Route to Market & Supply Chain Blog

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…

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…

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…

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…

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…

I would like to present the Story of MANCO, a manufacturing-based FMCG Multinational Organisation. The organisation is currently struggling with various aspects of their supply chain. Part of the Senior Management Team are: Xavier – Chief Executive…

Why do you need this transformation? If you: Do not have well-defined and aligned procurement and supply chain strategy Do not have strategically positioned procurement function Do not have clear procurement roles and responsibilities Do not have…

Inevitably things don’t always go to plan, and no one can predict everything and the UK Wholesale Market is no different, in fact giving its scale and variety, you should expect bumps in the road. It is then about how you react and adapt, but…

I have written about supply chain and route to market interim management recently. In discussions with clients, the following theme often arisess: “We are very busy … Too busy to make progress ... I suspect that we need some additional support in…

Through product rationalization, regain control of your product portfolio and become more profitable & competitive. Do you really need SKU rationalisation now? Do you think that substantial portion of your products do not contribute enough to your…

Responsible Beverage makers are always looking for sustainable packaging solutions that are not only cost-effective but environmentally friendly. Soft Drink and Beer Companies normally use 3 types of packaging i.e., cans, plastic bottles, and glass…

Supply chain complexities are increasing. Shifting customer demands & habits, expanding business, and rising cost pressures are the key drivers for restructuring needs of your distribution networks. Customer demands are shifting rapidly. The share…