Situation

The client (a global retailer) had identified that there was an opportunity to improve performance if it embedded a category approach, to its’ ways of working

Task

To help the client embed category management principles and a category planning process, for its UK based business (demand and supply)

Actions

The retailer identified a pilot category and lead supplier. Big River Solutions created a category planning process and supporting materials. This included a simple set of templates which we then briefed the retailer and supplier to complete. We conducted interviews with key personnel and stakeholders in both the retailer and supplier to assess the current position and help define the opportunity. Workshops were created, delivered and facilitated by Big River Solutions, during which category management principles were trained and the category plan created for one business area

Results

Enhanced collaboration between the retailer and supplier

Category growth in the retailer

Value and share gain for the retailer and supplier