Abstract

The purpose of this article is to evaluate what practices of the demand forecasting process are adopted by companies. The methodology used was multiple case studies. The identification of the practices was conducted by sending a questionnaire with 20 questions to 15 large companies in southern Brazil. The practices were divided into four dimensions of the analysis: functional integration, application, systems and forecasting errors. The results demonstrate that of the 20 practices analyzed, only 35% of them had a satisfactory performance. Because it is a diagnostics tool, the managers can constantly verify the strong points and opportunities for improvement referring to the demand forecasting process. The method allows measuring the four dimensions in a simple manner; evaluating if the demand forecast is conducted with computers; if the administration of the process is conducted in a collaborative manner; if different company areas defined the forecast in conjunction; if the concerns of each department are considered; if awards are granted in the forecasting process; if the forecast is used in a strategic manner by the company, as in the definition of goals; if priorities are established by product for realizing more precise forecasts; the qualitative and quantitative techniques used; if there is training for the staff involved in the forecasting; if there is a connection with the company’s other information systems; if the forecasts are publicized within the company; if the error is evaluated and if there are problems caused by forecasting errors and other factors.

Key words: Brazilian companies, demand forecasting, practices, multiple case studies.