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En stor andel av f\u00f6retag misslyckas av olika anledningar att f\u00e5 ut kategoristyrningens fulla potential. I denna artikel delar vi med oss av de fundament som vi anser m\u00e5ste inkluderas f\u00f6r att f\u00f6retag ska ha st\u00f6rst m\u00f6jlighet att lyckas med sin framtagning och realisering av kategoristrategin.<\/p>\n","protected":false},"author":27,"featured_media":591,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"page-hero.php","meta":{"_acf_changed":false,"footnotes":""},"class_list":["post-1333","page","type-page","status-publish","has-post-thumbnail","hentry"],"acf":[],"yoast_head":"\nKategoristrategi - Ett fundament f\u00f6r ink\u00f6p att skapa v\u00e4rde | Axholmen<\/title>\n<meta name=\"description\" content=\"Vad som m\u00e5ste inkluderas f\u00f6r att f\u00f6retag ska ha st\u00f6rst m\u00f6jlighet att lyckas med framtagning och realisering av kategoristrategin\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/axholmen.com\/sv\/kategoristrategi\/\" \/>\n<meta property=\"og:locale\" content=\"sv_SE\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Kategoristrategi - 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href=\"http:\/\/axholmen.se\/wp-content\/uploads\/2018\/03\/bild-1v5.jpg\"><img class=\"wp-image-736 size-full\" src=\"https:\/\/axholmen.se\/wp-content\/uploads\/2018\/03\/bild-1v5.jpg\" alt=\"\" width=\"394\" height=\"388\" \/><\/a> Figur 1. Kategoristyrningsprocessen[\/caption]\r\n\r\nBland f\u00f6retag som \u00e4r mogna inom kategoristyrning \u00e4r framtagning av kategoristrategin ett viktigt planeringsverktyg och f\u00f6rem\u00e5l f\u00f6r en \u00e5rlig process d\u00e4r strategin revideras vid behov och \u00e4r v\u00e4l koordinerad med verksamhetens behov. Kategoristrategin \u00e4r viktig b\u00e5de mot interna stakeholders f\u00f6r att skapa samsyn p\u00e5 vad m\u00e5len \u00e4r och externt mot leverant\u00f6rer f\u00f6r att kommunicera vad som ska g\u00f6ras och f\u00f6rv\u00e4ntas i form av t ex innovation och besparingar."],"_modules-below-content_6_text-block-description":["group_page_modules_below-content_text-block_text-block-description"],"modules-below-content_6_text-block-buttons":[""],"_modules-below-content_6_text-block-buttons":["group_page_modules_below-content_text-block_text-block-buttons"],"modules-below-content_4_template":["text-block\/image-background"],"_modules-below-content_4_template":["group_page_modules_below-content_text-block-template"],"modules-below-content_4_text-block-title":[""],"_modules-below-content_4_text-block-title":["group_page_modules_below-content_text-block_text-block-title"],"modules-below-content_4_text-block-image":["1415"],"_modules-below-content_4_text-block-image":["group_page_modules_below-content_text-block_text-block-image"],"modules-below-content_4_text-block-image-overlay":["1"],"_modules-below-content_4_text-block-image-overlay":["group_page_modules_below-content_text-block_text-block-image-overlay"],"modules-below-content_4_text-block-description":[""],"_modules-below-content_4_text-block-description":["group_page_modules_below-content_text-block_text-block-description"],"modules-below-content_4_text-block-buttons":[""],"_modules-below-content_4_text-block-buttons":["group_page_modules_below-content_text-block_text-block-buttons"],"modules-below-content_5_template":["anchor\/default"],"_modules-below-content_5_template":["group_page_modules_below-content_anchor-template"],"modules-below-content_5_anchor":["kategoristrategi"],"_modules-below-content_5_anchor":["group_page_modules_below-content_anchor_anchor"],"modules-below-content_7_template":["text-block\/image-background"],"_modules-below-content_7_template":["group_page_modules_below-content_text-block-template"],"modules-below-content_7_text-block-title":[""],"_modules-below-content_7_text-block-title":["group_page_modules_below-content_text-block_text-block-title"],"modules-below-content_7_text-block-image":["1415"],"_modules-below-content_7_text-block-image":["group_page_modules_below-content_text-block_text-block-image"],"modules-below-content_7_text-block-image-overlay