What challenge(s) do our clients face?

Binding SKU-level details to general rules

As retailers live and die by their category, it's important to have a strong category management system. However, from working with retailers in different industries, from groceries to electronics, we know there are some challenges to overcome:

  • Link the taxonomy to the value proposition:

    The assortment should be an indication of the seller's choice of prices, variety of ideas, and all kinds. However, there is often no consensus or agreement on the value or responsibilities of the group, meaning that decisions continue down the chain.

  • Calculate the market demand:

    Different stores will attract different customers, which may be the result of the region or stores. Not knowing how to segment and group stores based on customer needs can lead to poor distribution.

  • Over-reliance on qualitative criteria:

    A good choice and understanding must be balanced with professional methods such as performance evaluation, limiting the risk of prejudice, opinion and "self" that the leader undertakes in the decision making process.

  • Data management:

    With so many SKUs, it can be difficult to track, manage and extract insights from large volumes of data in decision making.

  • Multifunctional alignment:

    The influence of the management team goes beyond the business team and requires the collaboration of buyers, logistics, finance and others to ensure that all links work together.

  • Personal characteristics that influence all ideas:

    Bonuses for business members may be based on meeting sales targets. In this case, they can go to great lengths to secure and protect a large area of ​​the floor, even if better than other owners in the category.

    Failure to address these issues can have many negative consequences, such as:

  • High levels of stock or stockouts

  • Stagnant revenue and sales

  • Dropping profitability

How do we help?

We help clients develop and implement best-in-class management systems, training employees to implement systems and adapt to future challenges.

Any reconstruction of taxonomy requires a combination of analysis and domain knowledge. We have delivered over 130 successful sales projects across industries and geographies. We understand the speed, complexity and efficiency of the retail market and combine our marketing and sales knowledge with our research data to solve big data in the No.

In order to provide effective and efficient solutions, our activities usually go through the following stages.

During this process, we work closely with your business team (and other members of your organization) to support you in:

  • Understand the subscription type and distribution of key competitors

  • Define and align your goals, trends and locations

  • Turn these driving strategiesinto a mix that fits your unique environment

  • Analyze product hierarchies* to improve distribution decisions

  • Identify each group's responsibilitiesto support your work

  • Identify the best assortment for each store based on performance metrics

  • Set performance standards for each category to get the best shopping experience

* For example:- The hierarchy can be based on product (table, chair...) or time (dinner, cooking...).

Category Management

What are the benefits?

  • Improve brand equity:

    Define a classification that will help you meet customer needs

  • Increase sales:

    Through the relationship between products and customer needs

  • Increase profitability:

    Through better product management and better sales

  • Reduce complexity:

    Set clear boundaries with segmentation

  • Greater visibility and certainty of actions:

    Monitor and adjust performance at SKU level

  • Reduce out-of-stock products and product returns:

    Minimize overstock or out-of-stock situations by better managing each store

  • Improve retailer relationships:

    Demonstrate loyalty by comparing products to branded stores

  • Promote diversity among competitors:

    Identify categories and products that can stand out from the competition

How does it work?

Provide your team with learning and problem solving.

We see no value in creating complex books or tools to teach category management. The real value is to build with the client team, understand their reality and turn it into solutions.

Category management tasks with integration involve negotiating with multiple teams. This is important for creating a good solution, but also to ensure that the client can use it and move forward with the project once the design is complete.



The organization is proud to work with more than 130 regional and international retailers in 12 countries and focuses on a variety of areas including but not limited to medicine, food, appliances, fashion, sports and toys.

Our nationwide professionals have a deep understanding of the market, best practices and customer needs across regions and industries. This allows us to provide our customers with quality and customized solutions that take into account the internal and external environment.

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BMCS India
BMCS India

Dhruv Patel is an engagement manager at BMCS and has been working since 2019 in the Argentinean office in the Supply Chain Practice.

Dhruv Patel

BMCS India

Aarush Gandhi is a Manager at BMCS with significant experience in Supply Chain and Implementation having worked across both of BMCS practices.

Aarush Gandhi

BMCS India

Nikhil Singh is a Director at BMCS and has been working since July 2011 in the practice of Marketing & Sales. Prior to BMCS, Jonathan was an Analyst

Nikhil Singh

BMCS India

Keshav is a Manager in the Marketing & Sales practice. Originally from Columbia, Luis is an entrepreneur at heart, and has worked in several start-ups in Colombia, receiving his MBA

Keshav Sinha

BMCS India

Chaitanya Varma is a Financial Controller at BMCS and has been part of the Finance area since January 2011. Her experience includes financial analysis.

Chaitanya Varma

BMCS India

Rishi Sinha is a Specialist on Supply Chain Strategy at BMCS, working since 2010 at the firm. He has over 20 years of experience in Supply Chain collaborating with companies

Rishi Sinha

BMCS India

Knish is a Managing Partner and has overseen the Mexico City office since 2008. Prior to BMCS, Gerard accumulated 25 years of experience in executive positions at L’Oréal

Knish Raj

BMCS India

Rajbir is a senior manager I within the Implementation practice at BMCS, and has been part of the team since July 2011. His experience includes leading transformational projects.

Rajbir Kapoor