---
title: 15 Essentials to Drive FMCG Distribution & Execution
description: 15 steps to ensure that your FMCG Distribution Partners (DPs) are set to deliver excellence in RtM execution.
image: https://supplychain.enchange.com/hubfs/15-fmcg-dp-excel-feature.png
---

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# Route to Market & Supply Chain Blog

# 15 Essentials to Drive FMCG Distribution & Execution

Posted by Ross Marie on Fri, Jun 02, 2023

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## 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 execution.

Our approach has 5 chapters and covers 15 Essential Areas:

![rtm-15-fmcg-dp-excel-in-exec](https://supplychain.enchange.com/hs-fs/hubfs/rtm-15-fmcg-dp-excel-in-exec.png?width=1920&height=1080&name=rtm-15-fmcg-dp-excel-in-exec.png)

We MUST ensure that our Distribution Partners (DPs) are set up to deliver excellence in RtM execution, and we must help them to do so.   
   
Here are  the 15 areas for DP Excellence in Sales Execution🎯🎯🎯:  
   
✔✔✔𝗙𝗜𝗘𝗟𝗗 𝗧𝗘𝗔𝗠✔✔✔  
   
𝟭. 𝗦𝗧𝗥𝗨𝗖𝗧𝗨𝗥𝗘: DP RtM Team has suitable structure, organisation, time & equipment  
   
𝟮. 𝗥𝗘𝗧𝗘𝗡𝗧𝗜𝗢𝗡: Sales Force staff turnover is not a major concern  
   
𝟯. 𝗥𝗘𝗪𝗔𝗥𝗗: Effective incentives in place are focused on KPIs  
   
𝟰. 𝗡𝗘𝗪 𝗕𝗨𝗦𝗜𝗡𝗘𝗦𝗦: DP focused on new customers & increased Distribution  
   
✔✔✔𝗣𝗢𝗜𝗡𝗧 𝗢𝗙 𝗦𝗔𝗟𝗘 (𝗣𝗢𝗦)✔✔✔  
   
𝟱. 𝗧𝗢𝗢𝗟𝗞𝗜𝗧: DP RtM Team is equipped & trained for outlet execution & activation  
   
𝟲. 𝗖𝗢𝗡𝗧𝗥𝗢𝗟: Clear rules are in place for POS Toolkit use & records  
   
✔✔✔𝗠𝗔𝗥𝗞𝗘𝗧 𝗠𝗔𝗣𝗣𝗜𝗡𝗚✔✔✔  
   
𝟳. 𝗧𝗥𝗔𝗗𝗘 𝗖𝗘𝗡𝗦𝗨𝗦: There is a living outlet database covering all the market  
   
𝟴. 𝗦𝗘𝗚𝗠𝗘𝗡𝗧𝗔𝗧𝗜𝗢𝗡: Outlets segmented on agreed criteria with a service package per segment  
   
𝟵. 𝗧𝗘𝗥𝗥𝗜𝗧𝗢𝗥𝗜𝗘𝗦: Clearly defined, resourced & performing territories  
   
𝟭𝟬. 𝗥𝗢𝗨𝗧𝗘𝗦: Effective route planning, routinely refreshed  
   
𝟭𝟭. 𝗙𝗥𝗘𝗤𝗨𝗘𝗡𝗖𝗬: Call frequency aligned to sales, operational & strategic goals  
   
✔✔✔𝗦𝗖𝗢𝗥𝗘𝗖𝗔𝗥𝗗𝗦✔✔✔  
   
𝟭𝟮. 𝗦𝗨𝗖𝗖𝗘𝗦𝗦: KPIs in place to measure success & reward  
   
𝟭𝟯. 𝗦𝗨𝗣𝗣𝗢𝗥𝗧: KPIs support strategic, tactical & operational requirements of The Producer  
   
✔✔✔𝗖𝗢𝗡𝗧𝗜𝗡𝗨𝗢𝗨𝗦 𝗜𝗠𝗣𝗥𝗢𝗩𝗘𝗠𝗘𝗡𝗧✔✔✔  
   
𝟭𝟰. 𝗧𝗥𝗔𝗜𝗡𝗜𝗡𝗚: Deliver relevant training & coaching programmes for the RtM team  
   
𝟭𝟱. 𝗦𝗛𝗔𝗥𝗜𝗡𝗚: Data & market intelligence are openly shared between DP and Producer  
   
It is essential that we partner and work with our DPs to implement and improve the above.

I would love to have your comments and feedback on our 15 Essentials to Drive FMCG Distribution & Execution.

## What should you do now?

- Subscribe to my [Route to Market Blog Here](https://supplychain.enchange.com/20-steps-to-rtm-excellence-blog-posts-by-ross-marie).
- Take our free [distributor management training course here](https://www.linkedin.com/posts/rossmarie_enchange-sales-distribution-activity-7055072718659964928-tGVh?utm_source=share&utm_medium=member_desktop).
- If you need specific help on RtM Training or any RtM issue, please [reach out to me.](https://www.linkedin.com/in/rossmarie/)
- Use our [20 Steps to Route to Market Excellence model](https://www.enchange.com/services/20-steps-to-route-to-market-excellence/) to guide you on your RtM journey.
- You can use the [Enchange Supply Chain House](https://www.enchange.com/services/supply-chain-transformation/) to help with your Supply Chain Transformation.
- As we always say, NOW is the time to review, build, and/or transform your RtM Strategy and Execution to reap the rewards. Do not wait. Feel free to use our [20 Steps to Route to Market Excellence Implementation Guide](https://supplychain.enchange.com/implementation-guide-to-20-steps-to-route-to-market-excellence) to help you.

 Tags: [Traditional Trade](https://supplychain.enchange.com/topic/traditional-trade), [RTM](https://supplychain.enchange.com/topic/rtm), [Ross Marie](https://supplychain.enchange.com/topic/ross-marie), [20 Steps to RtM Excellence](https://supplychain.enchange.com/topic/20-steps-to-rtm-excellence)

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## RtM Distributor Assessment Tool

[![rtm-distributin-assessment-tool-enchange](https://supplychain.enchange.com/hs-fs/hubfs/rtm-distributin-assessment-tool-enchange.png?width=336&name=rtm-distributin-assessment-tool-enchange.png)](https://supplychain.enchange.com/analyse-the-performance-of-your-distributors---free-route-to-market-assessment-form)

## Distributor Assessment Guide

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## Indirect Distribution: FMCG  Distributors vs. Wholesalers

[![cta_ditributor-wholesale-download_sidebar](https://supplychain.enchange.com/hs-fs/hubfs/cta_ditributor-wholesale-download_sidebar.png?width=336&name=cta_ditributor-wholesale-download_sidebar.png)](https://supplychain.enchange.com/indirect-distribution-fmcg-distributors-vs.-wholesalers)

## 8 Steps to Drive Distributor Excellence

![cta-8-steps-distributor-excellence](https://supplychain.enchange.com/hs-fs/hubfs/cta-8-steps-distributor-excellence.png?width=336&name=cta-8-steps-distributor-excellence.png)

 

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