":["1"],"_modules-below-content_7_text-block-image-overlay":["group_page_modules_below-content_text-block_text-block-image-overlay"],"modules-below-content_7_text-block-description":[""],"_modules-below-content_7_text-block-description":["group_page_modules_below-content_text-block_text-block-description"],"modules-below-content_7_text-block-buttons":[""],"_modules-below-content_7_text-block-buttons":["group_page_modules_below-content_text-block_text-block-buttons"],"modules-below-content_8_template":["anchor\/default"],"_modules-below-content_8_template":["group_page_modules_below-content_anchor-template"],"modules-below-content_8_anchor":["pragmatisk"],"_modules-below-content_8_anchor":["group_page_modules_below-content_anchor_anchor"],"modules-below-content_9_template":["text-block\/default"],"_modules-below-content_9_template":["group_page_modules_below-content_text-block-template"],"modules-below-content_9_text-block-title":["En pragmatisk syn p\u00e5 kategoristrategi"],"_modules-below-content_9_text-block-title":["group_page_modules_below-content_text-block_text-block-title"],"modules-below-content_9_text-block-image":[""],"_modules-below-content_9_text-block-image":["group_page_modules_below-content_text-block_text-block-image"],"modules-below-content_9_text-block-image-overlay":["0"],"_modules-below-content_9_text-block-image-overlay":["group_page_modules_below-content_text-block_text-block-image-overlay"],"modules-below-content_9_text-block-description":["Axholmen f\u00f6respr\u00e5kar ett pragmatiskt s\u00e4tt till kategoristrategiarbete d\u00e4r det b\u00f6r prioriteras till framf\u00f6rallt st\u00f6rre eller kritiska kategorier och d\u00e4r det viktigaste med strategin \u00e4r att den g\u00e5r att exekvera p\u00e5 och har f\u00f6rankring i verksamheten. V\u00e5r erfarenhet \u00e4r att man tidigt b\u00f6r etablera en f\u00f6rsta hypotes f\u00f6r m\u00e5lbilden f\u00f6r att guida framtagningen av strategin och att de viktigaste leverablerna \u00e4r:\r\n<ul>\r\n \t<li><strong>Tydlig m\u00e5lbild: <\/strong>En \u00f6vergripande m\u00e5lbild vad som b\u00f6r uppn\u00e5tts ha f\u00f6r kategorin vid en definierad tidpunkt (oftast 2-5 \u00e5r fram\u00e5t beroende p\u00e5 bransch) och som \u00e4r kommunicerad bland stakeholders<\/li>\r\n \t<li><strong>Tydliga fokusomr\u00e5den: <\/strong>Ett f\u00e5tal strategiska omr\u00e5den som \u00e4r viktigast att fokusera p\u00e5 f\u00f6r att n\u00e5 m\u00e5lbilden (t ex skapa konkurrens, \u00f6kad spendkontroll)<\/li>\r\n \t<li><strong>Detaljerade initiativ:<\/strong> Konkreta initiativ per fokusomr\u00e5den nedbrutet p\u00e5 aktivitetsniv\u00e5 (t ex RFx-process, omf\u00f6rhandling, value analysis\/value engineering)<\/li>\r\n<\/ul>\r\nF\u00f6r att n\u00e5 dit och kunna skapa den relevanta kategoristrategin m\u00e5ste man f\u00f6rst etablera den interna och externa faktabasen s\u00e5som:\r\n<ul>\r\n \t<li><strong>Nul\u00e4ge:<\/strong> F\u00f6rst\u00e5 hur ser kategorin ut idag och hur den har utvecklats historiskt utifr\u00e5n t. ex. volym, pris, leverant\u00f6rsbas och kontraktssituation<\/li>\r\n \t<li><strong>Aff\u00e4rsbehov:<\/strong> F\u00f6rst\u00e5 verksamhetens krav idag och om vi ser att deras behov kommer att f\u00f6r\u00e4ndras<\/li>\r\n \t<li><strong>V\u00e4rdekedja:<\/strong> F\u00f6rst\u00e5 hur v\u00e4rdekedjan ser ut idag och vilka m\u00f6jligheter som finns att agera annorlunda<\/li>\r\n \t<li><strong>Leverant\u00f6rsmarknad:<\/strong> Vilka leverant\u00f6rer finns p\u00e5 den relevanta marknaden, vilka \u00e4r deras f\u00f6rm\u00e5gor \u00e4r och hur ser den relativa styrkepositionen ut<\/li>\r\n \t<li><strong>Trender:<\/strong> Vilka \u00e4r trenderna och hur de p\u00e5verkar s\u00e4ttet vi g\u00f6r ink\u00f6p p\u00e5 och v\u00e5ra krav p\u00e5 leverant\u00f6rsbasen<\/li>\r\n<\/ul>\r\n \r\n\r\n[caption id=\"attachment_735\" align=\"aligncenter\" width=\"892\"]<a href=\"http:\/\/axholmen.se\/wp-content\/uploads\/2018\/03\/bild-2v3.jpg\"><img class=\"wp-image-735 size-full\" src=\"https:\/\/axholmen.se\/wp-content\/uploads\/2018\/03\/bild-2v3.jpg\" alt=\"\" width=\"892\" height=\"495\" \/><\/a> Figur 2. Kategoristrategins