Quick Context: Your Category Snapshot

• How many SKUs in the household cleaning and home care shelf set are you currently managing? Options: 1-9, 10-24, 25-49, 50-99, 100+
• Tell me about the last category review that resulted in a change on shelf; what triggered that decision?
• Which subcategories are you prioritizing this quarter? Options: Surface cleaners, Laundry detergent, Dish care, Fabric softener, Air fresheners, Storage & disposal, Other
• Who on your team signs final approval for a pilot distribution test? Options: Category Buyer, Merchandising Director, E-commerce Merchandising Manager, Store Operations Lead, VP Merchandising, Cross-functional committee, Other
• When was the last time you removed a legacy product from shelf due to low velocity? Options: Within last 3 months, 3-6 months ago, 6-12 months ago, Over a year, Never
• What are your top three success metrics for this category, and which one matters most in a renewal conversation? Options: Incremental units, Velocity per SKU, Repeat purchase rate, Display compliance, Gross margin, Promotional ROI, Other

Where the Shelf Is Winning or Losing

• If your current shelf assortment were a financial line item, estimate how much monthly revenue it is leaving on the table. Options: Less than $5k, $5k–$20k, $20k–$75k, $75k–$200k, Over $200k, Unsure
• Estimate the percentage split of facings on the power aisle between national brands, private label, and other.
• Describe your current display compliance rate during feature and promotional weeks.
• Which SKUs consistently underperform despite receiving promotional support?
• What single SKU performance failure would make you reallocate space immediately?

How Promotions Actually Move Customers

• Are you convinced your promotions create net new demand rather than just shifting purchase timing across SKUs? Options: Yes, generally net new, Mostly timing shifts, Mixed results, Not sure
• How many promotional events per quarter do you run for household products? Options: 0-2, 3-5, 6-9, 10+
• Walk me through the last promotion that exceeded lift targets, what specifically changed in-store or in messaging?
• Pick the promotional mechanics you rely on most, and rank which drives the highest incremental units. Options: Price discount, Feature display, Endcap, Coupon, Loyalty offer, Sampling, Bundle/pack, Other
• Target incremental unit sales lift you require during a pilot promotion? Options: Less than 5%, 5-15%, 16-30%, 30%+
• If the pilot delivered the lift you expect, how quickly would you want to scale distribution? Options: Within 4 weeks, 1-3 months, 3-6 months, Longer term

Supply and Shelf: Where Breakdowns Happen

• When promotional windows are missed by shipments, how fast does category performance degrade? Options: Within days, Within a week, 2-4 weeks, Longer term
• Name the DCs or fulfillment centers that have historically missed lead times for new SKU onboarding.
• Who owns EDI endpoint and ordering setup on your side, and can they provide test files? Options: IT/Integration team, Supply Chain Systems, Vendor Managed Inventory team, 3PL partner, Retailer-managed, Other
• Do you have a single system that tracks UPC and packaging changes across channels? Options: Yes, centralized system, Partially, multiple sources, No, tracked manually, Not sure
• Approximately how many weeks of lead time does your buying window require for new product allocation? Options: Less than 2 weeks, 2-4 weeks, 5-8 weeks, 9-12 weeks, 12+ weeks
• Could a single persistent supply constraint prevent a pilot from launching on schedule? Options: Yes, No, Only with mitigation, Unsure

What Could Break This Deal

• Describe the one operational failure you have seen that most often kills a new SKU rollout.
• How often do inventory or planogram inaccuracies trigger emergency space removals? Options: Almost always, Often, Occasionally, Rarely, Never
• Why have previous pilots failed to convert to full distribution in your experience?
• Is anyone inside your organization currently pushing to solve this problem without an external partner? Options: Yes, procurement, Yes, R&D, Yes, private-label team, No one, Other
• What single risk, if unresolved, would make you stop the project immediately?

