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Consumer-Centric Management: How to Increase Profits by Managing Categories Based on Consumer Needs Hardcover – 21 Nov 2005

3.5 out of 5 stars 4 customer reviews

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Frequently Bought Together

  • Consumer-Centric Management: How to Increase Profits by Managing Categories Based on Consumer Needs
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  • Who Killed Category Management: What every Salesperson,  Marketeer, Retailer and  Shopper needs to know about Retail Shopper Management
Total price: £43.16
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Product details

  • Hardcover: 370 pages
  • Publisher: John Wiley & Sons; 1 edition (21 Nov. 2005)
  • Language: English
  • ISBN-10: 0471703591
  • ISBN-13: 978-0471703594
  • Product Dimensions: 16.3 x 3.2 x 22.9 cm
  • Average Customer Review: 3.5 out of 5 stars  See all reviews (4 customer reviews)
  • Amazon Bestsellers Rank: 564,698 in Books (See Top 100 in Books)
  • See Complete Table of Contents

Product Description

Review

"It provides an insight into how they [companies such as Hershey and Hewlett–Packard] have used category management to succeed and how to apply their methods in your own organisation." ( Supply Management, April 2006)

"... provides an insight into how ... companies ... have used category management to succeed ... how to apply their methods in your ... organisation." ( Supply Management, April 2006)

From the Inside Flap

In recent years, new technologies, new approaches, and new research have significantly al–tered the category management landscape.

In addition to a comprehensive review of the discipline, Consumer–Centric Category Management offers guidance in the form of real success stories from top brands like General Mills, Chiquita, Hershey, and Hewlett–Packard. You′ll learn how they use category management to succeed and how you can apply their success to your own efforts.

Arguing that category managerstoo often neglect the most important part of the equation the consumer this indispensable guide helps marketers keep up with the evolution of category management without abandoning the proven basics. Marketers who want to win in today′s cutthroat marketplace should start here.

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Inside This Book

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Bell's Family Markets was facing tough times. Read the first page
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Customer Reviews

3.5 out of 5 stars
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Top Customer Reviews

Format: Hardcover
This book was written some time ago but there is still very little out in the market place specifically dealing with Category Management as a distinct marketing function in it's own right. The book is simply written but full of information. I used it when I went into category managemnt 5 yrs ago to get a basic understanding and now insist that any new starter or asisstant reads it as part of their induction training. All the basics are there that can then be developed into strategies suitable for your own particular business. A definite must read.
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Format: Hardcover Verified Purchase
4 Stars, ok its a great book, but its trys too hard to please everyone.
The book is in to halves, the first half covers a Category management and is totally informative and well written. The other half is success stories and you should find one that covers what you are trying to do. I did but I wanted to know more about how they did, and thats where it stops, you are left none the wiser.
It concludes with a discussion on the future of Category Management which is all well and good but I'm stuck on the present.
There really is room for another book covering forecasting/replenishment and maybe using AC Nielsens Spaceman in category management.
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Format: Hardcover Verified Purchase
Book writen in a simple manner that make it vary useful to bring to life the knowledge. All in one place, makes the book very complex and do not nee look for further sources
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Format: Hardcover
I ordered this book on April 23rd. Today is May 25th, however the recepient (in London)hasn't received it yet.
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: HASH(0x8fb4e450) out of 5 stars 11 reviews
4 of 4 people found the following review helpful
HASH(0x8fbf87e0) out of 5 stars Excellent Information, obviously biased 3 Mar. 2006
By Space Planning Guru - Published on Amazon.com
Format: Hardcover
This is an excellent book for anyone involved in Category Management, seasoned pros and newbies alike.

It is not surprising to see of the companies and people involved in this book. It's disappointing to get through it and not hear from some of the great companies doing great work today. More people should share what they're doing.

The authors take great care to list the different tools used by each company. Kind in mind who who sponsored the book and realize that their are other tools at work in this industry.

Mark it up and keep it around. It has a great index and will serve as a good reference tool.
3 of 3 people found the following review helpful
HASH(0x8f9afb10) out of 5 stars You must read it 11 Dec. 2006
By datelligence - Published on Amazon.com
Format: Hardcover Verified Purchase
if you are not a retail guru, but if you're an executive involved with retail, fast moving consumer goods, shopper understanding, category management, trade promotions, and so on, you must read it. It's clear, ordered, easy to read, and best of all is edited by ACNielsen, wich is the global leader in FMCG information.

At the end of your reading you'll understand the importance of shoppers in the FMCG business, wich is the functionallity of decision trees, what's next beyond category management (trip management). Why is so important to understand shopper's behavior to achieve succesful exhibits and boost your sales.
1 of 1 people found the following review helpful
HASH(0x8fb3a420) out of 5 stars The Practicle Side Of Category Management Plainly Explained. 22 Feb. 2007
By Nubian - Published on Amazon.com
Format: Hardcover
Some management publications slump into excessive conceptual theories, meaningless acronyms, or pointless detail that serve only to turn off the novice, while failing to add tangible value to those seeking to enhance existing expertise. ACNielson's "Consumer-Centric Category Management" is not one of these publications. The book is well structured, guiding the reader, in plain concise English, through the key A - Z stages, techniques, benefits and risks associated with the category management. Like me, I'm sure you'll find in every chapter practical ideas you'll be keen to try out.
1 of 1 people found the following review helpful
HASH(0x8fcbfc0c) out of 5 stars Not a 2014 book 15 Aug. 2014
By LV - Published on Amazon.com
Format: Hardcover Verified Purchase
There are multiple listings - i paid for the highest cost one that indicated June 2014 in the listing, the book is still the first edition from 2006. Save the money and buy the cheaper listing.
HASH(0x8fbf8930) out of 5 stars Great Book for a Beginner or Seasoned Retail Analysis 26 Nov. 2012
By Amazon Customer - Published on Amazon.com
Format: Hardcover Verified Purchase
This book provides excellent background information about Category Management. The book outlines how retailers and suppliers can work together to build a long term relationship. This important area of retail is changing everyday, but, this book is timeless with the eight steps in Category Management. I suggest anyone going into retail field needs to purchase this book to see how data is driving brands and profits. This book should be on everyone's desk who is in retail to have a understanding of this important segment of retail management.
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