delar[\/caption]"],"_modules-below-content_9_text-block-description":["group_page_modules_below-content_text-block_text-block-description"],"modules-below-content_9_text-block-buttons":[""],"_modules-below-content_9_text-block-buttons":["group_page_modules_below-content_text-block_text-block-buttons"],"modules-below-content_15_template":["text-block\/default"],"_modules-below-content_15_template":["group_page_modules_below-content_text-block-template"],"modules-below-content_15_text-block-title":["Sammanfattning"],"_modules-below-content_15_text-block-title":["group_page_modules_below-content_text-block_text-block-title"],"modules-below-content_15_text-block-image":[""],"_modules-below-content_15_text-block-image":["group_page_modules_below-content_text-block_text-block-image"],"modules-below-content_15_text-block-image-overlay":["0"],"_modules-below-content_15_text-block-image-overlay":["group_page_modules_below-content_text-block_text-block-image-overlay"],"modules-below-content_15_text-block-description":["Vikten av att \u201dkunna sin kategori\u201d blir \u00e4n mer viktigt d\u00e5 ink\u00f6p f\u00f6rv\u00e4ntas bidra med mer och mer v\u00e4rdeskapande och\u00a0kategoristrategin \u00e4r ett av de fr\u00e4msta planeringsverktygen f\u00f6r att n\u00e5 dit. Kategoristrategin beh\u00f6ver inte n\u00f6dv\u00e4ndigtvis tas fram f\u00f6r alla kategorier utan b\u00f6r prioriteras till de st\u00f6rre och kritiska kategorier d\u00e4r den kan skapa st\u00f6rst avkastning\u00a0eftersom strategin ofta kr\u00e4ver en initial investering i tid. F\u00f6rm\u00e5gan att exekvera p\u00e5 strategin blir sen nyckeln till att faktiskt skapa det t\u00e4nkta best\u00e5ende v\u00e4rdet."],"_modules-below-content_15_text-block-description":["group_page_modules_below-content_text-block_text-block-description"],"modules-below-content_15_text-block-buttons":[""],"_modules-below-content_15_text-block-buttons":["group_page_modules_below-content_text-block_text-block-buttons"],"modules-below-content_12_template":["text-block\/default"],"_modules-below-content_12_template":["group_page_modules_below-content_text-block-template"],"modules-below-content_12_text-block-title":["Att realisera v\u00e4rdet av strategin"],"_modules-below-content_12_text-block-title":["group_page_modules_below-content_text-block_text-block-title"],"modules-below-content_12_text-block-image":[""],"_modules-below-content_12_text-block-image":["group_page_modules_below-content_text-block_text-block-image"],"modules-below-content_12_text-block-image-overlay":["0"],"_modules-below-content_12_text-block-image-overlay":["group_page_modules_below-content_text-block_text-block-image-overlay"],"modules-below-content_12_text-block-description":["Kategoristrategin i sig skapar inget v\u00e4rde utan det sker f\u00f6rst n\u00e4r den exekveras p\u00e5 och effekterna \u201dstannar kvar\u201d. Enligt Axholmen \u00e4r m\u00f6jligheterna att realisera v\u00e4rdet st\u00f6rst om ink\u00f6psorganisationen:\r\n<ul>\r\n \t<li><strong>Har \u201cr\u00e4tt\u201d personer och kompetenser:<\/strong> Att driva kategoriarbetet kr\u00e4ver personer med en bred verktygsl\u00e5da. Den moderna ink\u00f6paren beh\u00f6ver ha b\u00e5de traditionella f\u00e4rdigheter som analysf\u00f6rm\u00e5ga och f\u00f6rhandlingsteknik men det \u00e4r n\u00e4stan \u00e4nnu viktigare med aff\u00e4rssinne och h\u00f6g social f\u00f6rm\u00e5ga f\u00f6r att erh\u00e5lla organisationens f\u00f6rtroende och f\u00e5 initiativ genomf\u00f6rda<\/li>\r\n \t<li><strong>Till\u00e5ter en iterativ process:<\/strong> Ofta inser man att vissa m\u00e5l inte g\u00e5r att uppn\u00e5 eller att aktiviteterna \u00e4r andra \u00e4n enligt den utstakade kategoristrategin och d\u00e5 m\u00e5ste det finnas utrymme att revidera strategin och att t\u00e4nka nytt\u00a0F\u00f6rankrar strategin: Ett bra s\u00e4tt att skapa intern f\u00f6rankring och att undvika \u00f6verraskningar l\u00e4ngre fram \u00e4r att tidigt involvera relevanta stakeholders i sj\u00e4lva framtagningen av ategoristrategin<\/li>\r\n \t<li><strong>Har en dialogbaserad approach:<\/strong> Leverant\u00f6rerna, b\u00e5de befintliga och nya, \u00e4r ofta