carrefour and p&g common goal: to sell more
TRANSCRIPT
Carrefour and P&G Category Management project -
detergents
G.Beta - Carrefour L.Girlea - P&G
Category Management:
Joint focus of Trade/Industry to meet Consumer needs
Benefits:
For consumer – oriented on his needs, the shopping is easier and more attractive
For trade – develop the business, increase efficiency, build profit, attract new shoppers
For supplier – consumer oriented, customer oriented, builds on our strength
Principles:
Consumer focusedData basedCollaborativeOpenness & trustTotal system approach
Joint project
Why Detergents? Why P&G? Why Carrefour?
Detergents category:
Big number of SKUs Limited shelf space Frequent OOS High turnover Traffic builder
P&G:
The biggest supplier in this category Category expertise
Carrefour:
The leader in hyper format Consumer oriented Strategic partnership
Objective:
Reduce out-of-stock in the category Increase turnover for the category Make the shopping decision easier for
Carrefour shoppers
Resources:
Provided by Carrefour: Raw data - Sales and Turnover per item In-store implementation
Provided by P&G: Shopper study/shopper profile Shelf technology/expertise
Steps of the process:
Category definition/analysis:
Detergents: Structure: auto, handwash, special Assortment classifying Volume/value share vs. market
Category scorecard
Steps of the process:
Category scorecard- example Sales Margin Share
Detergents
Auto 9 kg 6 kg
Manual 450g 600g
Steps of the process:
Category strategy: Build traffic – increase the number of
purchases Build transactions –increase the size of
the average transaction
Key Measure: Volume share
Steps of the process:
Category tactics:
efficient assortment Determine the SKUs accounting for
80% of the sales and turnover. Determine the SKUs that are
“unproductive” in terms of both sales and turnover
Steps of the process:
Category tactics:
efficient shelving According to volume share - determine
the right shelf share per category, per size and per SKU
According to shopper decision tree/shopper psychology
Powered by planograms
It really works…!!!It really works…!!!
Category
Streamlined assortment 15% less SKU’s
Out-of-stocks < 7%
Turnover increase 14 %
It really works…!!!It really works…!!!
Continuous process:
efficient pricing Margin Mix
efficient promotions
Long term joint business plan