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Value Based Category Management


John D. Blascovich, CPSM, C.P.M.

Robert M. Monczka, Ph.D., C.P.M.

Thomas H. Slaight

95th Annual International Conference Proceedings - 2010 - San Diego, CA

Leading-edge Purchasing and Supply departments are developing category strategies that provide value beyond price improvement. These strategies are directly contributing to their firms' overall competitive position. This presentation discusses value-focused category strategy development and provides case examples based on research with 14 leading companies. Value results achieved, competitive performance contributions, strategies, critical enablers and future executive expectations will be the focus. Comparisons with more traditional approaches will also be presented.

Value Based Category Management — 134 KB (PDF)