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Route to Market & Supply Chain Blog

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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

Future-Proofing the FMCG RtM in 2024: Sidestepping Critical Pitfalls

Ross Marie Thu, Feb 22, 2024
In today's post, I would like to focus on steering clear of the obstacles that might disrupt your Route to Market strategy. As we step into 2024, leaders in consumer goods sector should be proactive in foreseeing major challenges in RtM and…

The Consumer Effect on the FMCG Route to Market Model

Ross Marie Wed, Jul 05, 2023
In this article, I will be delving into the ways in which consumer behavior can have a profound impact on your FMCG Route to Market Model. Trigger Factors Recently, I shared a post titled When Should We Review our FMCG Route to Market Model? The…

When Should We Review Our FMCG RtM Model

Ross Marie Wed, Jun 14, 2023
What is a Route to Market Model (RtM)? An RtM model is a set of commercial capabilities that focus on how to get goods/services to target customers effectively. It must encompass the following: Trade Coverage - Maximise availability in target…

5 Actions to Reignite your FMCG RtM & Drive Sales Now

Ross Marie Wed, Jun 07, 2023
The Age-Old Sales Question The End of Q2 is in sight. We have stuck to our plan, and we have faith. We have executed in the field, at least we think we have. We are managing our trade partners well, or so we have been told. The numbers are coming…

15 Essentials to Drive FMCG Distribution & Execution

Ross Marie Fri, Jun 02, 2023
How Do We Increase FMCG Sales? We have developed a methodology over the last 30 years, which gives a step-by-step approach to ensuring that each element of the front-end distribution strategy is laser-focused on delivering excellence in FMCG RtM…

How to Mitigate Risk in FMCG Route to Market Change

Ross Marie Tue, Mar 14, 2023
Moving to a new Distribution Partner (DP) arrangement can be daunting, challenging, stressful, costly, rewarding, and ideally, successful. But no matter what the scenario, there are risks involved. Producers who understand these risks and adapt…

9 Step Formula to Reinforce Your FMCG Channel and Distribution Strategy

Ross Marie Tue, Feb 14, 2023
Arguably the most important element of any Route to Market strategy for a consumer goods company is its Distribution Strategy. Very often, when results are not coming in, the distributors get the blame and may even be replaced. Too often, their…

The 8 Step Guide to Drive FMCG Distributor Excellence

Ross Marie Wed, Feb 08, 2023
How do we take a Sales or RtM Strategy (Plan) and transform it to Operational Execution? This is a question we are often asked, and one that many are facing right now. We are at the start of a new year; we have some grand sales and distribution…

Is S&OP Necessary? The Jury Is Out …

Michael Thompson Mon, Sep 12, 2022
I would like to present the Story of MANCO, a manufacturing-based FMCG Multinational Organisation. The organisation is currently struggling with various aspects of their supply chain. Part of the Senior Management Team are: Xavier – Chief Executive…

Procurement Transformation to Lower Costs - 12 Questions to Ask

Ratib Ratib Wed, Jul 13, 2022
Why do you need this transformation? If you: Do not have well-defined and aligned procurement and supply chain strategy Do not have strategically positioned procurement function Do not have clear procurement roles and responsibilities Do not have…

The 7 Typical Mistakes Made During UK FMCG Wholesale Market Entry

Andy Dixon Tue, Jul 12, 2022
Inevitably things don’t always go to plan, and no one can predict everything and the UK Wholesale Market is no different, in fact giving its scale and variety, you should expect bumps in the road. It is then about how you react and adapt, but…

Understanding Your Interim Management Needs – 3 Key Considerations

Michael Thompson Wed, Jul 06, 2022
I have written about supply chain and route to market interim management recently. In discussions with clients, the following theme often arisess: “We are very busy … Too busy to make progress ... I suspect that we need some additional support in…

Regain Control of Your Product Portfolio

Ratib Ratib Wed, Jul 06, 2022
Through product rationalization, regain control of your product portfolio and become more profitable & competitive. Do you really need SKU rationalisation now? Do you think that substantial portion of your products do not contribute enough to your…

5 Reasons to Consider Refillable PET Bottles in Africa

Dumisani Siziba Fri, Jul 01, 2022
Responsible Beverage makers are always looking for sustainable packaging solutions that are not only cost-effective but environmentally friendly. Soft Drink and Beer Companies normally use 3 types of packaging i.e., cans, plastic bottles, and glass…

Now is the Right Time to Restructure Your Distribution Network

Ratib Ratib Thu, Jun 30, 2022
Supply chain complexities are increasing. Shifting customer demands & habits, expanding business, and rising cost pressures are the key drivers for restructuring needs of your distribution networks. Customer demands are shifting rapidly. The share…

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