Particularly when it comes to an entirely new and unique product.
Forecasting is hard for any company. I spent most of my time at Fairchild as Director of Research which supported all our product lines, cameras, electronic warfare, communications and telemetry systems, communications security and finally special projects (classified).
Fairchild was not a true consumer company, we were more or less an international defense electronics company with about half of our product lines developed under contract based on the unique technology we had developed in house. The other half were semi commercial systems cobbled together with our technology and systems we previously had delivered. We had a large R&D budget and we had to be very smart about how we allocated it. That allocation was based on projections of the program managers for each business unit. The requirements list was always at least twice as long as the funds available which should be the case of every successful company.
The PM's had to work with the customers to get their requirements and understand how willing the customer was to invest. That investment was normally done through competitive development contracts so our PM's needed to address and specify the funds needed to support and win those competitive development contracts. Not all of that came out of the R&D budget but there was usually a component that required in-house R&D.
It was a continuous process with most of the PM's holding weekly meetings within their division to address, identify new opportunities and define new requirements. At Fairchild that resulted in monthly meetings with the PM's from each product lines, R&D and the the director of engineering (he needed to insure he had the resources) and the CEO and CFO.
While Sherman Fairchild was gone by my days at Fairchild, his process remained in place as did his culture and hand picked senior management and BOD. Sherman Fairchild was a master at predicting a complex market. Even with that, it is still can be characterized as "intelligence crystal ball gazing," No matter how good your are, there will be some misses - both projections that don't materialize and those whose impact are grossly under estimated that result in the whole company scrambling to meet the demand.
A good example was back in the late 1980's we were working with Lockheed on developing a drone system. Lockheed was building the airframe and we were developing the coms and telemetry links and imagery payload and imagery analysis system. Westinghouse was involved in developing the imaging radar payload and radar processing subsystem. At that time the US military was anti-drone - as one retired AF general said, "you don't get promoted to a bird Col in this man's AF by joysticking a drone around the sky." My how times have changed. However, Israel had bought in to the use of intelligence drones and were pushing hard on the technology. Our projections were that Israel would be the initial customer and we knew how many they would order and additional demand would grow at a slow and steady pace. All production estimates were based on that.
Then when the first few are delivered to Israel after people saw what could be done with them, other countries, middle eastern and European started banging on the door wanting drones. The demand completely outstripped the projections not only Fairchild but the entire consortium of Fairchild, Lockheed and Westinghouse. It didn't matter if we could provide our part if Lockheed couldn't deliver the airframes fast enough.
We all had to scramble for a few years. However, our management took a lot of calls from angry customers getting their butts chewed because of their unrealistic demands on our production line. Or as to quote Werner von Braun, “Crash programs fail because they are based on the theory that, with nine women pregnant, you can get a baby a month.”
At the end of the day "the best-laid plans of mice and men often go awry." Good planning with accurate knowledge of the market place can mitigate it happening but it cannot prevent it. It seems that Fuji PM's were not as good reading the tea-leaves of the X100VI demand or the demand that would meet the GFX100RF. Maybe Fuji PM's were too conservative or maybe they need to invest in hiring a psychic. They will need to scramble but just like the pressure put on von Braun in the early days of space flight, unrealistic demand cannot be satisfied overnight.
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"The winds of heaven is that which blows between a horse's ears," Bedouin Proverb
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Truman
DPR Co-MOD - Fuji X
www.tprevattimages.com