Cover; Contents; List of figures; List of tables; Foreword; Preface; Acknowledgements; About the author; Introduction; Using this book; A strategic purchasing trilogy; 01 Introducing category management; Category management explained; Category examples; How it all started; The relevance of category management today; A changing landscape and the certainty of change; The digital enabler; You don't have to wear sandals to talk about social responsibility; Our love affair with brands, bargains and something just for me!; It's all about value; Securing the value the organization needs
Value and the virtual brick wallThe value of maximizing profit; Determining categories; 1 Identifying spend; 2 Directing resources to addressable spend; 3 Directing resources where there is opportunity; 4 Identifying market boundaries so categories become market facing; 5 Most appropriate level to work at; Defining category segmentation; The benefits possible; The financial benefits possible; The non-financial benefits possible; Surely someone has already thought of this?; 02 The principles of category management; The three foundations of category management
Foundation 1: Sourcing strategicallyFoundation 2: Managing the market; Foundation 3: Driving change; The four pillars of category management; Pillar 1: Breakthrough thinking; Pillar 2: Customer focus; Pillar 3: Cross-functional teams that work; Pillar 4: Facts and data; Category management in the public sector; EU procurement legislation; Adapting category management for the public sector; Purchasing category management in retail; Digital category management; 03 Laying the groundwork for success; Before you start; Creating the right conditions for category management
Category segmentation and opportunity analysisThe 5i category management process; A circular process; Moving through the five stages; Reviewing progress; Realizing the benefits; The full process; Applying the process; Process duration; Knowing what to leave out; Working through the process; 04 Stage 1: Initiation; The initiation toolkit; Kicking off the category management process; Scoping the category project; Opportunity analysis revisited; Securing the executive sponsor; Recruiting team members; Planning the project; The STP tool; Team formation and the team charter; Stakeholder mapping
Communications planningProject time planning; Securing quick wins; First insights and direction setting; Gaining first insights into the category using day one analysis; Value levers; Defining the business requirements; 05 Stage 2: Insight; The insight toolkit; Developing category insights; Introduction to data gathering; Supplier conditioning; Internal data gathering; Supplier data gathering; Market data gathering; Price and cost analysis; Understanding the supplier's pricing approach; Developing a cost vs price breakdown; Understanding the external environment
Summary
Benefit from a complete overview and step-by-step guide to the tools, techniques and application of category management
