Category Management: Concepts and Cases

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Every year, the retail landscape looks a little different. Next year, what format will appeal to what market? Should retailers care about international expansion? Or should they make the most of their home market? As store saturation becomes a reality and early movers produce tangible results, retailers need to address this sizable opportunity—quickly. Retailers have difficulty assessing the product sales performance, considering a competitive mix and hitting revenue and profitability targets. Category Management presents an opportunity to gain competitive advantage by implementing technology with the ability to increase the understanding and optimization of assortments, including product assortment performance at different store segments as well as monitoring assortment performance. A key benefit to the adoption of any formal category management process is that retailers must explicitly define the role that each category plays in the overall store portfolio. Being clear about category roles: be it traffic builder, transaction builder, cash generator, profit contributor, image or excitement creator, it leads to a disciplined approach to space management, everyday pricing policy, and promotion tactics. Category management also requires the retailer to define roles for their store brands, both at the chain level and within any specific category. In essence this process involves management of a category like an independent profit centre in all respects of sourcing, pricing and buying to selling to deliver customer satisfaction and strategic advantage to the store. A category manager may have separate team members to handle product management, buying and merchandising. Such a retailer is able to successfully differentiate its merchandise based on its consumer’s needs and wants. And such a retailer is one who is bound to succeed in today’s competitive retail environment.

ABOUT THE AUTHOR Simantee Sen

Simantee Sen holds a postgraduate diploma in Business Management from Indian Institute of Planning and Management, New Delhi and master's degrees in Environmental Biology as well as Advertising and Public Relations from Delhi University. She is currently working as an Adjunct Faculty at Icfai Business School, Pune. She also teaches at various other B-Schools in Pune. She also worked with The Times of India and American Express India for about seven years. Her areas of interest include human resource development, marketing, advertising and public relations.

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Bibliographic information

Title
Category Management: Concepts and Cases
Author
Edition
1st ed.
Publisher
ISBN
9788131420058
Length
276p.
Subjects