02 — Capability · BC-1340
Category & Trade Promotion
Manage each product category as a business with a role, a plan and a set of vendor partners, and run the promotions and vendor-funded programs that move volume without giving the margin away.
- Category Management
- Trade Promotion Management
- Promotional Planning
- Vendor Funding
In scope
- Category roles, strategies and joint plans with key vendors
- The promotional calendar and the mechanics of each event
- Trade funds, co-op and vendor allowances and their settlement
- Promotion forecasting, execution and post-event evaluation
Out of scope
- Everyday price strategy and price optimization (see BC-470)
- Buying and the open-to-buy (see BC-1310)
- Brand advertising not tied to a product event (see BC-420)
Realized by · 0
- No product in the catalog yet.
Used in · 4
- Shelf-to-Basket · 01 Plan Assortment via BC-1340.10
- Shelf-to-Basket · 02 Buy & Fund via BC-1340.30
- Shelf-to-Basket · 03 Price & Promote via BC-1340.20
- Shelf-to-Basket · 08 Measure & Protect Margin via BC-1340.40
Build it · 0
- Nothing in the library points here yet.
Decomposes into · 4
- BC-1340.10Category Strategy & PlanningGive every category a defined role in the store and a plan to grow it, built with the vendors who know the category best, so merchandising, promotion and space decisions pull in the same direction.
- BC-1340.20Promotion PlanningBuild the promotional calendar and design each event — products, mechanics, depth, channels and timing — so promotions lift sales for a reason the retailer chose rather than because the vendor asked.
- BC-1340.30Trade Funds & Vendor AllowancesNegotiate, track and collect the money vendors contribute to promotions, placement and growth, so every dollar promised is earned, claimed and recognized in the right period.
- BC-1340.40Promotion Execution & EvaluationGet each promotion live correctly in every channel on the day, support it with stock and signage, and measure afterward whether it did what the plan said so the next calendar is built on results.