Pearson New International Edition International pcl tp indd 1

MANAGING FORECAST DATA
225

---

weekend of the physicians’ convention as one in which the weekend getaway
package should not be offered?
Most talented FOMs would answer yes. They would eliminate the pack-
age for that weekend because the physicians will likely fill the hotel. This deci-
sion would be made despite the facts that (1) there are no historical PMS data
related to the physicians’ convention; (2) the PMS shows that not a single cur-
rent reservation now exists for the date on which the convention will be held;
and (3) the date in question is three years away.
As can be seen from these few examples, if FOMs are to make accurate forecasts
of room demand they must carefully consider historical, current, and future data.