--- title: RtM & Supply Chain Blog (15) description: Enchange is an international supply chain & RtM consultancy. Learn more about our 20 Step to RtM Excellence methodology and find useful resources to improve your supply chain operations. (15) image: //supplychain.enchange.com/Portals/85647/images/S&OP%20teamwork%20and%20sales%20forecasting-resized-600.JPG --- [Login](https://www.enchange.com/login/) - - - - [![Enchange](https://supplychain.enchange.com/hubfs/Enchange_October2019/Image/logo.png)](https://www.enchange.com/) # 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**](https://www.enchange.com/contact-us/). ## [How to Master Technology in Route to Market Strategy to Save Resources and Fuel Sales](https://supplychain.enchange.com/how-to-master-technology-in-route-to-market-strategy-to-save-resources-and-fuel-sales) Ross Marie Fri, Jan 11, 2019 When we discuss Technology in terms of Route to Market (RtM) Strategy we are looking at our overall approach to and use of Technology at every stage of our RtM Strategy and Execution. This includes, for example, the hand-held system we take orders… ## [Realise Route to Market Excellence with a First-Class Trade Incentive Programme](https://supplychain.enchange.com/realise-route-to-market-excellence-with-a-first-class-trade-incentive-programme) Ross Marie Wed, Dec 19, 2018 What are Trade Incentive Programmes (TIPs)? TIPs are the mechanisms that you put in place to incentivise and encourage your trade partners (e.g. retail, distributor, cash & carry, wholesale, Horeca) to engage with and deliver on your Trade Marketing… ## [Empowering Sales People with the Right Trade Tool Kit Can be Spectacular](https://supplychain.enchange.com/empowering-sales-people-with-the-right-trade-tool-kit-can-be-spectacular) Ross Marie Fri, Dec 14, 2018 Firstly, what are Trade Tool Kits? They are the specific commercial tools and materials that we provide to our Trade Marketing & Distribution/Route to Market (RtM) teams to help get their jobs done and to deliver on their targets. They are the trade… ## [A Crystal-Clear Sales Incentive program is Fundamental to Route to Market Success](https://supplychain.enchange.com/a-crystal-clear-sales-incentive-program-is-fundamental-to-route-to-market-success) Ross Marie Thu, Dec 06, 2018 When I say Sales Incentive Program (SIP) in the Fast-Moving Consumer Goods (FMCG) sector, I am referring to the internal company incentive program that is used to motivate and influence the behaviour of sales people and teams to deliver company… ## [The Right Data and Metrics are Vital for FMCG Route to Market Success](https://supplychain.enchange.com/the-right-data-and-metrics-are-vital-for-fmcg-route-to-market-success) Ross Marie Thu, Nov 29, 2018 For a successful Fast Moving Consumer Goods (FMCG) Route to Market (RtM) Strategy, we must be able to measure our performance across the market, internally within the company and externally against the competition and wider benchmarks. We must be… ## [Get the Sales Cutting Edge With These Essential Tips on Route to Market Structure](https://supplychain.enchange.com/get-the-sales-cutting-edge-with-these-essential-tips-on-route-to-market-structure) Ross Marie Thu, Nov 22, 2018 When discussing Route to Market Structure, I am referring to the physical roles and people that will be needed to carry out, back up and deliver on the RtM Strategy, and goals that are proposed or have been put in place. The types of roles that I am… ## [First-Class FMCG Territory Planning is Crucial in RtM Strategy for Sales Growth](https://supplychain.enchange.com/first-class-fmcg-territory-planning-is-crucial-in-rtm-strategy-for-sales-growth) Ross Marie Thu, Nov 15, 2018 Territory Planning for Fast Moving Consumer Goods (FMCG) companies is about dividing up a piece of geography into different subsets, based on certain criteria, usually geographic proximity. It allows FMCG companies to effectively and efficiently… ## [Take Ownership of Channel Classification for a Killer Route to Market Strategy](https://supplychain.enchange.com/take-ownership-of-channel-classification-for-a-killer-route-to-market-strategy) Ross Marie Fri, Nov 09, 2018 Let’s start at the beginning. When we talk about Channels, we are referring to channels of distribution to get products from a manufacturer to a consumer or customer. There are many ways to achieve distribution, e.g. direct to consumers (e.g.