Competitive Landscape: Who You're Comparing Us To

• Name the alternatives you are actively weighing right now for filling this shelf need.
• Select which of the following you have evaluated or are evaluating. Options: Incumbent national brand, Another supplier's similar product, Scaling private label, Internal reformulation, No external alternative evaluated yet, Other
• What would have to be true about your incumbent approach for you to keep it instead of switching?
• Has anyone proposed solving the gap internally and, if so, who would own that effort? Options: Yes, procurement, Yes, R&D, Yes, manufacturing, No, not proposed, Other
• Would you be ready to pilot with an external seller in the next buying cycle if internal options were off the table? Options: Yes, Maybe, No, Need internal approvals

Operational Readiness and Constraints

• To run this pilot on your timeline, who would have to be on call from your side and what is their capacity?
• List the systems that manage your ordering, EDI, and inventory visibility today. Options: ERP, EDI middleware, Retailer portal, WMS, Manual spreadsheets, Other
• Do you have a technical lead who can provision EDI, map SKUs, and run test orders within four weeks? Options: Yes, named owner, Yes, shared responsibility, No, must be assigned, Unsure
• Approximately how much dedicated weekly effort will your merchandising and supply teams commit during onboarding? Options: 0-5 hours, 6-15 hours, 16-30 hours, 30+ hours
• Identify the person who will own acceptance criteria for pilot success and who will sign the go/no-go.
• Could the pilot proceed without full EDI integration, and if so what manual workarounds would you accept? Options: Yes, manual PO and spreadsheet reconciliation, Yes, limited scope only, No, EDI required, Unsure

Decision Triggers and Next Steps

• Assuming the pilot delivers the expected lift next quarter, what would make you commit to a national rollout and by when?
• Please specify the role that holds final budget approval for trade support and promotional funds above your usual allocation. Options: Category Buyer, Director Merchandising, VP Merchandising, CFO/Finance, Cross-functional committee, Other
• How soon do you expect to see ROI reflected in syndicated sales data after a successful pilot? Options: Within 4 weeks, 4-12 weeks, 3-6 months, 6+ months, Unsure
• Rate your appetite to shift permanent shelf facings from a legacy SKU to a trial SKU on a scale of 1 to 5. Options: 1, 2, 3, 4, 5
• Would you be willing to name a pilot acceptance metric and commit to a go/no-go decision date at the outset? Options: Yes, Maybe, No
• Specify the contractual or commercial step you would expect to take within four weeks if the pilot meets the acceptance metric. Options: Negotiate distribution terms, Scale to regional rollout, Sign annual trade agreement, Increase promotional funding, Other

• Solution Experience — Product & Merchandising Outcomes

• You confirm the demonstrated SKU velocity and repeat-rate thresholds meet your allocation criteria.
• Confirm the current state and its cost
• Run a store-level forecast for the agreed pilot SKUs and deliver expected velocity, repeat-rate, and ROI comparisons before the follow-up session.
• You confirm the modeled promotional mechanics produce acceptable incremental ROI versus your trade spend thresholds.
• Review product performance testing and translate to SKU velocity
• Provide the recent category baseline velocity and top competing SKUs for the proposed pilot store set.
• Confirm the pilot store list and any merchandising constraints (endcap availability, facing limits) within five business days.
• Model promotional support and incremental ROI
• You confirm the merchandising impact and compliance assumptions are realistic for the proposed store set and support your shelf-share objectives.
• Schedule the pilot decision meeting and list the exact evidence items each stakeholder needs to approve wider distribution.
• You agree on the minimal evidence set and pilot acceptance criteria required to proceed to a restricted pilot.
• Simulate in-store merchandising impact
• End-to-end pilot scenario run
• Validation check, confirm acceptance criteria

• Solution Experience — Product & Merchandising Outcomes
• Solution Experience Deck
• Solution Brief

• meeting
• slides
• document

• Provide Retail Data Presentation Package
• Supply Product Samples for Pilot Authorization
• Stock Pilot Stores with Initial SKU Inventory
• Configure Distribution Center and Fulfill Initial Shipment
• Execute In-Store and Digital Promotional Launch
• Install Endcap and Power-Aisle Merchandising Displays
• Maintain Display Compliance with Field Audit Visits
• Provide Trade Promotion Funding and Co-op Administration
• Deliver Weekly Promotional Velocity and ROI Reports
• Supply Digital Marketplace Content and Product Images
• Implement Retail Pricing, Coupons, and POS Updates
• Manage Replenishment Forecasting and Safety Stock Allocation
• Coordinate Emergency Production Allocation and Resupply

