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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

Define Your Ideal Model Distributor: Key Steps for FMCG Success

Michael Thompson Thu, Jul 18, 2024
When we start the process of distributor selection, we need to be very clear about what we are looking for. A key question is this. What is our ideal Distributor Partner, or Model Distributor, we sometimes call them, and what do they look like?…

FMCG Leaders: How good is your S&OP? Take this test!

Dave Jordan Tue, Jul 16, 2024
Blinkers? While you are tackling the day to day routine of crises, meetings, strategy and more crises while fending off the results pressure from global/regional HQ, you can lose a grip on the reality of how your company is operating. Creeping…

Driving Performance Post-Distributor Selection: JBP & JAP

Michael Thompson Fri, Jul 12, 2024
I am often asked what is the single most important thing that should be done after selecting a new distributor. Before I answer this question, let me recap the process of distributor selection. The three phases of Distributor Selection are: The…

FMCG Drinks: Top 10 Summer Season Smash Hits

Dave Jordan Thu, Jul 11, 2024
A little bit of fun this week after the dreary focus on the UK General Election and England performances. Here comes the world's greatest drink sales guy! Summer is here and drinks producers across the globe will be battling for an increased share…

Distributor Selection: Mastering the Catalyst Phase

Michael Thompson Wed, Jul 03, 2024
The dictionary definition of a Catalyst is: An agent that provokes or speeds significant change or action. Using our A-B-C of Route to Market model, the Catalyst Phase is when we execute or as we sometime call it ‘How to Win’. For distributor…

FMCG S&OE: Tackling the Dreaded Month-End Sales Peak

Dave Jordan Wed, Jul 03, 2024
Too Little Too Late? Imagine Manchester City needing to score 5 goals in the last match of the season to win the English Premier League yet they do not start attacking with any intent until the 80th minute. Or the England cricket team needing to…

Distributor Selection: Mastering the Blueprint Phase

Michael Thompson Fri, Jun 28, 2024
In my recent article I presented a Simple Guide to Selecting and Engaging Distributors using the A-B-C of Route to Market. As a reminder of the A-B-C of Route to Market, my aim is to simplify the world of RtM into a series of three steps that any…

FMCG Planning - A short history of technology advancement

Dave Jordan Tue, Jun 25, 2024
Plan, Plan and Plan Again! All major companies run some sort of ERP to support their business whether they are FMCG, pharma, brewing or indeed anyone who “makes stuff” for Joe Public to buy. Many blue-chips have invested in big name software…

Distributor Selection - Mastering the Assessment Phase

Michael Thompson Wed, Jun 19, 2024
In my last Article and Post I presented a Simple Guide to Selecting and Engaging Distributors using the the A-B-C of Route to Market. As a reminder of the A-B-C of Route to Market, my aim is to simplify the world of RtM into a series of three steps…

The A-B-C of Route to Market: A Simple Guide to Finding & Engaging New Distributors

Michael Thompson Thu, Jun 13, 2024
In my last Post & Article I presented a new Route to Market (RtM) model, the aim of which was to bring together our RtM work in the last 5 years or so. This is the A-B-C of Route to Market. As a reminder, my aim is to simplify the world of RtM into…

An FMCG CEO’s lament for S&OP

Dave Jordan Wed, Jun 12, 2024
In successful FMCG and other companies, Sales & Operational Planning (S&OP) is the flexible glue that holds numerous processes together ensuring demand and supply are balanced along the chain and most importantly, everyone operates to the same set…

The A-B-C of Route to Market: A Simple Guide to Achieving Success

Michael Thompson Wed, Jun 05, 2024
Myself and Enchange colleagues have written 100’s of posts and articles about Route to Market for well over five years. It is fair to say that our message has spread far and wide and attracted a lot of attention in the RtM and commercial world. I…

Cost Savings: Boosting FMCG Bottom Lines

Dave Jordan Tue, May 28, 2024
Cost saving klaxon alert!!!!!!! Picture the scene in many an FMCG boardroom. A terse note has arrived from the suits at HQ telling the boss to urgently reduce costs as the H1 or year-end result is not going to look pretty. Why do all the board…

A Marriage of Inconvenience? Service Level Agreements (SLA)

Dave Jordan Tue, May 21, 2024
If you do not specifically agree on what is expected between two parties before you start a relationship then anything and everything but success is likely. Would you buy a used car from a politician? You buy a new car and you get a contract that…

Mastering FMCG Route to Market Execution: 3 Critical Success factors & 1 Top Tip

Michael Thompson Thu, May 16, 2024
In my last post and article about Mastering FMCG Route to Market Execution, I wrote about the 3 Steps needed to deliver Global and Regional RtM Programmes. As a reminder these steps were: 𝐑𝐭𝐌 𝐏𝐥𝐚𝐲𝐛𝐨𝐨𝐤 development to align the RtM approach…

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