Quick orientation so we're aligned

• Tell me about your current role and who on your team will own category decisions for new skincare or beauty brands.
• How many stores and which online channels do you typically test new brands in during an initial rollout? Options: 1–5 stores, 6–20 stores, 21–100 stores, 100+ stores, E-commerce only
• When was the last time you added a new skincare brand that materially moved category sales, and what happened?
• Describe the typical internal approval path from buyer recommendation to first shipment hitting shelves.
• Which pieces of consumer research or sales data do you trust most when deciding to trial a new brand? Options: Advisor floor feedback, Point-of-sale data, Category and trend analysis, Social listening, Independent clinical data, Influencer or user-generated content
• Is there any policy or internal rule that would immediately disqualify trials with new brands? Options: Yes, strict category review required, Yes, limited supplier list only, No hard rules currently, Unsure / needs confirmation

Are the shoppers you think you serve the ones who actually buy?

• Which common customer profile in your assortment do you think is over-indexed, and how is that skewing what products you prioritize?
• Walk me through a typical shopper's path, from first curiosity to purchase, for the last beauty launch you promoted.
• How often do customers return to buy a refill or follow-up product within 60 days after a first purchase? Options: Almost always (within 30 days), Often (30–60 days), Sometimes (60–90 days), Rarely (90+ days)
• What worries the shoppers you target most about trying a new formulation, scent, or ingredient? Options: Scent irritation, Ingredient safety, Breakouts or sensitivity, Efficacy claims, Price concerns, Advisor credibility
• Imagine your core shopper cohort rejected a trial placement after four weeks, what would you stop or change immediately?

Where the category is leaking margin and loyalty

• What product performance failures have cost you repeat buyers in the past year?
• List the three most frequent consumer complaints captured by advisors, reviews, or returns data.
• How many SKUs in the current assortment are older than two years or have reformulations pending? Options: 0–5, 6–15, 16–30, 31+
• Describe a noticeable white space in formulations, claims, or pack formats that shoppers ask for but you cannot currently offer.
• What single failure in product claims or safety would make you block a brand from entering your stores?

Assortment and launch you can actually live with

• If you could only replace three shelf slots in this category, what mix of price tiers and formats would you choose and why?
• Point to the in-store trial formats that have historically driven the highest conversion from sampling to purchase. Options: Sample sachets, Full-size sampling, Advisor-assisted trials, Kiosk or demo devices, Digital trials or AR, Other
• Estimate the units per planogram spot you expect to sell in the first 12 weeks of a test, split by value, mid, and premium tiers.
• Who signs off on acceptance criteria for a trial, and what condition would cause them to refuse placement? Options: Category buyer, Category director, Merchandise committee, Store operations lead, Legal or compliance
• If sell-through for the trial stores misses your target by 20% after eight weeks, what immediate contractual or operational consequence would you trigger?

What's most likely to derail this before launch?

• Recall a time when a supply or compliance failure derailed a launch; what broke first and how long did recovery take?
• How frequently do ingredient or regulatory reviews block SKUs from being sold in a subset of your markets? Options: Never, Rarely, Occasionally, Often, Frequently blocks launches
• Who owns escalation when social media or advisor complaints threaten a brand's reputation in your stores? Options: Category lead, Brand partnerships manager, Legal or compliance, Customer service, Public relations
• What single regret from a past brand relationship would make you set a non-negotiable clause in a future agreement?
• On a scale from 1 to 5, how comfortable are you with brands running influencer campaigns that reference product claims, given your compliance processes? Options: 1, 2, 3, 4, 5

Who else is trying to solve this for you

• Name the alternative solutions you are actively considering or have evaluated recently, such as incumbent brands, private label, or in-house development.
• List the conditions that would need to be true of your current supplier or private label program for you to keep the status quo instead of switching.
• Has anyone on your team proposed building formulations or marketing in-house instead of partnering externally? If so, who and why? Options: Yes, leadership proposed, Yes, product team proposed, No one has proposed this, Unsure
• When the incumbent offers deeper discounts but no sampling or advisor support, what trade-off would make you still choose the incumbent over a new partner?
• Select the alternatives you are evaluating or have evaluated. Options: Incumbent national brands, Private label or house brand, Direct-to-consumer brand, In-house formulation and marketing, Other retail partners, No alternatives evaluated yet

Can your operations actually run this?