Provide Retail Data Presentation Package

• Which retail data files will you provide for the presentation (for example SKU-level weekly sell-through, distributor sell-in, promotional calendar extracts)? Options: SKU-level weekly sell-through, Distributor sell-in / PO history, Promotional calendar / feature weeks, Customer loyalty segment extracts, Other
• How many historical weeks of POS or scanner data should we analyze for baseline and lift modeling? Options: 4-8 weeks, 9-13 weeks, 14-52 weeks, Custom (specify)
• Do you want the presentation to include store-cluster level analysis (for example power-aisle vs. non-power-aisle performance), or only aggregate category metrics? Options: Store-cluster level analysis, Aggregate category metrics only, Both
• When do you need the final retail data slide deck delivered relative to pilot go-live? Options: 4 weeks before go-live, 2 weeks before go-live, 1 week before go-live, At pilot kickoff
• Who on your team will verify SKU-to-GTIN mappings and store-number mappings used in the data files? Options: Category buyer, Retail planning analyst, E-commerce category manager, We will assign a single contact

Supply Product Samples for Pilot Authorization

• Provide the list of SKUs and pack sizes you will supply as test samples for the retailer's pilot authorization.
• Specify the number of sample units per SKU and per store required for in-store demo or consumer trial programs. Options: Less than 50 units per SKU, 50-250 units per SKU, More than 250 units per SKU, Custom (specify)
• Describe the packaging and UPC/GTIN assets you will deliver for sample distribution and EDI/content ingestion.
• What performance benchmarks from product testing (for example stain removal %, scent longevity hours, rinse clarity score) will you include in the sample report to support buyer evaluation?
• List any regulatory or sustainability declarations accompanying the samples (for example ingredient disclosure sheet, recyclability claim, third-party eco-credentials).

Stock Pilot Stores with Initial SKU Inventory

• Confirm whether pilot stores will be restocked to an opening facings count per SKU and specify that count (this will define the opening on-shelf stock acceptance criteria). Options: Yes — specify facings (free text below), No — limited inventory acceptance, TBD with retailer
• Indicate the pilot store list by store number, channel (grocery, mass, club), and planned on-shelf date.
• Does your supply plan include a reserve safety-case allocation per pilot store to support expected promotional velocity? Options: Yes — reserve cases per store, No — no reserve allocation, Depends on store cluster
• Estimate the number of cases or units required per pilot store to cover the full promotional run and initial repeat-buy window. Options: Less than 10 cases, 10-50 cases, More than 50 cases, Custom (specify)
• Provide contact information for your fulfillment lead who will coordinate receiving exceptions at the retailer's receiving dock.

Configure Distribution Center and Fulfill Initial Shipment

• Identify the retailer DC receiving windows and ASN (advance ship notice) timing required for initial shipments to be accepted.
• State the pallet configuration you will use (cartons per pallet, height limits) to match the retailer's putaway rules. Options: Standard EU pallet 40x48, Custom — will provide diagram, Mixed pallets (specify)
• Are your EDI ordering endpoints and 850/855 PO acknowledgement flows configured with the retailer or will you use manual PO handling for the pilot? Options: EDI live (850/855), EDI provisioned but not live, Manual PO / email orders
• When will your first ASN be sent relative to the agreed on-shelf date (for example 7 days prior, 3 days prior, same day)? Options: 7 days prior, 3 days prior, Same day, Other (specify)
• Confirm the DC receipt acceptance criteria we should use to consider the DC ready for ongoing fulfillment (for example ASN match rate threshold or dock-to-inventory SLA). Options: ASN match rate >= 98%, Dock-to-inventory within 48 hours, Both conditions required, Other (describe)

Execute In-Store and Digital Promotional Launch

• Select the promotional mechanics you plan to run in-store and online (for example temporary price reduction, buy-one-get-one, digital coupon or feature ad). Options: Temporary price reduction, Buy one get one, Digital coupon, Feature ad / circular, Sampling / demos, Other
• Name the channels that will carry the promotion (in-store, retailer e-commerce, marketplace listing, retailer mobile app). Options: In-store only, E-commerce only, Both in-store and e-commerce, Selected channels only
• How long is the planned promotional window and are there phased pricing tiers during the promotion? Options: 1 week, 2 weeks, 3+ weeks, Phased tiers (specify)
• Assign ownership: who will supply the promotion barcodes, coupon IDs, and digital asset files required for POS activation? Options: You will supply, Retailer will supply, Shared responsibility
• Outline any planned in-store staffing or third-party demo support required to drive trial conversion during the launch.

