Sales and Category Management

Calibrate your performance, distribution, and shelf assortment, tailored to specific geographies, store groupings, and channels.

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How Pinpointing a Problem Channel Revealed a $4MM Opportunity

Business Challenge Six months of steady share declines had a top consumer electronics manufacturerunsure of next steps. The manufacturer was scrambling to find the root cause of the share declines, but internal analysts couldn’t put their finger on where the pressure was coming from. The manufacturer asked us to take a deeper look at the …

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How an Apparel Brand Proved It Could Help a Retailer Partner Win Loyalty

How an Apparel Brand Proved It Could Help a Retailer Win Loyalty

Business Challenge A major apparel retailer (Retailer A) wasn’t carrying our client’s sports bra. Our client, a manufacturer, had set up a meeting to explain the business case for why Retailer A should expand its sports bra category assortment to include this brand. What We Found Leveraging Checkout’s buyer-level insights, we found Retailer A’s female apparel customers …

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How Sales Territory Reporting Solved an SVP’s Quandary

Business Challenge A recent share slip led the SVP of sales for a leading kitchen appliance corporation to consider realigning resources to reverse course. But conflicting reports from the field were stalling the process. Given the lack of consensus on where the problems were, her team came to us to get the hard answers. What …

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How a Foodservice Operator Optimized Its Menu Offerings

How a Foodservice Operator Optimized Its Menu Offerings

Business Challenge Deciding whether or not to drop an item from a menu is like deciding to take a player out of the lineup. Morale may suffer and fans might get angry, sometimes expressing their rage on social media. It’s a decision that can’t be taken lightly. A foodservice operator was considering doing just that, but wanted to exercise …

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