• Point to the single supply chain constraint, lead time, minimum order quantity, serialization, or import permits, that would stop a launch before the first shipment.
• Who owns API integrations, EDI setup, or inventory feeds on your side, and can they commit to a 30-day onboarding window? Options: In-house engineering, Head of IT, Third-party integrator, No owner identified, Unsure
• Do you currently have a staffed compliance reviewer familiar with cosmetic ingredient and labeling regulations for each market you sell into? Options: Yes, dedicated reviewer, Shared legal or compliance resource, External consultant, No, not currently
• Estimate the headcount and weekly hours your team can dedicate to launch coordination over the next three months.
• If an import permit or labeling failure would delay your first shipment by more than six weeks, would you still proceed with the agreed launch window? Options: Yes, proceed with delay, No, we would pause the launch, Proceed but with reduced footprint, Unsure

What would make you sign this quickly

• What measurable outcome from a six to twelve week test would move you from pilot to national rollout without renegotiation?
• Who on your side must approve a national rollout and what deadline do they need to meet to stay on your desired timeline?
• Select the top three acceptance criteria you require for a successful pilot. Options: Sell-through versus target, Repeat purchase rate, Advisor recommendation rating, No compliance flags, Return rate below threshold, Retail margin target achieved
• Assuming the pilot hits the top two acceptance criteria, describe the internal step that would accelerate signing or purchase commitments.
• How soon could you be ready to begin a pilot if resource alignment and approvals are confirmed? Options: Immediately (within 2 weeks), 2–4 weeks, 1–2 months, 3+ months, Unsure

• Solution Experience — Product Performance, Sampling, and Advisor Workflows

• Confirm the current state and its cost to your team
• You confirm the pilot metrics and acceptance criteria that will de-risk launch decisions.
• Provide the proposed pilot-store list and any historical sell-through benchmarks for comparable launches.
• Map the consequence to decision points
• You validate the advisor workflow produces the data points you need to prove safety and conversion in real shoppers.
• Deliver a sample forecast and stock plan for the proposed pilot stores showing expected units, buffer, and reorder triggers.
• Review product performance evidence in real shopper scenarios
• Share the draft advisor script and training checklist for the pilot, including sensitivity screening steps and sampler protocols.
• You agree on the remaining evidence or remediation required before moving to a wider launch footprint.
• Define the final acceptance criteria and sell-through targets for the pilot, including how sensitivity incidents are recorded and escalated.
• Simulate the advisor-led sampling and trial workflow
• Translate trial outcomes into acceptance criteria and sell-through targets
• Validation check, confirm this maps to your needs

• Solution Experience Session — Product Performance & Trials
• Solution Experience Deck — Product Performance & Trials
• Solution Experience Brief

• meeting
• slides
• document

• Configure Planogram Product Placement
• Execute First Shipment and Receiving
• Install In-Store Promotional Displays
• Train Store Beauty Advisors on SKUs and Protocols
• Deploy Skin Analysis Service at Stores
• Deploy Makeup Application Service
• Execute Product Sampling Program
• Activate Online Product Catalog and Listings
• Configure POS and Pricing for SKUs
• Onboard SKUs into Supply Chain Systems
• Activate Influencer and Marketing Support Campaign
• Place Products in Pilot Store Trial
• Deliver Regulatory and Ingredient Documentation Package
• Set Up Replenishment and Automated Reorders

Configure Planogram Product Placement

• List the SKUs and GTINs you want included in the initial planogram.
• How many shelf facings per SKU do you recommend for the launch? Options: 1-2 facings, 3-4 facings, 5+ facings
• Identify the fixture types you require for placement (endcap, gondola, counter, wall bay). Options: Endcap, Gondola, Counter display, Wall shelf, Other
• Specify who will provide the CAD or planogram ID file your stores will use. Options: You will provide, We will provide, Shared handoff — both provide
• When do you need final planogram mockups delivered for pilot stores (date or lead time)?
• Are there shelf or fixture constraints you must communicate (max shelf depth, weight limits, gondola bay number)? Options: No constraints, Width/height limits apply, Depth or weight limits apply, Custom — describe

