THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

Category Management: Winning With Customers at the Point-of-Purchase

Category Management:
Winning With Customers at the Point-of-Purchase
by Emilio Macasaet III
 

Collaboration between supplier and retailers through category management has never been as important in the current competitive arena. However, this supposedly strategic relationship turns adversarial as both sides are being pressured to contribute to growth with less. How do you employ category management to win with customers at the last mile - the POP?
 
KEY BENEFITS TO PARTICIPANTS
·         Provides participants with proper understanding of category management as a strategy;
·         Provides participants with effective tools critical to the success of Category Management and in the strategic integration of supplier retailer marketing agendas.
 
KEY BENEFITS TO COMPANY
·         Effective approach to re-allocating marketing resources
·         Provides tools and concepts for an organization to ‘think category’ rather than individual brands when dealing with key retail customers
 
WHO SHOULD ATTEND
This seminar is primarily oriented to trade marketing practitioners and retail category buyers / managers.
 
Case studies and activity workshops that direct participants to conduct active adult learning activities on their own follow each topic to enhance the learning process.
 
Module 1: PERSPECTIVE: CatMan as a Strategy
Key topics:
·         Frequently asked questions about Category Management
·         Trade update: Key practices and trends in Category Management
·         History and evolution of Category Management
·         CatMan definition, key concepts and applications
·         Why CatMan is shopper-centric
·         Key objectives and aspects of Category Management
·         What is Strategy, really?
·         Category Management as a business solution
·         Is Category Management dead?
 
Module 2: PROCESS: 8-STEP CatMan Process
Key topics:
·         Shopper insighting: key to effective CatMan
·         Category Management Process 8-step Framework
·         Reasons for Adopting Category Management
·         Category Management Analysis Framework
·         A need to change Organizational Structure
·         Illustrative Case Study
 
Module 3: PRACTICE: THE CATEGORY MANAGEMENT STORY
Key topics:
·         Developing the Category Story
·         Selling the Story: 5-Step Presentation Framework
·         Group Dynamics: Simulation
 
 
ABOUT THE INDUSTRY EXPERT
EMILIO MACASAET III
Partner and Chief Channel Marketing Strategist      
 
 
 
Emilio C. Macasaet III is the Chairman and CEO of Field Partners Inc., and Partner and Chief Channel Marketing Strategist of Mansmith and Fielders, Inc. He is the author of the best-selling, Distributor Management, the first ever book on distributor management in the Philippine Market, and the newly launched book, 6 Steps To Effective Key Account Management.
He brings with him very extensive and intensive corporate experiences gained from both local and multinational companies like Gillette, Nestle, L'Oreal, Metrolab and RFM Corporation where he was Vice President of Sales & Distribution division. He conducts various sales seminars, consulting, and training programs in most parts of Asia-Pacific and Middle East.
He obtained his MBA from Ateneo De Manila University and took his Doctor in Business Administration at De La Salle Graduate School of Business where he was a former MBA professor in Distribution Management. Bong also attended an executive program on Marketing Channels at Kellogg School of Management, Northwestern University, Chicago; and other special programs at Singapore Institute of Management (SIM), Singapore, and Burke Institute, USA. He partly writes a column in Business World newspaper and is currently a professor of Marketing Management at the Ateneo Graduate School of Business.