training resources and services of the category management association update on standards and...

Training Resources and Services of the Category Management Association

Update on Standards and Training Certification

Training Resources

• Training referral service• Training• International chapters

Training Referral Service

• Website listings• Consulting service

Website

Consulting Service

• Complementary– Help navigate the site – Course recommendation

• Consultative– Needs assessment– Curriculum design / review

Training

• CatManU• Storewars

CatManU

What is Storewars?• An exciting, challenging MBA-level program that

provides participants with:– Understanding of challenges facing their trading partners– Risk-free environment to test strategic business concepts– Negotiating and team building skills– Valuable industry knowledge

• Leading to:– Improved business results – Increased consumer satisfaction

Information for Decision-Making

Promotions

Cooperative Advertising

Quantity Discounts

Terms of Payment

Production

Positioning Advertising

R &D

Shelf space

AssortmentStore Image

Pricing

Learning Objectives of Storewars• Offer insights into manufacturer and retailer relationships

• Use enhanced negotiation skills for win-win situations

• Work in teams to achieve a group objective

• Operate more effectively with other departments in your organization

• Determine business strategy and implement effectively

• Transform information into profitable decisions

• Provide trading partners/customers with most appropriate information for effective decision-making

• Use your time more efficiently to make decisions

International Chapters

2010 LATAM Conference

Global Training Resources Director

• Training referral service• Training• International chapters

Standard and Certification Committee

Standards Steering and Certification Committee Mission

• Create industry guidelines and skill set definitions for catman professionals– General guidelines for a manufacturer’s catman

organizational structure and roles– Defined skill proficiency expected in catman roles– Certification of training programs which conform to the

standards established here with sufficient rigor to merit the endorsement

Role/Skill Matrix

OFFICE PRODUCTIVITY Entry Journeyman Senior Executive

Level 1 Level 2 Level 1 Level 2 Level 1 Level 2 Level 1

MS Excel (or equivalent) Basic Developing Developing Accomplished Accomplished Accomplished Accomplished  

MS PowerPoint (or equivalent) Basic Developing Developing Accomplished Accomplished Accomplished Accomplished  

Nielsen and/or IRI panel Beginning Basic Developing Accomplished Strategic Strategic Strategic  

Nielsen and/or IRI scanner Beginning Basic Developing Accomplished Strategic Strategic Strategic  

Nielsen and/or IRI tools Beginning Basic Developing Accomplished Strategic Strategic Strategic  

POG software Beginning Basic Developing Developing Accomplished Accomplished Strategic  

Report Automation Beginning Basic Developing Developing Accomplished Accomplished Strategic  

Advertising Tracking tools   Beginning Basic Developing Strategic Strategic Strategic  

MS Access (or equivalent)   Beginning Basic Developing Strategic Strategic Strategic  

Spectra   Beginning Basic Developing Strategic Strategic Strategic  

Certifications Sub-Committee

• Take “Skill and Role Matrix” and provide detail on what skills are required for each level

• Training programs will be evaluated against these criteria

• Programs can include:– Proprietary manufacturer courses– Course taught by training companies/consultants

• Certification for:– Manufacturers curriculums– Trainers’ programs– Individuals

The ScorecardThe Scorecard• The scorecard is a simple matrix:

Competency BlockProductivity Software

Analytical Tools

Business Acumen

Consumer & Shopper Insights

Learning ProgramBusiness Acumen:Process & Terminology

- Catman with the Retailer

- Catman Foundation/Process

-Collaborating with/Presenting to Retailer

Retailer Economics/Logistics

-Retailer Financials/Objectives

-Retailer Industry Trends/Best Practices

Negotiation & Presentation

Relationship/Communication/Leadership

For Each Learning Program

Customer Support

Certified Professional Category Analyst

CPCA CPCA

Competency Level 1 2

Learning Source: School/Business Company / University / Vendor Company / University / Vendor

Learning Format Hours of Instruction Distance Learning or In Class 6 Hours Distance Learning or In Class 12

Hours Cumulative

Intended Skills Proficiency Skills Proficiency Required to Earn Certification Skills Proficiency

Testing Format Knowledge Review and/or Performance Test

Knowledge Review and Performance Test

Business Accumen: Process/Terminology

Catman Foundation/ Processes Company or University or Vendor

6 hours

1. Understand the history, origins, and general approach of Category Mgt2. Learn the key steps (8 or other) in the Category Mgt Process3. Gain exposure to the application of the Category Mgt Process through review of practical examples of its use at retail

Module Testing

Word document

• Contains in-depth certification standards– More in-depth learning objectives

• To be used by certifiers when reviewing programs

Training Resources and Services of the Category Management Association

Update on Standards and Training Certification