The Partnering Group - Category Management Association

The Partnering Group
The Partnering Group (TPG) is a global
strategy and general management
consulting firm. Our mission is to build
sustainable incremental value for
leading retail and consumer product
companies worldwide. For more than
two decades, TPG has helped our
clients identify and address their
greatest challenges and opportunities
in order to achieve maximum
shareholder value.
TPG is known for its ability to deliver
pragmatic and achievable business
solutions. This stems from our team’s
extensive experience as business
leaders within many of world’s most
respected retail and consumer product
companies. On average, TPG’s
Partners have over 20 years of
experience in senior management
positions prior to joining the firm.
Category Leadership Program
Category Management has become an essential business process and a top
priority for almost every retail channel and consumer products category.
Its impact on the consumer, the shopper, the industry’s methods of
business planning and manufacturer-‐retailer collaboration is unparalleled.
As a critical practice within the industry, category management has
evolved through the combination of accumulated learning, changing
industry conditions and new opportunities. Today, the best practices of
category management are delivering profound results and, ultimately
“Category Leadership” for manufacturers and retailers alike. While many
of the tenants of the original category management model are alive and
well, new best practices, developed by TPG have emerged.
These Key Building Blocks of Success include:
1. Category Vision: A clear, aspirational Vision that describes where
practitioners want/expect the category to be over the next 3-‐5 years.
2. Strategic Growth Drivers: Insight-‐based, consumer and shopper centric
strategies that accelerate category growth for the targeted shoppers,
geographies, channels and customers.
3. Breakthrough Initiatives: Groundbreaking, innovative concepts that
will deliver the growth drivers for the category and provide growth
opportunities for key brands.
The benefits of this work are
enormous -‐ including
increased shopper
satisfaction, breakthrough
sales/profit results, new
learning/insights and
improved collaboration.
Contact us to see how TPG can help
your organization deliver break
through results.
www.thepartneringgroup.com
Phone: 513-‐533-‐0093
Email: tpginfo@tpg-‐mail.com
TPG has led over three
thousand category
management engagements
spanning 400+ service and
product categories throughout
the globe. TPG has authored
over 25 publications and
industry reports on best
practices and is considered
the pioneer for mobilizing
category management
Category Management Benchmarking Report
Talent Development & Training
The Category Management Industry Report was jointly
developed and published by The Partnering Group and The
Category Management Association. This report provides
tangible insights to help you address key business issues
and to drive a competitive advantage while delivering
business results.
The survey uncovers 6 key findings and offers a suggested
Path Forward:
1.Category Management continues to deliver results for the industry
2.Common issues & hurdles impede industry results
3.Leading edge companies are building targeted capabilities to separate
themselves in a crowded marketplace and deliver an ROI
4.Sr leadership’s vision & commitment are key factors for successful Category
Management companies
5.Path-‐to-‐Loyalty is the emerging framework for identifying and managing
shopper insights
6.Collaboration accelerates growth
To purchase the full report, please visit the CMA web site.
Department Reinvention
Winning with shoppers has never been more
crucial as competition intensifies for a
shopper’s spend. Traditionally, manufacturers
and retailers have focused at the category
level, but as baskets get smaller and trips
fragment, leaders are taking a wider
‘department’ view to address the broader
need state or occasion influencing shopper
choice.
Department Reinvention is how retailers and
capable suppliers partner to manage and expand consumption for a
collection of need-‐based related categories to maximize the asset management
with their most valuable shoppers.
Department Reinvention Deliverables
• Merchandising Design: Grounded in a shopper path to purchase
investigation, triggers are identified to design and orchestrate the in-‐store
and/or online environment to yield the desired purchase behavior.
• Space Planning: Macro space optimization process and tools are used to
optimize space disbursement across multiple categories.
• Customer Engagement: A CRM strategic plan and Shopper Marketing
calendar are developed to leverage occasion + need state platforms which
capitalize on the synergies across the department.
• Sales Planning: The Department vision and key growth strategies are
seamlessly integrated with the individual category plans and Dashboard for
category managers use to drive and track the 5P operations of a category.
Typical Department Reinvention initiatives yield 6 – 12% sales growth results,
with notable shopper loyalty retention levels and gross profit outcomes.
www.thepartneringgroup.com
Phone: 513-‐533-‐0093
Email: tpginfo@tpg-‐mail.com
In today’s dynamic and competitive business
environment, talent development is a key
enabler to achieving business results and attaining a
competitive point of difference in the marketplace.
TPG’s Training and Talent Development services help
our clients identify and drive the knowledge and
behaviors that produce sustainable, outstanding
results. Over two hundred retailers and
manufacturers have leveraged TPG’s services to help
train, develop and certify their personnel. Our
modular approach enables our clients to address their
targeted needs effectively and efficiently. A partial
list of our services include:
• Competency Benchmarking
• Course Development
• Capability Development Plan
• Course Delivery
• Curriculum Design
• Talent Assessment
TPG offers a vast array of courses delivered through
proven methods of 1) experiential 2) instructor led
and 3) e-‐based via our TPG Academy™, covering most
consumer product manufacturer functions and
technical competency areas.
TPG has identified competency areas that drive
success in Category Management. They provide our
clients an objective way to set development goals
and benchmark their people. This competency-‐based
Talent Development approach provides the skills &
knowledge for your personnel to be Industry Certified
at 3 Levels as part of our affiliation with the Category
Management Association. All of our courses are CMA
Board certified for CPCA, CPCM or CPSA Certification.
Two approaches to assess opportunities:
• Category Management Benchmark and
Development Assessment: Use TPG’s proprietary
on-‐line assessment tool to test proficiency versus
Industry Benchmarks.
• Category Management Certification: TPG has
contributed its Intellectual Property to the CMA
Industry Standards Board. TPG is part of CMA’s
Category Management Training Standards &
Certification Advisory Board.