Retail and Wholesaler Competency Enhancement

In a rapidly changing retail environment category management skills must grow and evolve to keep pace. Today, and in the future, category managers and merchants must have well developed business management skills and must be absolute “Students-of-the-Business”. This requires in-depth knowledge of business planning and financial management; highly developed merchandising, category management and procurement skills; knowledge of suppliers, their structures, their decision processes and criteria, financials, and performance metrics; the ability to influence behavior through collaboration and the ability to understand and apply consumer and shopper insights to business building solutions.

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CPG Manufacturing Competency Enhancement

The interface between retailers and CPG manufacturers continues to change and become more multi-faceted and complex. In this environment customer management skills must grow and evolve to keep pace. CPG manufacturer sales executives must have well developed business management skills while account team managers and account managers must be absolute “Students-of-the-Business”. This requires in-depth knowledge of the P&L and financial management, highly developed account and category management skills, knowledge of retailing concepts and trends, the ability to influence behavior through collaboration and the ability to understand and apply consumer and shopper insights to business building solutions.

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