… ## [Retail Outlet Classification in RtM Strategy, an Essential Element or a Complete Waste of Time?](https://supplychain.enchange.com/https/supplychain.enchange.com/retail-outlet-classification-in-rtm-strategy-an-essential-element-or-a-complete-waste-of-time) Ross Marie Thu, Nov 01, 2018 Firstly, what is Outlet Classification? It is a process of segmenting every individual outlet, meaning every point of purchase, based on a set of company specific agreed criteria that you will design, e.g. volume, location, consumer profile,… ## [How to Build a Competition Slaying FMCG Route to Market Strategy](https://supplychain.enchange.com/how-to-build-a-competition-slaying-fmcg-route-to-market-strategy) Ross Marie Thu, Oct 25, 2018 Welcome to my blog series on the 20 Steps to Route to Market Excellence model. The purpose of this model is to assist and guide consumer goods professionals when they are putting together their strategic and operational plans to tackle their Route… ## [Essential Competitor Analysis Tips to Improve Route to Market Strategy and Execution in FMCG](https://supplychain.enchange.com/essential-competitor-analysis-tips-to-improve-route-to-market-strategy-and-execution-in-fmcg) Ross Marie Thu, Oct 18, 2018 Over the last number of weeks, I have been writing a blog series on my 20 Steps to Route to Market Excellence model. You can read more about the the steps I have already discussed here. My goal is to provoke business leaders in the Fast Moving… ## [Distributor Assessment Essentials to Deliver Sales Growth and Improve RtM Strategy](https://supplychain.enchange.com/distributor-assessment-essentials-to-deliver-sales-growth-and-improve-rtm-strategy) Ross Marie Fri, Oct 12, 2018 Welcome to Step 3 of the 20 Steps to Route to Market Excellence. You can read more about the overall model and the steps I have already discussed here. The third step is ‘Distributor Assessment’. Whether you are looking to build a RtM strategy from… ## [Your Guide to Consumer & Market Mapping to Improve RtM Strategy for Sales Growth](https://supplychain.enchange.com/your-guide-to-consumer-market-mapping-to-improve-rtm-strategy-for-sales-growth) Ross Marie Thu, Oct 04, 2018 Welcome to Step 2 of the 20 Steps to Route to Market Excellence. You can read more about the overall model and the steps I have already discussed here:. The second step is ‘Consumer & Market Mapping’. This is where you will review how you are… ## [The FMCG Leaders Guide to Route to Market Strategy & Execution in 20 Steps](https://supplychain.enchange.com/the-fmcg-leaders-guide-to-route-to-market-strategy-execution-in-20-steps) Ross Marie Wed, Sep 19, 2018 Wouldn’t it be great if someone developed and shared a step by step model detailing how to build and improve route to market execution, sales execution and trade marketing strategic and operational plans? After 20 years in RtM and after working with… ## [Improve Manufacturing Performance with Total Productive Maintenance](https://supplychain.enchange.com/bid/52458/improve-supply-chain-performance-via-total-productive-maintenance-0) Dave Jordan Thu, Aug 23, 2018 When I first came across Total Productive Maintenance (TPM) I was sceptical of yet another ”blue sky” approach to pursuing manufacturing excellence. Surely, this would soon be replaced by the next set of buzz-word initials dreamed up by sharp-suited… [Previous](https://supplychain.enchange.com/page/14) [All posts](https://supplychain.enchange.com/all) [Next](https://supplychain.enchange.com/page/16) ### Subscribe Here! 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