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Category Management Consulting

Category Management Consulting

Correct product range planning gives you a decisive competitive advantage

Customer needs are constantly changing, and their expectations of a certain standard of purchasing experience are also growing. In addition to this challenge, the retail world faces strong and growing competition. Developments show that just optimizing the retail space is no longer enough to economise efficiently and stand out from the competition. Increasingly, the customers and their requirements are taking centre stage. Strategic category management is crucial in retail when it comes to finding a competitive advantage and increasing customer retention.

Our proven optimization approaches give you a competitive advantage. In our experience, comprehensive product range planning can increase profit margins by 8-13%. The extent of our consulting services depends entirely on your needs. In addition to optimizing entire product ranges, following potential analysis, we can also work on individual ranges and product categories, if required. We will then show you how category management works for a conventional project.

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how do you proceed with consulting for Category Management?

Product range analysis

In order to create a basis for successful product range organization and planning, we first carry out an extensive product range analysis, examining current performance and sales potential. We will then also compare the product range design of competing companies based on product assortment, pricing and placement and assess the market’s development in light of emerging trends. The tools used for this analysis are available both to our team and to you for the long term.

Strategy and process development

Based on these findings, we work with you to develop a strategy to establish long-term, efficient category management processes. Do you have the right mix of complementary, compulsory and featured product ranges? Are these ranges geared to specific target groups? We analyse and optimize segments and develop a strategy that suits your company and ensures that you stand out from the competition. To establish these category management processes in your company for the long term, we train your staff and practice the new processes in the form of workshops or process simulations.

Organization development

Companies undergo constant change, which must be reflected by their operational and organizational structure. We help you identify strengths and weaknesses in the existing structure and build a high-performing organization that also considers process costs and fits in with your overall company strategy.

Integration into the entire supply chain

Our many years of project experience show that category management optimization is most successful when the processes are integrated in the supply chain for the long term. This is why we adapt every case of product range optimization to your company strategy and take into account the differentiation criteria that matter to you. A comprehensive supply chain performance check allows us to quickly assess performance and identify strengths and weaknesses. Based on these findings, your suppliers can be tested and integrated into the process if they perform well.

Adapting store layout to customer needs and customer requirements in terms of store layout are high: easy orientation, individuality and the desire for a positive shopping experience. By adapting your product range and store layout to your customers’ needs, we increase your average transaction value, optimise space and keep customers in the store for longer.

This all has a positive impact on your customers’ shopping experience, which in turn achieves a higher degree of customer retention for your company. Based on the previously defined goals, we increase your turnover and profitability and ensure clear market positioning.

Converting cost reduction potential

Once a specific package of measures has been developed, the team carries out professional procurement tasks such as tenders and market negotiations in order to improve your cost situation and safeguard your income for the long term. We then coordinate POS strategies, sales planning and promotion planning with the marketing and sales departments.

Category management outsourcing

Identified potential, but don’t want to create a position in your company? As category management experts, we can take care of your entire conception, management, optimization and monitoring based on goals that we define together to fit in with your company strategy. You will be amazed by the results.


The results:

  • Increased turnover and profitability
  • Higher average transaction value
  • Less duplication
  • Optimized order and inventory management
  • Developed market positioning and increased customer traffic
  • Acquired processes are safeguarded for the long term

Current releases of the category Category management

How does the future of procurement look like? Read now our 8 procurement predictions for 2020 and beyond.

Digital procurement: find the right solutions with the Digital Solution Navigator.

Procurement Transformation – What really matters: A precise understanding of future success factors.

What our clients say about us

Maryne Lemvik, CEO Skanem AS

„In an interactive sales training with a high degree of practical relevance, our sales staff learned how to approach negotiations like buyers. This change of perspective has decisively changed our sales negotiations. Thanks to INVERTO, our employees now feel better prepared and can draw on professional methods and tactics to achieve better negotiation results - a decisive step in the further development of our sales.“

Ole Anton Gulsvik, CEO, Seven Seas

„INVERTO conducted a detailed analysis of our international processes, and by introducing a new strategic approach for our procurement, it achieved substantial efficiency gains.“

Patrick Juhl, Head of Procurement, Seven Seas

„As a result of the central procurement organization implemented by INVERTO, as well as the pooling of demands, we were able to make double-digit percentage savings.“

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Thomas Pfeiffer, Head of Product Development at

„Together with INVERTO, we have achieved a result that we did not think possible at the beginning of the project. The overall package of tender preparation, service provider workshops and rounds of negotiations at top management level has raised our hosting landscape to a new level of price performance. I thoroughly recommend working with INVERTO.“

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Dr. Jürgen Wickl, Managing Director of Styria Media IT

„By preparing a functional specification, we managed to advertise requirements in a tailored way. INVERTO’s orientation towards precise customer requirements and benchmarks as well as professional negotiations has contributed significantly to the success of this project. The close involvement of employees in this structured tender process is an additional bonus, and something which will benefit us in years to come.“

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Siniša Mitrović, mag.oec., Managing director, Styria Tiskara Zagreb

„Due to the flexibility of the team, we managed to receive additional offers from suppliers and hence increase competition between existing suppliers. Through centralization of our former pick-up locations in Croatia and Bosnia-Herzegovina we managed to reduce the operational work for our employees. Furthermore, this centralization led to a huge additional revenue from our waste paper business. The project work with INVERTO was very professional and made this great result possible.“

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Marc Lamure, Director, Montagu Private Equity Associates LLP

„INVERTO has helped D.O.R.C. with the professionalization of the procurement organization and accompanied the supplier negotiations for various products and services. By implementing new processes and working with procurement staff, the achieved savings enhance sustainability and will result in a more profitable organization.“

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Erwan Quemener, Purchasing Director, Chassis Brakes International

„INVERTO helped us in raising undreamed-of sources of savings in both direct material and indirect material areas. They did not only identify these potentials but they supported us in the implementation phase with a great professionalism.“

Nick Gerrard, CFO, MID Essex Hospital Services NHS Trust

„INVERTO’s market and product knowledge have been invaluable in helping the Trust deliver substantial cost savings in a short space of time. They have the ability to talk the clinicians language, optimise the procurement process and deliver a result the trust could not have achieved itself.“

Bart Stubbe, Vice President of Purchasing LINPAC Group

„INVERTO are assisting LINPAC since early 2008 in transitioning from a decentralised to a category purchasing structure, bringing sourcing expertise, skilled resources, technology and methodology to recognise, create and release value to the company.“

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