Route to Market & Supply Chain Blog

Cost saving klaxon alert!!!!!!! Picture the scene in many an FMCG boardroom. A terse note has arrived from the suits at HQ telling the boss to urgently reduce costs as the H1 or year-end result is not going to look pretty. Why do all the board…

If you do not specifically agree on what is expected between two parties before you start a relationship then anything and everything but success is likely. Would you buy a used car from a politician? You buy a new car and you get a contract that…

In my last post and article about Mastering FMCG Route to Market Execution, I wrote about the 3 Steps needed to deliver Global and Regional RtM Programmes. As a reminder these steps were: 𝐑𝐭𝐌 𝐏𝐥𝐚𝐲𝐛𝐨𝐨𝐤 development to align the RtM approach…

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…

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…

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…

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 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 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…

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 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…

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…

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…

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…

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…