implementing category management, almost all organizations face some problems and difficulties.If you do not understand this question, the consequences of this implementation will bring much more harm than the work in the usual mode.The first step is to understand clearly what needs to be changed, as well as to know the category manager - who is it and what they can give us.
Why are there problems?
often inefficient system due to the fact that the company operates in accordance with the chosen philosophy.This may be caused by a lack of controls required personnel or unwillingness to accept the changes.Conflicts can lead to massive layoffs, problems with the product, or failure in the labor process.
to category management has been successfully implemented, it is necessary to develop a comprehensive approach.It should cover all aspects of the company, not missing a single unit.
new structure
changes need to start with the construction of the new structure of the organization.It is based on the main principle that management is carried out not only vertically but also horizontally.All units interact and affect each other's activities, so in case of problems is not "extreme".
to correctly answer the question, "Category Manager - who is it?", You must understand that he is responsible for the business.Therefore, to assign this as an accountant or economist initially wrong.
Job Description
To properly prepare this document, it is useful to learn from organizations that have successfully implemented category management.If this is not possible, you should keep in mind the fundamental conditions: decentralization, the transfer of certain administrative aspects of the provision to make independent decisions, the concentration of various functions of the company in the same hands.
Where to take the experts?
To understand where to look for the staff, you need to understand, Category Manager - who is it?It is almost impossible to recruit "ready" specialist.Head to win a lot more if you try to look at the desired quality of existing staff.Home capacity, which is necessary to have - is to be able to think like a buyer.It is important that the potential candidate differed commitment and ambition.Then the chances of success will be much greater.
Main responsibilities
hesitation, Category Manager - who is it important to understand that it is not the purchaser and not the seller.It is primarily a manager.His responsibilities include bypassing retail outlets of competitors and analysis of their activity.It is important to a lot of attention paid to marketing and promotion category.During the analysis, you need to use all available means of automation.Outdated software makes it impossible to see the whole picture and effectively manage the processes.
Category Manager must learn to negotiate.It requires a lot of time and effort, but the result is worth it.For this there are special trainings and courses.
Analytics
manager must know what should be engaged in the category manager.His work is quite versatile, but first and foremost it covers areas such as merchandising, analysis and negotiations.
specialist should be able to prepare and analyze reports in the following areas:
- margin dynamics - every day;
- change in value of purchases - every day for the previous;
- analysis of all groups and subgroups of the goods, assessment of marginal income - when entering the goods in stock or when it is output;
- turnover, as well as the layout and price changes of competitors - twice a month.
negotiations
If you understand, Category Manager - who is it, the introduction of the new concept will take place quickly and will give good results.In talking to people they spend almost most of the working time.The reason for the negotiations could be the following:
- higher prices for purchases;
- mismatch contract prices and that specified in the supply;
- short supply;
- desire to diversify the supplier;
- change in the scope of delivery or location calculations.Some responsibilities may take on an assistant category manager;
- contracts;
- discussion of discounts, promotions and bonuses;
- return, his replacement, conducting acts of reconciliation;
- other important reasons, requiring the presence of both sides.
Merchandising
Not every manager can immediately respond to the question: 'category manager - who is this? "They have to know the basic rules of merchandising and to be able to use them.But a certain percentage of creativity in this profession is encouraged, so that the requirements can be "diluted" creativity.
If the company will closely follow the implementation of the basic principles of category management, the organization will soon come to a new level.There is a conflict must be solved peacefully, explaining the essence of the new concept of staff.
