2. 1. Know the Customer and their
Strategy
• What is important to the
organization?
• What is the banner strategy?
• Come with ideas that are
strategically relevant, not one
size fits all
3. 2. Be Knowledgeable and Be
Objective
• Provide relevant facts and
insights
• Demonstrate your company’s
expertise and capability
• Category opportunities versus
vendor opportunities
• Include Private Label
performance data and
recommendations
4. 3. Be Brief and Concise
• Be cognizant of a Category
Manager’s time commitment
• Critical data only – include
Appendix for deeper dive if
necessary
• Quantify the dollar opportunity
• Focus on key nuggets – 2 or 3
big ideas versus trying to tackle it
all
5. 4. Be Creative
• Provide unique business building
opportunities outside of regular
flyer activity
• Develop solutions that help
differentiate the retailer from their
competitors (customization)
• Include Private Label in your
plans (Co-Promotion ideas)
6. 5. The People Factor
• Right Attitude
• Passionate about the business
• Proactive versus reactive
• Empowered - people who can
make decisions, not create work
7. 6. Ensure Follow Up
• Scorecard performance
• Post Mortem – learnings, next
steps
• Build on wins