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Route to Market & Supply Chain Blog

Welcome to our blog!

We are passionate about Route to Market and supply chain management and we are delighted to share our thoughts with you. We would like to hear from you too, so please comment on our posts or contact us.

Latest Posts

Do These 5 Things Now to Strengthen the FMCG Route to Market

Ross Marie Tue, Jun 09, 2020
COVID is rapidly changing the FMCG/retail environment, but these changes are vastly different from market to market and sector to sector. Let us consider some examples: Consumers are moving to online ordering – this is true, but in many markets this…

Digital in FMCG Route to Market is Much More than an Online Ordering Platform

Ross Marie Tue, May 19, 2020
This is such an important issue, and over the last number of weeks, I have been asked about it frequently. Digital and online ordering has played a key role in many markets for some time in RtM strategy and execution. In many cases its applicability…

How to Formulate a Winning Distribution Strategy Fit for the Covid-19 World

Ross Marie Wed, May 13, 2020
Assessing your distribution options is one of the most important elements of any Route to Market strategy. Choosing the wrong distribution strategy, although often not evident in the short term, can cripple a company’s long-term growth, and ability…

Xray Your Route to Market and Uncover the Emerging Trends to Win in a COVID-19 World

Ross Marie Tue, Apr 28, 2020
In my last post we explored ways that you can ‘Reinforce Your Route to Market During These Unprecedented Times’ while working from home. I also provided a list of questions you could use, to allow you to review current RtM performance post COVID-19.…

Reinforce Your Route to Market During These Unprecedented Times

Ross Marie Fri, Apr 17, 2020
The global spread of COVID-19 is an incredibly challenging and worrying time for all of us. The loss of life is already significant, and its spread continues. Many countries around the world are in some form of restricted movement or lockdown. From…

Manage Your FMCG Distributors Better to Grow Sales in Africa

Ross Marie Mon, Nov 18, 2019
Over the last few months I have been writing a blog series on Route to Market Success (RtM) in emerging markets, describing how Enchange has been using the 20 Steps to RtM Excellence to win in these markets for our clients. In my last post, we…

Localising Global Route to Market Strategy is Essential in Emerging Markets

Ross Marie Fri, Nov 08, 2019
Before we even begin to look at how to develop Route to Market (RtM) strategies and execution plans for Fast Moving Consumer Goods Companies (FMCG) in emerging markets like Africa, we need to understand and remind ourselves of a few basic principles…

Can I Build a Winning FMCG Route to Market Strategy on Limited Resources?

Ross Marie Fri, Oct 25, 2019
I am in the middle of writing a blog series on Route to Market (RtM) success in emerging markets, with a specific focus on Africa. I have been receiving some excellent feedback throughout (many thanks!). One topic has come up several times and I…

How Can We Increase Trade Coverage Through Our Distributors in Africa?

Ross Marie Mon, Oct 14, 2019
This is a challenging question and one that we need to break down. Trade coverage, brand distribution, distribution coverage, brand or SKU (Stock Keeping Unit) availability, or whatever terminology you use, is one of the most important Route to…

How do FMCG Companies Increase Sales Volume in Africa?

Ross Marie Fri, Oct 04, 2019
It’s a good question and one that Enchange is often asked. Enchange has been helping clients in Africa for over 25 years. Whilst many things have changed in that time, for example, the use and availability of technology, many things remain the same.…

Deliver Route to Market Excellence in Multi Distributor Markets in Africa

Ross Marie Fri, Sep 27, 2019
How do we implement real change to deliver the best possible Route to Market (RtM) in challenging developing markets? Enchange has been in the business of transforming clients Route to Market (RtM) for over 25 years. Last year I built on that bank…

Eurovision Song Contest, APO and.........ABBA!

Dave Jordan Fri, May 17, 2019
There are many ways to link all the different planning activities in your FMCG/Pharma company. This could be done with one single tool like the SAP Advanced Planning Optimiser or a host of other tools and packages.  As with all IT you need to know…

Demand a Culture of Route to Market Excellence Through Outstanding Leadership

Ross Marie Tue, Mar 19, 2019
There are many things I have seen in over 20 years in the unbelievably exciting Fast-Moving Consumer Goods Business (FMCG). There are many things I can talk about and stories I can tell. But since I was first handed the keys to a van in 1998 to…

Break Down Departmental Silos Through Functional Integration for Route to Market Success

Ross Marie Fri, Feb 15, 2019
The FMCG business is like a team sport. There are sales people sent into the field, to sell more products and beat their targets. There are players put on the sports field, charged with scoring points and winning the game. In both scenarios, if the…

Smash Your Route to Market Targets with Essential Training & Platforms to Capture and Share Success

Ross Marie Fri, Feb 08, 2019
Welcome to my blog series on Route to Market (RtM), which includes Sales, TM&D (Trade Marketing & Distribution), in the Fast-Moving Consumer Goods (FMCG) sector. I have created a model called the 20 Steps to Route to Market Excellence. The purpose…