Letter: Mollo Rule of Forecasting Is a Recipe for Disaster

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Though your article ("Strategic Building Blocks for Merchandising Success," Aug. 8) generally serves as a nice introduction to merchandising, the part about forecasting, especially the Mollo Rule of Forecasting, is a recipe for disaster.

Admittedly, not every item should be forecast the same way (generally, new or expensive items do better early on than they will for the balance of the catalog cycle), but to treat every item as if it can be restocked in 60 seconds would qualify for King's Rule for Failure.

With most merchandise being made in the Orient and having a 75- to 105-day delivery cycle, forecasting must be done as early as possible or refunds and back orders will kill you.

Bob King, Director of Marketing, National Motor Museum Mint


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