Install Endcap and Power-Aisle Merchandising Displays

• Identify the display types you will deploy in pilot stores (endcap, gondola end, power-aisle fixture) and the target count per store. Options: Endcap, Gondola end, Power-aisle fixture, Combination
• Specify the target number of shelf facings per SKU to meet planned display impact. Options: 1-2 facings, 3-5 facings, 6+ facings, Custom (specify)
• Indicate who will supply the physical fixtures and point-of-sale signage for the pilot (you, retailer, or co-funded arrangement). Options: You supply fixtures, Retailer supplies fixtures, Co-funded arrangement
• List any special packaging or secondary-placement requirements that will affect fixture dimensions or SKU orientation (for example hanging hooks, hang-sell strip, or single-serve merchandising).
• Estimate installation lead time from fixture confirmation to field install per store. Options: Less than 7 days, 7-14 days, More than 14 days

Maintain Display Compliance with Field Audit Visits

• Indicate the field audit cadence you require and the compliance threshold that constitutes a pass for promotional displays (for example percent of stores meeting facings and POS presence). Options: Weekly audits, Biweekly audits, Monthly audits
• List the compliance metrics you want measured in field audits (for example correct facings, POS/signage presence, price accuracy, display condition). Options: Correct facings, POS/signage present, Price accuracy, Display condition, All of the above
• How should field audit evidence be captured and submitted (photo uploads with geotag, SKU barcode scan, or third-party compliance report)? Options: Photo uploads with geotag, SKU barcode scan, Third-party compliance report, Combination
• Identify the named owner for resolving compliance failures and the SLA to remedy a breach (for example 24, 48, or 72 hours). Options: 24 hours, 48 hours, 72 hours, Custom (specify)
• Would you like automated escalation to supply or merchandising teams when audit failures exceed a predefined threshold? Options: Yes, No

Provide Trade Promotion Funding and Co-op Administration

• State the total promotion budget and the planned split across funding types (slotting, display co-op, feature funds, margin support).
• Choose the claims reconciliation and co-op invoicing cadence you prefer. Options: Weekly, Biweekly, Monthly, Per-promotion close
• Are there retailer-specific claim submission formats or file templates we must use for co-op reimbursement? Options: Yes — retailer template provided, No — standard invoice acceptable
• Outline the approval workflow for drawdowns against co-op funds and name the approver role required to clear claims.
• Which payment method for co-op reimbursement do you prefer (invoice net terms, offset against promotional billings, or pre-funded credit)? Options: Invoice net terms, Offset against billings, Pre-funded credit, Other (specify)

Deliver Weekly Promotional Velocity and ROI Reports

• State the velocity metrics you require in weekly reports (for example units sell-through, store-level rate, lift vs baseline). Options: Units sell-through, Lift vs baseline, Sell-through per store, Repeat purchase rate, All of the above
• How soon after the promotion week ends should the weekly velocity and ROI report be delivered? Options: 48 hours, 72 hours, One week
• Please confirm whether you require SKU-level ROI calculations that include retailer-paid funds and incremental margin, or if category-level summaries are sufficient. Options: SKU-level ROI required, Category-level summary sufficient
• Name the report recipients and indicate if automated dashboard access is required in addition to emailed reports. Options: Email PDF only, Dashboard access only, Both email and dashboard
• Define the minimum data quality thresholds for reports to be considered specific (for example percent store coverage or data completeness).

Supply Digital Marketplace Content and Product Images

• Provide the digital content assets you will supply for marketplace listings (hero image, lifestyle images, bullets, ingredients/spec sheet). Options: Hero image, Lifestyle images, Bullets and copy, Ingredients/spec sheet, Other
• Specify image and copy technical requirements you will adhere to for retailer marketplace ingestion (for example pixel size, file type, character limits).
• How many SKUs will require enhanced content modules (A+ content) for online listings? Options: None, 1-5 SKUs, 6-25 SKUs, 25+ SKUs
• Which content distribution method do you prefer for the retailer (API feed, FTP/content feed, or manual upload)? Options: API feed, FTP/content feed, Manual upload via merchant portal, Other
• Provide the approver and SLA for final marketplace content sign-off and updates.

