Value Based Category Management

Author(s):

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

Abstract

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.