Execute First Shipment and Receiving

• Identify the distribution center or warehouse code that will receive your first shipment.
• Provide the ASN timing and the method you will use for receiving notices (EDI ASN, portal upload, emailed packing list). Options: EDI ASN, Portal upload, Email packing list, Other
• Describe your pack configuration for receiving (units per inner, units per case, pallets per shipment, pallet height).
• Name the receiving owner at your DC and supply preferred contact details for shipment coordination.
• What are the receiving acceptance criteria you require to confirm items are sellable (acceptable damaged rate %, GTIN/lot match, minimum shelf-life on receipt)? Options: Damaged rate ≤ 1%, Expiration > 90 days on receipt, GTIN and lot must match PO, Custom — describe
• State any temperature or storage requirements for these SKUs and where you will store them on receipt (ambient shelf, refrigerated bay, special temp area). Options: Ambient, Refrigerated, Frozen, Special temp control — describe

Install In-Store Promotional Displays

• Which display types and exact dimensions do you plan to install (floor stand size, counter footprint, shelf-talker height)? Options: Floor stand, Counter unit, Shelf talker, Window cling, Gondola header, Other
• Who will handle shipping and installation of display units at each store? Options: You ship and install, We ship and install, Third-party installer, Store team installs
• Provide the print-ready file formats and resolution you will supply for in-store graphics (PDF, AI, high-res JPG). Options: PDF print-ready, Editable AI/PSD, High-res images only, Need design support
• When should displays be installed relative to launch (lead days before launch)? Options: 14+ days before, 7 days before, On launch day, Phased after launch
• How will you verify installation at store level (photo upload to portal, installer checklist, store manager sign-off)? Options: Photo evidence, Installer checklist, Store manager sign-off, No verification required
• Are there brand compliance constraints for displays we must follow (logo lockup, prohibited language, safety anchoring)? Options: Yes — will provide guidelines, No

Train Store Beauty Advisors on SKUs and Protocols

• Which training modules do you require advisors to complete (product composition and claims, skin-safety contraindications, sampling protocol, sales scripts)? Options: Product knowledge, Skin safety/contraindications, Sampling protocol, Makeup application, POS and promotions
• How many advisors per pilot store should be trained and certified before launch? Options: 1-2, 3-5, 6+
• Which training delivery format do you prefer for advisor certification (in-person classroom, virtual live, on-demand eLearning, blended)? Options: In-person classroom, Virtual live, On-demand eLearning, Blended
• How will you assess advisor competency during training (knowledge checks, observed role-play, manager observation)? Options: Knowledge quiz, Observed role-play, Manager observation, Completion certificate
• Who will own training scheduling and roster data (store manager, district trainer, central L&D)? Options: Store manager, District trainer, Central L&D, Shared ownership
• Do you require sanitation and sensitivity briefings for advisors (tester sanitation, allergen callouts, patch-test guidance)? Options: Yes — include protocols, No

Deploy Skin Analysis Service at Stores

• Which skin analysis device or workflow will you deploy in stores (device model, camera-based analysis, questionnaire-only)? Options: Vendor device — specify model, Photo-based workflow, Questionnaire-only, Other
• How many stores do you plan to pilot the skin analysis service in, and what daily appointment volume do you expect per store? Options: 1-3 stores, 4-10 stores, 11+ stores
• Which data fields must the analysis capture and sync to your systems (skin type tag, concern codes, photos, signed consent)? Options: Skin type, Primary concerns, Photos, Consent captured, Other
• Who will retain customer consent forms and for how long will you store skin photos in your system? Options: Store retains 30 days, Store retains 90 days, Brand retains per policy, Other — specify
• Are there market-specific privacy or regulatory rules for photo capture or biometric data you must follow? Options: Yes — will list markets, No
• What integration method do you require for skin analysis outputs to feed product recommendations (real-time API, daily CSV export, manual upload)? Options: Real-time API, Daily CSV export, Manual upload, No integration required