Implement Retail Pricing, Coupons, and POS Updates

• Select the pricing mechanics you will deploy for the pilot (temporary price reduction, permanent price change, pack-size pricing alignment). Options: Temporary price reduction, Permanent price change, Pack-size pricing alignment, Other
• Explain how coupon redemption will be tracked for the pilot (coupon code, in-store barcode redemption, retailer loyalty discount). Options: Coupon code, In-store barcode redemption, Retailer loyalty discount, Other
• Provide the owner who will deliver final POS art, barcode files, and approved pricing files for retailer load-in.
• State the effective date for the pricing and coupon changes and the system cutover window the retailer needs for the update. Options: Start of promotion week, Mid-week, Immediate upon agreement, Custom (specify)
• Are there minimum advertised price (MAP) constraints or cross-channel pricing rules that will limit promotional depth during the pilot? Options: Yes — MAP applies, No MAP constraints, We will provide MAP policy

Manage Replenishment Forecasting and Safety Stock Allocation

• Provide the forecast inputs and cadence you want used for pilot replenishment planning (historic sell-through, promotional uplift assumptions, lead times).
• Choose the forecast horizon to configure for pilot replenishment (weekly, 4-week rolling, 13-week planning). Options: Weekly, 4-week rolling, 13-week rolling
• Specify the safety stock policy per SKU you plan to hold at the DC to support promotional peaks (days of cover or cases per SKU). Options: 3-7 days cover, 8-14 days cover, More than 14 days, Custom (specify)
• Name the owner responsible for updating forecasts when actual sell-through deviates from plan and indicate the review cadence. Options: Weekly review by your team, Shared weekly review, Ad hoc updates
• Will automated replenishment orders be acceptable for the pilot or do you require manual PO approval during promotional periods? Options: Automated replenishment acceptable, Manual PO approval required, Hybrid approach

• Master Purchase Agreement
• Order Confirmation — Pilot
• Pilot Acceptance Criteria Addendum
• Trade Support & Promotional Commitment
• Supply & Fulfillment Agreement
• Logistics & DC Onboarding Addendum
• Price, Rebate and Chargeback Schedule

• Go-live Health Check (Week 1-4)
• First Measurement Review (Week 4-10)
• Pilot Acceptance Gate (Day ~90)
• Ongoing Performance Review (Quarterly)

• Update the shared issue channel with statuses and close items that meet the quarter's resolution criteria.
• Create a corrective actions tracker listing each root cause, the remediation step, and the date by which the item must be resolved for acceptance.
• Schedule targeted store visits or merchandising refreshes for stores with repeat compliance failures.
• Restate acceptance criteria from Mutual Commit
• Produce a recorded acceptance decision per Mutual Commit criteria with explicit pass/fail status for SKU velocity, repeat purchase rate, and display compliance rate.
• If any criterion failed or is conditional, agree a remediation plan with dates and closure evidence required for final acceptance.
• Publish the acceptance decision record showing pass/fail per criterion and the buyer signatory comment or conditional requirements.
• If applicable, open remediation tickets tied to the acceptance re-test date and list the evidence required for closure.
• Distribute an updated rollout plan reflecting the acceptance outcome and the timeline for any conditional remediation.
• Trend review for promotional ROI and repeat purchase rate
• Confirm promotional ROI and repeat purchase rate remain within acceptable ranges or document agreed corrective steps to restore expected performance.
• Maintain a prioritized backlog of merchandising and operational enhancements with target resolution dates.
• Publish the quarterly performance package including promotional ROI, repeat purchase rate, and display compliance dashboards and the prioritized backlog.
• Deliver a focused action plan for the top three operational priorities with measurable milestones and evidence requirements.
• Re-confirm acceptance criteria recorded in Mutual Commit
• Confirm the deployment completed against the operational checkpoints in Mutual Commit and identify any items requiring immediate remediation.
• Agree a short list of critical blockers with resolution dates so stores remain stocked and displays are compliant.
• Publish a one-page go-live status summarizing DC receipts, EDI connectivity status, and outstanding supply or packaging issues.
• Compile and distribute the initial store audit log showing compliant and non-compliant stores for immediate follow-up.
• Data presentation versus Mutual Commit targets
• Establish whether SKU velocity and display compliance rate are trending toward the Mutual Commit targets or require remediation.
• Document a time-bound corrective plan for each off-target metric with clear resolution milestones.
• Publish a pilot performance dashboard that includes SKU velocity, display compliance rate, and promotional ROI for store-by-store review.
• Promotional ROI snapshot
• Display compliance and merchandising adherence
• Deployment and shipment validation
• Present outcome data versus each criterion
• Merchandising and display spot-checks
• Root-cause diagnosis for gaps
• Document pass/fail per criterion
• Open issues and enhancement request backlog
• Formal acceptance decision and signatory
• Early adoption signals and usage patterns
• Short checklist for next quarter operational focus
• Corrective plan and timeline
• If conditional or failed, agree remediation closure plan
• Open issues and remediation plan