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Route to Market & Supply Chain Blog

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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.

Time for Action - Confused by FMCG data & information?

Dave Jordan Wed, May 15, 2024
Who coined that irritating term “Big Data”? How did we get there without normal sized data, slightly larger data, large data and bordering on big data? People working in or associated with extended Supply Chains may seem obsessed by data yet data…

Mastering FMCG Route to Market Execution: 3 Steps to Regional & Global Success

Michael Thompson Mon, May 13, 2024
Route to Market (RtM) Execution in a single market presents one set of challenges. RtM Execution in multiple markets is an altogether different proposition. Why? Because as a regional or global player, you need consistency of approach with your RTM…

Beyond the Buttons: FMCG Supply Chain IT Contingency Planning

Dave Jordan Wed, May 08, 2024
Despite several attempts and how hard I tried; I was never able to program the VHS tape recorder. I ended up with the end of Match of the Day or whatever was on BBC2 when I wanted the show on BBC1. Many times I recorded absolutely nothing; just…

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…

Digital RtM & Supply Chain – 4 Data Points That Will Transform FMCG

Michael Thompson Thu, Mar 14, 2024
‘Digital transformation’ is becoming something of a cliché these days. There is no question that information technology and digital has improved supply chain operations. For example, given availability of the right data, materials and inventory…

3 Steps to Boost FMCG Sales

Michael Thompson Tue, Mar 12, 2024
A few months ago, I hurt my knee whilst running. It was a rather tame event but my knee was clearly injured. Failing to heal over the next few days I decided to visit an Osteopath who specialises in sports injuries. He informed me that I had an…

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…

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