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Category Management

Category Management KPIs Explained — Practical Metrics

26 category KPIs, each with a real example in Excel: when a number is a risk, and when it is an opportunity.

4.84.8 out of 5(159 reviews)894 learners

  • 3h 32m
  • 27 lessons
  • 6 sections
  • Intermediate
  • Arabic
  • Last updated June 2026

What you will learn

  • Calculate 26 category KPIs in Excel with examples built on real data
  • Check the health of the category you manage in sales, profit, and stock before your manager asks
  • Pin down the source of a problem: price, stock, display, or supplier
  • Read the basket: its value, its size, the promo spend inside it, and the effect of assortment on it
  • Build a weighted score to choose the right branches for distributing products
  • Understand how purchasing and category teams think and speak their language, even if you are not a specialist

About this course

In retail and category management, the most dangerous thing you can do is work without understanding the numbers that tell you the truth. "Not the sales numbers. The numbers behind the sales."

KPIs are the language of decisions. They answer: is this category healthy? Is the problem price, stock, display, or supplier? Do I invest more or stop? Do I keep this SKU or delist it?

No written definitions and no theory. 27 short lessons in 6 sections, each explaining one or two KPIs with a real example in Excel, so you leave knowing when a number is a risk and when it is an opportunity. You start with leading and lagging indicators, then growth and stock (CAGR, MoM, DOH, OOS, SDD), then shelf, promotions, and profitability (share of shelf, display %, promo ROI, profit per piece, gross margin), then basket analysis, conversion, and retention, and you finish with customer segmentation and the weighted score for choosing the right branches.

The full curriculum, lesson by lesson

6 sections · 27 lessons · 3h 32m

01KPI Course Essential Introduction3 lessons · 16m

  • 01 Key Performance Indicator – Leading & Lagging

    5:36

  • 02 What You Will Learn from This Course

    3:37

  • 03 From Qualitative to Quantitative

    7:00
02Root Cause Analysis6 lessons · 50m

  • Pivot Table – CAGR (Compound Annual Growth Rate)

    4:11

  • 4.5 Pivot & CAGR (continued)

    6:34

  • 05 Month-over-Month Growth KPI (MoM) & Its Charts

    12:15

  • 06 Stock KPI – DOH – Days on Hand

    10:34

  • 07 Stock KPI – OOS – Out of Stock & Stock Count

    5:53

  • 08 Stock KPI – Seeding Accuracy – SDD Analysis

    11:01

  • Knowledge check: growth & stock KPIs

    Quiz

03Visual Merchandising & Visibility Planogram6 lessons · 49m

  • 09 Share of Shelf (SOS) KPI

    6:22

  • 10 Display % KPI

    3:04

  • 11 Promo ROI KPI

    9:18

  • 12 Cash Sales Share

    4:05

  • 13 PPP KPI – Profit per Piece per SKU

    15:00

  • 13.5 Gross Margin

    11:19
04Basket Analysis for Category Management6 lessons · 48m

  • 14 Basket Analysis – Basket Value

    12:26

  • 15 Basket Analysis – Basket Size

    7:29

  • 16 Basket Analysis – Basket Promo Spend

    3:57

  • 17 Basket Analysis – Basket Assortment

    11:38

  • 18 Conversion Rate (CR%)

    5:51

  • 19 Retention and Churned Customers

    6:51
05Customer Segmentation5 lessons · 40m

  • 21 Category Invoices Share (CIS) KPI

    11:36

  • 22 Top Effective Customer KPI

    10:41

  • 23 KPI – Number of Loyal Customers

    3:44

  • 24 Promo Erosion Rate

    7:51

  • 25 Extra – How a Category Manager Builds a Weight Score

    6:52

  • Knowledge check: shelf, promo & basket KPIs

    Quiz

06If you truly want a deep, engaging understanding of category management… this is your gateway1 lesson · 8m

  • How to Start a Category Management Career from Scratch and Prepare Yourself for It

    8:17

Who this course is for

  • Category managers at the start of the road, and people in procurement, purchasing, and demand planning
  • Key account managers and sales and marketing people on the supplier side
  • Pharmacists and branch managers who want to read their branch numbers correctly
  • Anyone moving their career into procurement or category management

Requirements

  • An interest in retail and the details of sales, stock, purchasing, and marketing
  • Basic Excel
Aboulfetouh Gmaleldin
Your instructor

Aboulfetouh Gmaleldin

Category management practitioner · Trainer · Advisor

Works on categories from both sides: retailer and supplier. Every lesson is built from real category plans and real numbers.

More about me

Guarantee

30-day refund — no questions asked

Enrol, open the files, attend the session. If it is not what you expected, write to us within 30 days and the full amount goes back to you.

The same guarantee covers consultations.

Read the refund policy
Reviews

What learners say after finishing the course

  • الكورس ما شاء الله جميل جدا ولو فيه تقييم اكتر من خمسة كنت قيمته اكتر من كدا لانه يستاهل ميزته انه بشكل بركتيكال اكتر من كونه مجرد كلام نظري شكرا جزيلا دكتور ابو الفتوح وجزاك الله خيرا وتفع الله بكم وبعلمكم

    Ahmed Nagi

  • كورس ممتاز وفريد .. أول محتوي عربي في ال cat management وميزته انه عملي بشكل كبير .. خريطة بتوضحلك لو قدامك داتا لمبيعات كاتيجوري معين ازاي هتقدر تحللها وتفهمها وتاخد قرارات بناءا عليها .. يناسب اي حد عنده خلفية عن الكات مانجمينت وحابب يطبق بشكل عملي

    Fathy Mostafa Badr

  • الكورس ممتاز اسلوب الشرح مبسط جدا ومميز جدا شارح كل الجوانب اللتى تخص دور الكاتجورى مانجر فى الريتيل فقط لكن الدور ممكن يختلف حاجات بسيطة لو شغال b2b ولكن العمليات ف الاخر قريبة جدا لبعض مع استبدال المسميات الترتيب ممتاز جدا بيبدا من النظره الكبيره ثم التفاصيل اللتى تخص البيزنس حقيقى محتوى ممتاز جدا باللغه العربيه ودة مكنش موجود

    Mina Makram Shohdy

  • كورس مميز جدًا، أكثر شيء أعجبني أنه لا يكتفي بشرح مؤشرات الأداء، لكن يربطها بطريقة التفكير واتخاذ القرار داخل إدارة الفئات. المحتوى عملي وواضح والأمثلة قريبة من الواقع، واستفدت منه بشكل كبير. جزاك الله خيرًا على المجهود.

    Karim abdelazeem

  • د أبو الفتوح جزاكم الله خيرا بساطه فى توصيل المعلومات الصعبة بكل يسر وسهولة وأنصح بيه لاى حد حابب يدخل فى مجال الادارة التجارية ومعرفة علم الكاتيجورى وازاى اخد قرار بناءا على داتا

    Mohamed Gamal Elsayed

  • أسلوبه واضحًا ومنظمًا، وقدّم المعلومات بطريقة مبسّطة وسهلة التطبيق في العمل. استخدم أمثلة واقعية ساعدتني في فهم كيفية إدارة الأصناف وتحليل أدائها بشكل عملي

    AMR MOHAMED AHMED ABBAS

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FAQ

Before you enrol

When do I get the course?

As soon as the payment is confirmed. You receive an email to activate your account and start the lessons right away from the student portal.

Is the course recorded or live?

Fully recorded, with lifetime access. Watch in your own time on any device and return to any lesson whenever you need it.

Do I need prior experience?

Check the Requirements section above. If you are new to the field, start with Beginners, then KPIs, then the Masterclass.

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