It comes down to this: making more money.

I’ve used the last couple of issues to introduce the concept of Category Management (CM), and how LBM dealers can leverage it to boost top-line revenues and bottom-line profits. In last month’s issue, I focused on how CM can help companies at all stages of the building products industry—manufacturers, wholesale distributors and dealers. This month, I’m going to explore how a clear identification of practices, activities and opportunity gaps (all contributing to missed sales, low margins, and excessive costs), can make it much easier to see the benefits of engaging in a category strategic planning process as a part of an overall CM approach.

Read the entire article: The Real Benefit of Category Management, LBM Journal – March 2014