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Category Management: Analyze the Data, Strategize your Plan, Deliver Big Results

Upcoming Dates


As a category manager, you assess demand for a product or service across your organization and find innovative ways to reduce cost and increase the competitiveness of the enterprise. This hands-on workshop will put you on the fast-track to using spend analysis and proven category management techniques to their full advantage. You’ll participate in practical exercises, utilizing tools and methods for immediate implementation on the job.

Who should attend

Buyers, sourcing specialists, category managers and similar functions, as well those who manage these responsibilities.

You will earn 14 CEHs for this seminar

You will learn

  • Supplier & Customer Segmentation
  • Five best practices of Category Management
  • The market forces impacting your sourcing approach
  • How to determine the spend profile of a category
  • Four cost elements that make up a price
  • Supplier pricing methods and cost models
  • How to deconstruct price
  • Supplier financial analyses that provide useful options to stakeholders
  • Techniques for identifying and managing category-specific risk
  • How to develop a category strategy
  • The five elements of a valid contract
  • The significance of SOWs

Course Outline

  1. Segmentation: Supplier Portfolio Matrix; Customer Matrix
  2. Category Management Overview & Process: Definitions; Best Practices; Category Teams
  3. Supply Market Analysis: SWOT; Market Analysis; STEEP; Sources of Data; Porter’s 5 Forces & Multi-Year Analysis
  4. Spend Analysis: Addressable Spend; Pareto Analysis; Classification and Categorization
  5. Price & Cost Analysis: Price & Cost Development; Supplier Pricing Methods & Cost Models; Deconstructing Price; Variable Cost Analysis; Portfolio Matrix
  6. Supplier Financial Analysis: Profitability Ratios; Efficiency Ratios; Sources of Data
  7. Risk Management: Planning & Strategy; Portfolio & Risk Matrices
  8. Opportunity Analysis: Supplier Matrix
  9. Category Strategy Development: Category Plan
  10. Contracts & SOWs: Elements of a Contract; Types of Contracts; Significance & Elements of SOWs
  11. Action Plan


Upcoming Dates & Locations

May 21-22, 2019 Nashville, TN Register
August 27-28, 2019 Nashville, TN Register


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