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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.

FMCG SKU Proliferation: How this negatively affects cost and service

Dave Jordan Thu, Feb 04, 2021
Many SKUs sneak onto FMCG price lists when nobody is looking and this is far from facilitating constructive market development. Sales & Marketing colleagues prefer new launches to provide lengthy lists of SKUs; different fragrances, different sizes,…

FMCG Forecasting: Ice cream, chocolate & pregnancy…..

Dave Jordan Thu, Jan 28, 2021
Please bear with me for a while on this one;  I will get to the Supply Chain stuff eventually. Do you know that on average 85% of a sample of expectant mothers suffer food cravings during pregnancy? Apparently, the top 5 must-haves are: Pickles   …

9 Step Formula to Bulletproof Your FMCG Channel and Distribution Strategy

Ross Marie Tue, Jan 26, 2021
Arguably the most important element to any Route to Market strategy for a consumer goods company is their Distribution Strategy. Very often, when results are not coming in, the distributors get the blame and may even be replaced. Too often, their…

Top Ten COVID Intensive Care Recovery KPIs

Dave Jordan Thu, Jan 21, 2021
On a daily basis the amount of care we give to the human body is remarkably little. When you are feeling in good shape, the best the body can hope for is a good wash, a brush of the teeth and a slap of moisturiser. What else? Haircut, skin peel and…

The Supply Chain Function - What’s That All About?

Dave Jordan Thu, Jan 14, 2021
Ok, I admit it, I started my career as an R&D scientist-type developing FMCG products for the European and Middle Eastern markets. I was actually using my chemistry qualification in industry, which is an opportunity not everyone receives after…

Route to Market Training Essentials - 10 Key Steps of the Sales Reps Call

Ross Marie Wed, Jan 13, 2021
I am going to continue with some sporting analogies, as I did in my last blog, Route to Market Roles and Avoiding Square Pegs in Round Holes. There are many common areas across many sports, but there is at least one specific area of sport that…

Route to Market Roles and Avoiding Square Pegs in Round Holes

Ross Marie Thu, Jan 07, 2021
A colleague who works for a global multinational in a large African market has asked an interesting question, which also points to a wider issue across the Route to Market function. I feel it is worth sharing as a topic of discussion. The question…

Top Ten Supply Chain Improvement Resolutions for 2021

Dave Jordan Wed, Jan 06, 2021
“Insanity: doing the same thing over and over again and expecting different results.” Albert Einstein. I think most of us will be pleased to see the back of 2020. COVID 19 has changed the way we have had to live and work and anybody who thinks they…

Christmas S&OP - Santa & Opening Presents

Dave Jordan Fri, Dec 18, 2020
Well, what a year it has been. As 2020 stutters and stumbles to the end we all need to think about how our Supply Chains will operate in 2021 and beyond. Just like those old school photographs, your steady-state, stable 2018 set-up has gone and will…

Your Guide to Getting the Route to Market Edge in 2021

Ross Marie Thu, Dec 10, 2020
As we come to the end of a very tough 2020, attention is turning to what the next year will bring. In FMCG organisations around the world, General Managers, Sales Directors, Heads of Sales and Department Heads, are all scrambling to finish the year…

Covid19 Vaccine Logistics – 3 Essentials for Success

Michael Thompson Tue, Dec 08, 2020
Now that one of the new Covid19 vaccines (Pfizer BioNTech's mRNA vaccine) has been approved by a regulatory authority (UK's MHRA on 2 December 2020), attention turns to how to vaccinate the UK and the world. It is important not to underestimate the…

10 Key Focus Areas for Effective FMCG Distributor & Wholesale Management – Part 3

Ross Marie Mon, Nov 02, 2020
This post is Part 3 of a series of posts discussing indirect distribution management, and specifically the characteristics and the key differences between FMCG Distributors and Wholesalers. You can read Part 1 which includes the Characteristics of…

Recognise How the Characteristics of FMCG Wholesalers Differ from Distributors – Part 2

Ross Marie Thu, Oct 22, 2020
This post is Part 2 of a series of posts discussing indirect distribution management, and specifically the characteristics and the key differences between FMCG Distributors and Wholesalers. You can read Part 1 which includes the Characteristics of…

Understand the Key Differences Between FMCG Distributors and Wholesalers – Part 1

Ross Marie Tue, Oct 20, 2020
The focus of this article is on indirect distribution. Previously, I have discussed how to achieve Route to Market (RtM) Excellence by effectively using the different types of distribution, our DIME approach, and specifically Direct and Indirect…

10 Points to Consider When Building a Route to Market Centre of Excellence

Ross Marie Mon, Oct 05, 2020
As a company designed to improve the Route to Market (RtM) strategy of our consumer goods clients, at Enchange, we are often asked questions by the RtM community about improving or sharing RtM knowledge. For example, how can organisations best help…