<img alt="" src="http://www.qlzn6i1l.com/130970.png" style="display:none;">

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.

Ross Marie

Recent Posts

Latest Posts

Practical Questions FMCG Leaders Should Ask When Reviewing Route to Market Performance?

Ross Marie Thu, Mar 21, 2024
Recently I shared my methodology for the 20 Steps to Route to Market Excellence at the beginning of this blog series. You can read more about it here: The FMCG Leaders Guide to Route to Market Strategy & Execution in 20 Steps. The first step,…

What are the Critical Success Factors for FMCG Market Entry?

Ross Marie Tue, Mar 19, 2024
What does Market Entry Mean? Market entry can take many forms, and often a company (e.g. FMCG Co.) will see its own brands present in a market (e.g. Market X), and then look at planning an official ‘Market ‘Entry’. Let’s look at some scenarios where…

The Definition of Excellence in FMCG Sales Execution

Ross Marie Tue, Feb 27, 2024
The Good, the Bad, and the Ugly Finding the right Distribution Partner (DP) is one of the fundamental RtM decisions a FMCG Producer will make. Depending on the producers' knowledge, understanding, and experience of the local market, they may not be…

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…

Harness the Best in FMCG Distributor Execution - Part 2 Joint Action Plans

Ross Marie Fri, Nov 19, 2021
Over the last few months, I have shared the proven and successful Enchange approach, to find and develop FMCG Distributor Partners (DPs). We call this the Distributor Partner (DP) Development Programme. It is broken into 8 Modules. In my last post,…

Harness the Best in FMCG Distributor Execution - Joint Business Plans

Ross Marie Wed, Oct 20, 2021
Over the last few months, I have shared the proven and successful Enchange approach, to find and develop FMCG Distributor Partners (DPs). We call this the Distributor Partner (DP) Development Programme. We use this Programme to source new DPs, to…

FMCG Essentials to Improve Distributor Sales & RtM Execution

Ross Marie Tue, Sep 28, 2021
Our step-by-step approach to drive and develop FMCG distributor performance is an eight-module programme that we call the Distributor Partner (DP) Development Programme. This programme is used for: Strategy: Implement a new FMCG company approach to…

Learn the Fundamentals of FMCG Distributor Financial Health

Ross Marie Tue, Sep 21, 2021
I recently shared our step-by-step approach to drive and develop distributor performance to deliver long term sales growth. It is an eight-module programme that we call the Distributor Partner (DP) Development Programme. We use this approach to…

Subscribe Here!

awrad

Connect with Enchange Online

Browse by Topic

See all