Shopper Centric Category Management Workshop

Presenter:Evgenia Trimmi (ASO Business Consulting Leader for EE)

Electra Metropolis Hotel


Optimize in-store tactics using tools & tricks based on shopper behavior, shopper segmentation, store clustering & insights.


Interactive workshop covering presentations, group discussions, exercises, case studies to help you:

  • Plug a shopper-centric framework into your existing CatMan processes
  • Get insights on Shopper sub-conscious behavior and implications
  • Define a consistent trade strategy addressing deep shopper insights
  • Develop tactics to win the battle for shoppers
  • Apply the latest findings of neurological research into in-store tactics
  • Network with people in the category management domain


Participants must have a basic knowledge of the Category Management Process.

Retailers: Category Managers, Buyers, Merchandising Heads, Shopper Marketing, Space and Range Planners and their teams.

Manufacturers/Suppliers/ Distributors: Marketing Management, Brand Managers, Customer/Trade Marketing Managers, Key Accounts Managers, Category Managers and their teams.


Date & Time: 28th & 29th November 2018, 8.30am to 6.00pm
Venue: Electra Metropolis Hotel


  1. Comprehensive course materials, case studies and certificate,
  2. Business lunch and refreshments on both days


  • €1,200 (1stparticipant/company)
  • €720 (2ndparticipant/company) 40% discount
  • €600 (3rdparticipant & more/company) 50% discount

For more information, please contact your Nielsen representative


DAY 1: 08:30 – 18:00

Introduction – Why Shopper-Centric
Opportunities arising from improved shopper understanding

Category Management recap
Key principles of Category Management, how do retailers/manufacturers  collaborate

Path to Purchase
Shopper segmentation, Shopper Missions, Channel/Store choice, Store Clustering and implications for tactics

Defining and structuring a category
How to go beyond quantitative category decision trees

Defining strategic opportunities and KPIs
What shopper perception and behaviour should we be influencing and which performance criteria to use

How to generate deep motivational insights about shoppers

DAY 2: 08:30 – 18:00
Review Day One

Product Range
Product assortment, placement, merchandizing, pricing and  promotions

Which merchandising and in-store theatre principles to apply to help but also influence shoppers at the point of purchase

How to determine SKU pricing given shopper price awareness and sensitivity

When to promote, which segments to promote, which mechanics to choose to achieved the desired  behavior change

Shopper sub-conscious behavior
How to influence shoppers at the  point of purchase without them even noticing



ASO Business Consulting & Category Management Leader East Europe, CandOR

Evgenia has 10 years of consulting and market research experience in the FMCG sector across the broader European region. With deep knowledge and broad experience in analytics, management consulting and strategic planning, she has held a number of commercial and consulting positions.

Having established a strong footprint with major FMCG manufacturers and retailers, she has specialized in pricing and promotional optimization, strategic planning and shopper marketing. She has a passion for marketing management and its applications. Through her training sessions, she delivers an integrated perspective that combines manufacturing, retailing and analytical perspective.

Evgenia delivers a series of training workshops and leads Nielsen Educational initiatives for the European region.

For more information & registrations, please contact your nielsen representative

Konstantinos T. Bampos
Client Business Partner
Sales & Marketing Effectiveness
210 9500462, 6936 604338

Mariza Oikonomou
Sales & Marketing Effectiveness Consultant
210 9500407, 6948 009527