Deploy Makeup Application Service

• Which makeup services will you offer in stores and what is the typical duration per service (full application, shade trial, mini touch-up)? Options: Full application, Shade trial only, Color matching, Mini touch-up
• Describe the sanitation protocol and single-use disposables you require for applicators and brushes. Options: Single-use applicators, Sanitation between clients, Disposable wands only, Other
• Who will handle booking and walk-in policy for makeup services at pilot stores (store team, brand rep, hybrid)? Options: Store team handles, Brand rep handles, Hybrid — both
• How will you charge for services used during the launch (complimentary demo, paid service, commission on product sold)? Options: Complimentary demo, Chargeable service, Charge after conversion, Other
• How will you monitor service readiness at stores (service checklist, photo of setup, manager log)? Options: Service checklist, Photographed setup, Manager log, Other
• What demo inventory should be retained at stores for makeup services (demo units only, 5-10 backup retail units, full retail inventory)? Options: Demo-only, Reserve 5-10 units, Full retail inventory

Execute Product Sampling Program

• Which sample formats will you distribute in-store (single-use sachets, vials, decant jars, demo bottles)? Options: Sachets, Vials, Decant jars, Demo bottles, Other
• Estimate the number of samples you plan to allocate per pilot store per week. Options: <50 per week, 50-200 per week, 200+ per week
• Which allergy checks and sample-card instructions must accompany each sample (INCI ingredient list, patch-test steps, allergy checkbox)? Options: INCI list, Patch-test instructions, Allergy checkbox, Other
• Who will be responsible for stocking and replenishing sampling trays and what restock trigger do you want? Options: Store team, Brand team, Third-party merchandiser, Shared
• How will you measure sampling effectiveness at stores (sample-to-sale conversion, uplift in SKU sales, demo-to-sale %)? Options: Conversion rate, Samples per sale, Demo-to-sale %, Custom KPI
• Are there sanitation or single-use rules for testers required by your retail safety policy? Options: Yes — single-use required, Sanitation between uses required, No additional rules

Activate Online Product Catalog and Listings

• List the SKUs you require live in the online catalog at launch and the key attributes to appear on each product page (images, INCI list, usage directions).
• Do you have complete digital assets for each SKU (hero image, lifestyle images, INCI ingredient list, claims copy)? Options: All assets ready, Partial — some SKUs missing, No — need content creation
• Which SKU identifier do you use online (GTIN, internal SKU, ERP SKU) for mapping to the catalog? Options: GTIN, Internal SKU, ERP SKU, Other
• Who will manage online pricing and promotional tags in the catalog (your e-comm team, our team, shared)? Options: Your e-commerce team, Our catalog team, Shared
• Which sales channels require mapping at launch (your website, marketplace channels, mobile app)? Options: Own e-commerce, Marketplace channels, Mobile app, All channels
• Are any ingredient or marketing claim restrictions required for product pages in regulated markets you will sell into? Options: Yes — will list markets and restrictions, No

Configure POS and Pricing for SKUs

• Specify the pricebook mapping for each SKU and indicate whether retail prices are final for pilot stores. Options: Price list attached, Provide prices now, Need pricing workshop
• Explain how each promotional mechanic should be represented in POS (single SKU discount, bundle price, buy-one-get-one) and which SKUs participate. Options: Single-SKU discount, Bundle, Buy one get one, Loyalty tie-in, Other
• Name the system or team that will perform POS uploads and pricebook updates for pilot stores. Options: Your POS team, Our operations team, Third-party integrator
• Indicate any SKU-level tax or regulatory flags that must be set in POS for these SKUs. Options: Standard tax, Reduced tax, Exempt, Custom — describe
• What acceptance criteria will confirm POS and pricing are correct at pilot stores (price-verify checklist, successful test transaction, receipt verification)? Options: Price-verify checklist, Successful test transaction, Random receipt audit, All of the above
• Describe the rollback process you want POS to follow after the promotional window closes (auto revert, manual update, phased rollback). Options: Auto revert to base price, Manual price update, Phased rollback schedule

