KEEP READING
Read the article ↗Test the need across scenarios and time
A scenario is not a forecast. Use the table to expose assumptions, choose one observable test and review the result at a time horizon that fits the buying cycle.
| Scenario | Now | Next cycle | Longer term |
|---|---|---|---|
| Cash pressure | Smaller pack, repair or delay | Repeat behaviour and price sensitivity | The task may persist while the offer changes |
| Supply interruption | Available stock and substitute fit | Lead time and acceptance failures | Supplier depth and redesign |
| Demand expansion | Capacity and the stock promise | Repeat purchase and working capital | Competition and category maturity |
| Specification change | Compatibility and return risk | Training and support burden | Substitution and obsolescence |