A New Approach
Tata Motors is rethinking how it predicts vehicle demand in a fast-changing market. Anil Sekhar, Head of Salesforce Excellence for Commercial Vehicles, revealed that his team has been working on a highly granular forecasting system since last year. The goal is to better align production and inventory with real-time market conditions, reducing inefficiencies and improving operational decisions.
Dealer-Centric Forecasting
Under the new framework, dealerships submit monthly vehicle requirements at the “last level of granularity” at the start of the preceding month. For example, January orders are submitted in early December. To support dealers, Tata Motors provides detailed data on the previous month’s sales trends. This helps dealerships make more precise projections, which in turn allows the company to manage inventory more efficiently.
Tech-Driven Insights
Sekhar highlighted the use of technology and data analytics in the forecasting process. By leveraging historical sales patterns, market dynamics, and dealer inputs, Tata Motors aims to create a clearer link between forecasts and actual demand. This reduces the need for a blanket push of vehicle volumes and ensures that the right products reach the right markets at the right time.
Panel Discussion Highlights
Sekhar shared these insights at the 7th Auto Retail Conclave organized by FADA in Delhi. The panel included industry leaders such as Bharat Chordia (Khivraj Automobiles), Jyoti Malhotra (Volvo Car India), Ashutosh Varma (Hero MotoCorp), Nalinikanth Gollagunta (Mahindra & Mahindra), Tarun Garg (Hyundai Motor India), Yogesh Mathur (Honda Motorcycle & Scooter India), and Sanjeev Kumar (Ashok Leyland). The discussion, moderated by Hormazd Sorabjee of Autocar India, focused on challenges in automotive sales forecasting and inventory management.
Looking Ahead
Sekhar admitted that the initiative is in its early stages but expressed optimism about its potential. He believes that the system will strengthen the correlation between dealer forecasts and market trends, enabling Tata Motors to make smarter supply decisions. By shifting from a volume-driven approach to a data-driven strategy, the company hopes to improve efficiency, reduce waste, and better serve its customers.