Onboard SKUs into Supply Chain Systems

• Which SKU master attributes must you upload to ERP/WMS (GTIN, pack dimensions, weight, storage temp, lead time)? Options: GTIN, Dimensions & weight, Lead time, Storage temp, Lot/expiry required
• Do you require EDI for PO, ASN and invoicing or will uploads be manual? Options: PO & ASN EDI, PO only, No EDI — manual
• Specify lead times and recommended safety stock days you want configured per SKU for the pilot. Options: Lead time <7 days, 7-21 days, 21+ days
• Who will provide SKU master data and packaging specs (pack dimensions, cases per pallet, pallet configuration)? Options: You provide, We provide, Shared
• Are lot-level traceability and expiry capture mandatory on receipt for these SKUs in your systems? Options: Yes — mandatory, No
• Which replenishment rule type should be set for pilot SKUs (min/max, reorder point, periodic review)? Options: Min/Max, Reorder point, Periodic review, Other

• Purchase Agreement
• Placement & Planogram Confirmation
• Acceptance Criteria & Quality Assurance Protocol
• Regulatory Compliance & Ingredient Assurance
• Supply & Fulfillment Agreement
• Sell-Through Targets & Remediation Terms
• Payment Terms & Invoicing
• Operational Dependencies & Escalation Matrix

• Go-live Health Check (weeks 1-4)
• First Measurement Review (weeks 4-10)
• Acceptance Gate Decision (around day 90)
• Quarterly Performance & Feedback Review

• Implement the agreed social media monitoring and rapid-response process for any negative incidents.
• Restate acceptance criteria and required evidence
• Produce a documented acceptance decision (pass, fail, or conditional) for each numeric criterion recorded in the Assortment & Launch Scope stage.
• If applicable, agree a remediation plan with specific tasks, deadlines, and evidence required for re-evaluation.
• Capture the named signatory or buying owner and the date of the acceptance decision for the record.
• Publish the formal acceptance decision and associated evidence package to the shared workspace.
• If conditional or failed, produce a remediation schedule with milestones and the follow-up re-evaluation date.
• Update planogram or inventory disposition instructions according to the acceptance outcome.
• Quarterly sell-through trend review
• Confirm quarterly sell-through performance against the targets recorded in the Assortment & Launch Scope stage and decide on any assortment adjustments.
• Surface and triage consumer and advisor feedback and identify any safety or regulatory risks needing immediate action.
• Prioritize the enhancement and remediation backlog for the next quarter with named tasks and deadlines.
• Publish the prioritized enhancement and remediation list with target completion quarters.
• Schedule advisor refresher training and confirm materials and dates.
• Re-confirm success criteria and owner matrix
• Confirm ownership for each acceptance criterion and escalation path.
• Validate first-shipment receipts and planogram placement accuracy at the sampled stores.
• Document immediate operational blockers and agreed remediation actions with timelines.
• Publish the go-live issues log with remediation deadlines for each item.
• Deliver a short update confirming advisor training completion status for all trial stores.
• Provide an inventory reconciliation report for first-shipment SKUs at sampled stores.
• Present first-period sales and inventory data vs targets
• Determine whether sell-through rate and advisor conversion rate are trending toward the targets recorded in the Assortment & Launch Scope stage.
• Produce a root-cause list for underperformance with prioritized corrective actions and completion dates.
• Agree the evidence package and timeline required for the Acceptance Gate meeting.
• Deliver the reconciled sales and inventory dataset used in the review for audit within 48 hours.
• Publish the corrective action plan with discrete tasks, due dates, and acceptance criteria.
• Adjust in-store sampling cadence or promotional mechanics as agreed and confirm execution dates.
• Present outcome data against each acceptance criterion
• Root-cause diagnosis for any performance gaps
• Deployment and first-shipment validation
• Consumer and advisor feedback summary
• Social media and regulatory issues review
• Advisor readiness and training check
• Document pass, fail, or conditional outcome per criterion and make a formal decision
• Agree corrective actions and timelines
• Enhancement and remediation backlog review
• Early operational signals and anomalies
• Confirm timeline to the acceptance gate
• Agree remediation plan for any failed or conditional criteria
• Agree prioritized actions for the next quarter
• Blockers, defects, and immediate remediation