Few forces have shaped the consumer packaged goods (CPG) industry over the past 20 years like category management. Originally, the domain of large firms with massive budgets, several improvements in information technology and the emergence of sophisticated, less expensive outsourcing options have largely erased the huge advantage these firms once enjoyed. Just about every company over $50 million nowadays has some kind of category management infrastructure and the largest manufacturers continue to increase their investment with headcount, software, data and hardware at retailer locations (on-sites).
But, as we argued in our recent webinar, the process of presenting category management findings in fact-based selling presentations to retailers more often than not remains mired in arcane procedures and complexities that churn out the wrong conclusions. There's a better way to deliver fact-based presentations to the retail trade: using the FORCE process.