Category Management Curriculum with Certification

Client Description

North America Consumer Products Manufacturer

Background

• The client seeks to build competitive advantage in the durable goods industry by developing a customer marketing organization fully capable to apply category management principles and best practice demand generation work processes.
• To secure industry recognition and Category Management certification across 3 levels of competency proficiency for their organization.

Objective

• Enable the newly-designed customer marketing organization to implement category management internally and externally with their field selling teams and customers. Execute a competency-based and proficiency-leveled curriculum for category management including three levels of certification.

TPG Approach

• TPG re-designed the customer marketing organization.
• TPG developed a comprehensive Category Management Curriculum including certification for in-house training.
• TPG designed the training to include 3 levels of proficiency: Foundation, Advanced & Mastery

Impact/Results

• Category Management is “operable”, a “way of doing business.”
• Competency development across the organization.
• Significant sales and profit growth over a six year period.
• Category leadership throughout the industry.