales transparent. We will also lookat how, based on a specific set of factors, the use of econometricmodels can make reliable estimates for promotional salesvolumes. You will also hear case studies from an internationalpersonal care company, and the Dutch food market.You will learn: How to convert promotional sales into valuable informationfor both supply chain planning and marketing How to use the information for better future planning How econometric models can support decision making inpromotional salesInternational ConsultantINVOLVATION“ New RFQ Techniques and Tools to Achievethe Most Cost-Efficient Supply Chain Programs”16Managing a company’s supply chain is a key success factor inany organization. One of the most complex and challengingoperations for a company is to successfully negotiate supplychain contracts for air, sea, ground, and intermodal transportationas well as warehousing, distribution, and brokerage.Difficulties also arise from regulatory issues that could preventa successful and seamless integration of all types of transportationmodes and service providers. Managing a complex supplychain becomes a stressful and expensive activity. In this sessionwe will give you new specific tools and techniques to movethrough these problems quickly and, at the same time, improvethe cost efficiency of your supply chain.You will learn: How to negotiate optimal supply chain contracts for eachclient Time-saving and cost-efficient RFQ techniques to collectcompetitive market information quickly and accurately How to enable your company to identify the optimal pricingand best service providerExecutive Vice PresidentGLOBAL-4PL8