Category Management
Expert understanding of UK Food Retailer category growth levers
The key customer relationship of your Sales Team is of course with the customer's procurement team. Essential to a positive working relationship is understanding the customers' category management strategy and how your company fits into their plans to drive profitable growth.
ARE YOU MAKING CORRECT USE OF THE TOOLS?
Possessing the required knowledge to interact in a collaborative, and at times a challenging manner, with the procurement team requires the use of many tools including accurate market data.
Obtaining the relevant information in a cost-effective manner takes time and research, and the ability to extract the information in a meaningful format.
Getting this process right puts you on the right footing to have the required conversations with customers, both prospective and current, which will allow you to grow your sales within the target category.
CASE STUDY
Market data insight was bought for circa £12k which identified unmet target customer needs and opportunities for growth. A major Food Retailer was grossly under performing in a category to such an extent that, following a full sales presentation pitch, a full tender process started and business won worth £13.2m per annum. A major success!