Operator/Manufacturer Collaboration Model-OCM: Product Category Role
Posted by IFMA January 16, 2015
What if there was some commonality or level of standardization in the "conversation" between the chain operator and manufacturer? While the Full Plate (TM) process focuses on collaboration between manufacturer and distributor to support the independent operator, a need existed to develop a similar framework between the manufacturer and chain account.
The Operator/Manufacturer Collaboration Model (OCM) committee has created a framework to better classify, understand and communicate the value of each chain operator-supplier relationship. Over the course of 2014, more than 30 leading chains and IFMA members, in conjunction with The Partnering Group (TPG), worked to develop this best practice collaboration model.
Similar to the Full Plate(TM) process, alignment is critical before continuing business conversations. The first step of OCM is determining the product category role, as manufacturers need to understand the role they are playing in an operator's units up front. The operator/manufacturer relationship varies greatly between operational enabler and differentiator or core and seasonal/LTO. After this step, the conversation can proceed to defining the relationship type, referred to as step 1.2 in the process.
Learn how to utilize the OCM within your organization! IFMA is launching industry-wide training on the model on April 2, 2015. For more information on the training and to register, click here or contact Mike Schwartz, Director of Insights & Best Practices.
Check back to www.ifmaworld.com as we continue to release installments of the OCM process.