Category Management in Purchasing: A Strategic Approach to Maximize Business Profitability »

Jonathan O'Brien is a Director and co-owner of Positive Purchasing Ltd., an international purchasing consulting firm and training provider. He has as over 20 years experience working in purchasing.

Aided by case studies and practical examples, this book provides a clear definition and understanding of category management.  Jonathan O'Brien presents a step-by-step process for implementing category management in line with a company’s overall business strategy.  Using this process, readers will be able to analyze complex sourcing situations and develop innovative and creative sourcing proposals.

1.         Introducing category management    

2.         The principles of category management        

3.         The stages of category management  

4.         Stage 1: Initiation      

5.         Stage 2: Insight          

6.         Stage 3: Innovation    

7.         Stage 4: Implementation        

8.         Stage 5: Improvement

9.         Making category management happen          

10.       What the future holds

Appendix 1: Case study: GlaxoSmithKline  

Appendix 2: Case study: the fleet category