Archive for: December 2013

Category Management Training: There’s Nothing “Fair” About a “Fair Share Index”

by Sue Nicholls, President, Category Management Knowledge Group

In today’s world, there is much emphasis on deriving effective and strategic insights in category management.  With all of the incredible data sources available to both retailers and suppliers, there are certain measures that are consistently used to derive these insights.  For some of these more commonly used measures, there’s a tendency to generalize the interpretation of the numbers, or not scratch below the surface and think about what the numbers really mean.

One example of this is “index”, which …

Category Management Training: Turning Your Presentations from “Drab” to “Fab”

by Sue Nicholls, President, Category Management Knowledge Group

Category Management TrainingThis week’s blog is an extension of some of my other blogs over the past few months that have focused on Fact-Based Selling and Presentation Skills.  At Category Management Knowledge Group, we run many live category management training sessions with clients and students.  We also run optional, added-value live webinars with all of our students that are participating in one of our training programs (including a …