Module Overview

  • 1

    Welcome & Overview

    • Identifying the Size of Prize

    • Eric Novel Message

    • Year Long Program

    • A new module each month

    • Insight Driven Value Training Series
  • 2

    Introduction - What is a Size of Prize?

    • Module 10 Recap - the Triple Win

    • Where the Size of Prize fits in the Category Story

    • Category and brand opportunities are linked

    • Retailers interested in Incremental Growth

    • Size of Prize builds Influence

    • Meeting Category & Retailer needs

    • 3 Ways of demonstrating the Category Opportunity
  • 3

    Calculation method 1 : Fair Share

    • Opportunity 1 : Achieving Fair Share

    • Fair share : External example

    • Fair share : Internal example

    • Exercise to check Understanding
  • 4

    Calculation method 2 : Growth Rates

    • Opportunity 2 : Growth rates

    • Comparing Growth Rates

    • Growth Rates : External example

    • Growth Rates : Internal example

    • Remember to also use previous Learnings!
  • 5

    Calculation method 3 : Improving KPIs

    • Opportunity 3 : KPIs Method

    • Recap : Category Strategy

    • Linking Size of Prize to Category KPIs

    • Example : Targeting an increase in Category Average Selling Price (1)

    • Example : Targeting an increase in Category Average Selling Price (2)

    • Introducing other KPI opportunities

    • Example : Targeting a Faster Replacement Rate

    • Example : Targeting an Increase in Category Penetration

    • Sometimes the opportunity is to avoid a Decline

    • Loss Avoidance example : Category Average Selling Price

    • Loss Avoidance example : Protecting Brand Share

    • Exercise to check Understanding
  • 6

    Summary

    • Identifying the Size of Prize - downloadable checklist

    • Assignment - Take Action

    • Provide Your Feedback

    • Congratulations - you have finished the Insight Driven Value training series!