Supplier-Merchant Curriculum: Effective On the Job Training

Supplier-Merchant Curriculum: Effective On the Job Training

Client Description

North America Regional Convenience Channel Retailer


Client has been a successful convenience & gas retailer which has, through acquisition and organic growth, become a major Regional leader in the C&G channel. Client executive management recognized the need to vastly improve current Merchant capability from “street smart” to a highest common denominator level using vetted best practice content. The immediate training gap and opportunity was to become more strategic and create leading edge Category Management plans from which their growing number of outlets could then execute with excellence. This was particularly true as pressure mounted on growing the chain’s average transaction size and overall top line sales through their rapid store expansion.


Client sought a comprehensive capability and training solution grounded in core Category Management competencies which could be learned as well as applied through the conducting of supplier interface category plan development projects.

TPG Approach

TPG conducted a full assessment of existing Merchant competencies and a training needs analysis. This led to refinement and adaptation of Merchant competency areas for Category Management. TPG created a competency based curriculum which would involve a blended delivery of Instructor led classroom leading into four practically applied on the job pilots of Supplier interface developed category plans.


Category Managers have been level set to standardized, best practice expectations in demonstrated behaviors and skills, and at a strategic capability level. There have been four major category plans, built upon insight-grounded strategies to drive successful store level execution excellence. These plans were built on the job creating greater collaboration with select suppliers and fully aligned within the retailers corporate/banner strategic pillars. These four plans resulted in double-digit sales increases and net gain of +$50 million in topline growth.

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