den viktigaste k\u00e4llan till att identifiera nya m\u00f6jligheter och f\u00f6r att skapa sig en bra fakta- och kunskapsbas \u2013 d\u00e4rf\u00f6r \u00e4r det viktigt att man f\u00f6r en kontinuerlig dialog med leverant\u00f6rsbasen<\/li>\r\n \t<li><strong>Skapar engagemang:<\/strong> Nya avtal och arbetss\u00e4tt n\u00e5r inte full effekt om inte de \u00f6nskv\u00e4rda beteendena efterlevs. Olika typer av incitament (t. ex. exklusivitet, l\u00e5nga kontrakt, SLAs) \u00e4r ofta en bra l\u00f6sning s\u00e5 l\u00e4nge m\u00e5luppfyllelsen ligger inom leverant\u00f6rernas egen kontroll<\/li>\r\n \t<li><strong>Anv\u00e4nder fakta:<\/strong> Att presentera fakta, oavsett om det \u00e4r i en f\u00f6rhandlingssituation eller inte, visar att man gjort \u201dheml\u00e4xan\u201d och tvingar leverant\u00f6ren att bem\u00f6ta argumenten med fakta. I b\u00e4sta fall accepterar leverant\u00f6ren v\u00e5r syn och i s\u00e4msta fall bidrar det i alla fall till att \u00f6ka v\u00e5r kunskapsniv\u00e5<\/li>\r\n<\/ul>"],"_modules-below-content_12_text-block-description":["group_page_modules_below-content_text-block_text-block-description"],"modules-below-content_12_text-block-buttons":[""],"_modules-below-content_12_text-block-buttons":["group_page_modules_below-content_text-block_text-block-buttons"],"modules-below-content_10_template":["text-block\/image-background"],"_modules-below-content_10_template":["group_page_modules_below-content_text-block-template"],"modules-below-content_10_text-block-title":[""],"_modules-below-content_10_text-block-title":["group_page_modules_below-content_text-block_text-block-title"],"modules-below-content_10_text-block-image":["1415"],"_modules-below-content_10_text-block-image":["group_page_modules_below-content_text-block_text-block-image"],"modules-below-content_10_text-block-image-overlay":["1"],"_modules-below-content_10_text-block-image-overlay":["group_page_modules_below-content_text-block_text-block-image-overlay"],"modules-below-content_10_text-block-description":[""],"_modules-below-content_10_text-block-description":["group_page_modules_below-content_text-block_text-block-description"],"modules-below-content_10_text-block-buttons":[""],"_modules-below-content_10_text-block-buttons":["group_page_modules_below-content_text-block_text-block-buttons"],"modules-below-content_11_template":["anchor\/default"],"_modules-below-content_11_template":["group_page_modules_below-content_anchor-template"],"modules-below-content_11_anchor":["realisera"],"_modules-below-content_11_anchor":["group_page_modules_below-content_anchor_anchor"],"modules-below-content_13_template":["text-block\/image-background"],"_modules-below-content_13_template":["group_page_modules_below-content_text-block-template"],"modules-below-content_13_text-block-title":[""],"_modules-below-content_13_text-block-title":["group_page_modules_below-content_text-block_text-block-title"],"modules-below-content_13_text-block-image":["1415"],"_modules-below-content_13_text-block-image":["group_page_modules_below-content_text-block_text-block-image"],"modules-below-content_13_text-block-image-overlay":["1"],"_modules-below-content_13_text-block-image-overlay":["group_page_modules_below-content_text-block_text-block-image-overlay"],"modules-below-content_13_text-block-description":[""],"_modules-below-content_13_text-block-description":["group_page_modules_below-content_text-block_text-block-description"],"modules-below-content_13_text-block-buttons":[""],"_modules-below-content_13_text-block-buttons":["group_page_modules_below-content_text-block_text-block-buttons"],"modules-below-content_14_template":["anchor\/default"],"_modules-below-content_14_template":["group_page_modules_below-content_anchor-template"],"modules-below-content_14_anchor":["sammanfattning"],"_modules-below-content_14_anchor":["group_page_modules_below-content_anchor_anchor"],"modules-below-content_16_template":["text-block\/image-background"],"_modules-below-content_16_template":["group_page_modules_below-content_text-block-template"],"modules-below-content_16_text-block-title":["L\u00e4s 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