Archive for: July 2013

Category Management: 3 Things You Should Know About a Retailer’s Income Statement

Retail MathMath is used at every level of retailing. From the basic functions of counting money and making change, to computing the total amount of a sales transaction involving calculating percentages to determine discounts, sales tax and shipping charges. More complex retail tasks require more advanced retail math skills.  Many retailers have sophisticated computer programs that perform these retail math calculations, but it’s important for category managers to understand and explain these formulas and how they impact the retailer’s income statement. For suppliers, they should understand how a retailer’s …

Strategic Selling Starts With Understanding Data and Analytics

Selling Using Category ManagementThis week, I will give suggestions on ways to help move your sales team from a “Fact-Based Selling Approach”, to a more “Strategic Selling Approach” (last week’s blog talked about moving to a Fact-Based Selling approach through the category management foundations).  Successful sales teams need to move to a more strategic and fact-based approach to their business, both to uncover development opportunities as well as to become more strategic in joint business planning …

Category Management Opportunity: Make Changes To Improve Your Value

Category Management OpportunityDo you ever feel like you have so much to do, and there’s just not enough time to get everything accomplished in your category management role?  I think that most of us do, and in part, it’s the nature of most jobs in this day and age. In today’s category management world, we get so busy at our desk, that we give little time to think about why, or how to improve the situation.  This results in limited business value, and a more reactive approach to the …

Fact-Based Selling: The Starting Point for Joint Business Planning

Posted in category: Strategic Selling

Joint Business PlanningIn last week’s blog, I talked about the need for successful sales teams to move to a more strategic and fact-based approach to their business, both to uncover development opportunities as well as combat potential weaknesses through joint business planning (JBP).  I also provided a link to our downloadable “Collaborative Relationship Continuum” model, which helps sales organizations to define their current situation with key retailers, including the tier at which they are …

5 Category Management Opportunities in Assortment and Shelving

Category Management StrategyCategory Management teams in consumer packaged goods companies spend much of their time completing efficient assortment and shelving projects, both internally and for their retailers.   As the retail landscape continues to change, , so should the processes, practices and training that the category management team needs to order to provide added value both internally and with their retail partners.   With the summer season on us, and possibly a bit more time on our hands before the busy fall, it may be time to define some …

Prepare your sales teams for fall joint business planning (JBP)

Posted in category: Strategic Selling

There is an abundance of data and insights that retailers now hold.  Along with this pronounced growth of knowledge the demand is constantly expanding for a successful sales team to be capable of providing insightful and fact-based analysis to their retailers, both to uncover development opportunities as well as combat potential weaknesses through joint business planning (JBP). This approach gives the sales team better strategies to manage their business, creates a more collaborative business relationship with their retail partners, and ultimately results in joint business planning outcomes that are right for the retailer, the shopper, and for the …