Route to Market & Supply Chain Blog

Supply Chain nuts & bolts Last week I looked at some basic definitions of a Supply Chain and what Supply Chains are designed to achieve. After enjoying the wet UK Bank Holiday, one of my first meetings was with an established FMCG CEO. No names of…

In an earlier blog this year I covered the subject of Joint Business Planning. This particular blog came after a discussion with a fellow RtM professional and senior commercial manager. As a recap, this lady managed several markets in a region and…

A long, long time ago.... I started my career in the late 1970s studying chemistry and working as an R&D type helping to bring FMCG Homecare products to the market. At that time, people working in R&D were largely silo based and did not really know…

At Enchange we have been delivering a lot of Cost to Serve (CTS) work for clients in the last few years. In all cases our work has resulted in considerable savings for clients. I thought now would be a good time to write about this very important…

I was talking to a fellow RtM professional at a recent event. The subject of Distributor performance came up. My colleague was clearly frustrated with the performance of her distributors – she managed several markets in a region. It transpired that…

Chasing Air Miles I have travelled widely over the years and tried to add one new country each year until I stumbled at just under 50 locations. Many were holidays but the majority were business travels with few opportunities available to actually…

In a number of articles this year I have covered many of the aspects of distributor selection and management. The challenge for many organisations, particularly multinationals, is to ensure a consistent application and execution of best practice. In…

In an earlier article and post, I covered the internal and external considerations related to distributor selection. I now want to focus on an increasingly important topic of the integration of online and offline distribution. This is a key issue in…

In an earlier article and post, I covered the internal and external considerations related to distributor selection. I now want to focus more on the distributor and how we make an assessment. We call this a Micro-Assessment. It involves spending…

Going Underground I am not a frequent traveller to London or the UK in general for that matter so getting around is always a challenge and particularly when travel by the Tube is required. In the rush hours at each end of the day there must be more…