Category Management Training

Making Business Matter
Course summary
Corporate Training for Teams
3 days
Course Dates
United Kingdom
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Course description

Category Management Training

It is of vital importance for suppliers to analyse volumes of data, understand the category and the shopper, identify opportunities and land them at a fast pace. This course is CPD accredited.

The course consists of 2+1 classroom days, 6 months apart with support in between these days. Making Business Matter uses Sticky Learning, a unique training method delivered by a world-class tutor that has a wealth of experience in the UK Grocery Industry.

Learning objectives

Participants will be able to:

  • Identify their current category competency framework level and what is required to move up the levels.
  • Identify more ways to interpret qualitative and quantitative data in order to identify more opportunities that drive category growth.
  • Understand the key principles of current Category Management.
  • Utilise new language that enhances their Category Management credibility.
  • Better understand the shopper, the preparer and the eater.
  • Better implement opportunities that have measurable benefits for the supermarket, the shopper, and their business.

Suitability - Who should attend?

This course is suitable for retailers to the UK supermarkets.

Training Course Content

Course content

Agree Category Targets

  • 3 Legged Stool including overview and history of Category Management
  • KPI and KRA/s
  • Competency Frameworks
  • Category Strategy and Tactics

Understand Your Shopper

  • Pen Portraits and ‘SIM’ shopper insight mapping
  • Purchase Decision Hierarchies
  • Category Segmentation
  • Data sources and metrics

Know Your Supermarket

  • Retailer Visions & Strategies
  • Category Roles
  • In-store operations
  • Digital – online and social media

Turn Analysis & Understanding Into Opportunities

  • Range, Availability and Promotions
  • Identifying opportunities from the left brain
  • Identifying opportunities from the right brain

Sell £ Opportunities

  • Trust Model
  • Define your end in mind
  • Know your audience
  • 7 Steps for Essential preparation

Land Opportunities

  • Communication Skills Tips
  • Influencing Skills Tips
  • Instore opportunities

Evaluate and Improve

  • Scorecarding
  • Dashboards
  • Evaluation Tools
  • Store feedback, supply chain etc


Request information from the MBM for pricing details.

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About provider


Making Business Matter (MBM) is the soft skills training provider to the UK Grocery Industry, helping Suppliers to win more business. They choose MBM because of its money back guarantee, relevant experience, and because MBM makes their learning stick. The problem...

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Contact info

Making Business Matter

Sticky Learning House, 5 Cheshire Road
Thame, Oxfordshire OX9 3LQ

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Average rating 5

Based on 3 reviews.

Tony Walsh
"“MBM really helped us to pinpoint the areas of category understanding that offered us the greatest opportunities and then transformed how we talk about Category across our business. They are challenging and will ask difficult questions to get the best out of your team and the knowledge within. More importantly the flexibility of their approach ...
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David Flynn
“We brought-in MBM to help us win more business. Over the 6 months we worked with MBM we found them to bring new insight to our category, fundamentally change our approach to dealing with UK supermarkets and they surprised me in how much value they could add. Sadly, we did not win the business. Though, what did happen, was what MBM did bring to ...
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Category Management has allowed me to reaffirm some of the theoretical models learnt back in my University days, however with MBM’s approach to understanding my individual learning objectives for each course they were able to tailor this theory to my day-to-day role so that it was relevant and thus easier to understand and apply. In addition to ...
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