Collaborating for Category Management Success

Bridging the Performance and Value Gap

The 2016-17 Global Category Management Leadership Report

"Thank you so much for the report, one of the best I've seen due to the conclusions and more importantly the actionable recommendation, extremely helpful"
Director, US Pharmaceutical

In this year’s survey we gathered an enormous amount of rich data from 320+ participants in 14 industry sectors across the globe and we found:

Yet despite this small improvement, we still see major opportunities for both our leaders and followers (the 72% of respondents who are categorised as “not started,” “basic” or “improving”). Those opportunities are driven by two key factors: by increasing the percentage of spend that is covered by category management, and then by improving delivery from category management. Leaders achieve higher levels of savings than followers (11.1% to 7.7%), as well as other benefits such as better stakeholder relationships, yet even leaders recognise they are missing opportunities and leaving money on the table – a further 5.2% by their own estimates. The graphic shows the total effect of this on savings potential from a category management programme.

The survey confirms that strengthening collaboration with stakeholders is fundamental to achieving leadership in category management. We have highlighted 5 practices which demonstrate that leaders are more focused on the need for internal collaboration. The full report contains more than 50 topics, analyses and recommendations on implementing category management. 

“The Future Purchasing report on Category Management Implementation is essential reading for anyone engaged with category management”
Peter Smith, Spend Matters.

Improve your category management strategy to access the savings rates of leaders

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Collaborating for Category
Management Success

Bridging the Performance
and Value Gap
Executive Summary

Containing the top 5 practical
recommendations to achieve
the value obtained by leaders