Category Management

Proper category management is of paramount importance for both retail and grocery stores and e-commerce platforms. The process allows for the optimization of customer experience, retailer profitability, and supplier relationships 


Category management is a strategic approach to organizing, procuring, and optimizing product assortments within specific categories or departments. It involves tasks such as product selection, pricing, placement, promotion, and inventory management.  

The primary goal is to enhance the shopping experience for customers, increase sales, and maximize profitability by ensuring that the right products are available, attractively presented, and effectively marketed within each category. In retail and grocery operations, this may involve physical store layout and merchandising, while in eCommerce, it includes the digital organization of products on websites or apps. Effective category management is data-driven, customer-centric, and vital for the success of both retail and eCommerce businesses. 


There are several compelling reasons that retailers and grocers should prioritize improving their category management processes: 

  • Enhanced Customer Experience: Effective category management ensures that products are well-organized and easy for customers to find
  • Increased Sales & Profitability: Optimized product assortments, pricing strategies, and promotions will lead to higher sales and improved profit margins
  • Inventory Efficiency: Proper inventory management prevents overstocking or understocking of products leading to reduced carrying costs and potential losses from excess inventory
  • Data-Driven Insights: Category management relies on accurate data analysis to provide valuable insights into customer preferences, buying patterns, and trends, which lead to informed decisions
  • Resource Allocation: Effectively allocate resources by focusing on high-potential categories and products, thereby maximizing the return on investment
  • Marketing Efficiency: Targeted marketing efforts and promotions within specific categories will yield better results and improve cost-efficiency
  • Supplier Relationships: Effective category management can strengthen relationships with suppliers, leading to better terms, negotiations, and increased collaboration


Our category management consultants provide a wealth of expertise gained from years of experience across many brands, retailers and/or grocery experienceThis allows us to tailor solutions that support your specific category management needs. Here are some ways that we can support you: 

  • Forecasting & Data Analytics:  Leverage our advanced analytics to develop accurate forecasts that consider seasonality, trends, historical sales, and other relevant factors that provide a clear picture of future product demands
  • Assortment Optimization: We assist in assessing your product assortments to align with customer preferences and market demands, ensuring that you stock the right products to optimize your financial goals
  • Pricing & Promotion Strategies: We provide insights into price elasticity, promotional performance, and customer behaviors to derive targeted pricing and promotional strategies
  • Inventory Management: We implement strategies that minimize excess inventory, reduce carrying costs, and prevent stockouts, leading to improved working capital and reduced losses
  • Process Improvement: We work with your team to create and implement a category management process that creates cross-functional collaboration, optimizes product sales, and drives replicable results
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Angelo Farneti, DirectorAcklands Grainger
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“While I have rarely been a proponent of consultants, The Poirier Group and their supportive approach have positively changed my view to the immense value that the right consulting organization can bring.”
Joe Rollins, Store OperationsBig Lots
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Janet Joyce, DirectorColemans
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Randy Berry, SVP Operations ExcellenceGovPlanet
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“Looking back on our time with The Poirier Group, we would not have been able to achieve our inventory management and overall business objectives without their services. If you are considering an engagement with The Poirier Group, I highly recommend them.”