CRA Merchandising & Category Management Flashcards

What is a 'reset' in retail merchandising execution?

Answer: Physically reorganizing shelves and product placement, typically following a new planogram

A reset is the process of physically rearranging shelf products to match a new planogram, often done seasonally or following a category review.

Which document communicates promotional pricing, display requirements, and dates to store teams?

Answer: Promotional program sheet (promo sheet)

A promotional program sheet outlines the items on promotion, the discount depth, display requirements, and the promotional period for store execution.

What is 'slotting allowance' in retail merchandising?

Answer: A charge retailers apply to vendors for shelf space allocation

Slotting allowances are fees paid by manufacturers to retailers to secure shelf space for new or existing products.

In category management, what is the purpose of a 'decision tree' for shoppers?

Answer: Modeling the order in which shoppers make product decisions to inform assortment and shelf organization

A shopper decision tree maps how consumers narrow product choices (by brand, size, flavor, etc.) and helps retailers organize shelves to match that decision process.

What does 'on-shelf availability' (OSA) measure in retail operations?

Answer: The percentage of time products are in stock and shoppable on the shelf

On-shelf availability measures whether products are physically present on the shelf when a shopper wants to buy them, directly affecting sales and satisfaction.

A CRA analyst identifies that a category's top 10% of SKUs generate 70% of sales. What merchandising action is most appropriate?

Answer: Increase facings and shelf space for top-performing SKUs

Allocating more facings and shelf space to top-performing SKUs ensures availability and visibility of products that already drive most category revenue.