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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.

Latest Posts

Manage Your FMCG Distributors Better to Grow Sales in Africa

Ross Marie Mon, Nov 18, 2019
Over the last few months I have been writing a blog series on Route to Market Success (RtM) in emerging markets, describing how Enchange has been using the 20 Steps to RtM Excellence to win in these markets for our clients. In my last post, we…

Localising Global Route to Market Strategy is Essential in Emerging Markets

Ross Marie Fri, Nov 08, 2019
Before we even begin to look at how to develop Route to Market (RtM) strategies and execution plans for Fast Moving Consumer Goods Companies (FMCG) in emerging markets like Africa, we need to understand and remind ourselves of a few basic principles…

Can I Build a Winning FMCG Route to Market Strategy on Limited Resources?

Ross Marie Fri, Oct 25, 2019
I am in the middle of writing a blog series on Route to Market (RtM) success in emerging markets, with a specific focus on Africa. I have been receiving some excellent feedback throughout (many thanks!). One topic has come up several times and I…

How Can We Increase Trade Coverage Through Our Distributors in Africa?

Ross Marie Mon, Oct 14, 2019
This is a challenging question and one that we need to break down. Trade coverage, brand distribution, distribution coverage, brand or SKU (Stock Keeping Unit) availability, or whatever terminology you use, is one of the most important Route to…

How do FMCG Companies Increase Sales Volume in Africa?

Ross Marie Fri, Oct 04, 2019
It’s a good question and one that Enchange is often asked. Enchange has been helping clients in Africa for over 25 years. Whilst many things have changed in that time, for example, the use and availability of technology, many things remain the same.…

Deliver Route to Market Excellence in Multi Distributor Markets in Africa

Ross Marie Fri, Sep 27, 2019
How do we implement real change to deliver the best possible Route to Market (RtM) in challenging developing markets? Enchange has been in the business of transforming clients Route to Market (RtM) for over 25 years. Last year I built on that bank…

Demand a Culture of Route to Market Excellence Through Outstanding Leadership

Ross Marie Tue, Mar 19, 2019
There are many things I have seen in over 20 years in the unbelievably exciting Fast-Moving Consumer Goods Business (FMCG). There are many things I can talk about and stories I can tell. But since I was first handed the keys to a van in 1998 to…

Break Down Departmental Silos Through Functional Integration for Route to Market Success

Ross Marie Fri, Feb 15, 2019
The FMCG business is like a team sport. There are sales people sent into the field, to sell more products and beat their targets. There are players put on the sports field, charged with scoring points and winning the game. In both scenarios, if the…

Smash Your Route to Market Targets with Essential Training & Platforms to Capture and Share Success

Ross Marie Fri, Feb 08, 2019
Welcome to my blog series on Route to Market (RtM), which includes Sales, TM&D (Trade Marketing & Distribution), in the Fast-Moving Consumer Goods (FMCG) sector. I have created a model called the 20 Steps to Route to Market Excellence. The purpose…

Improve Your Key Account Management Approach with these Vital Tips for Route to Market Success

Ross Marie Thu, Jan 31, 2019
Key Account Management (KAM) is how Route to Market (RtM) leaders effectively and efficiently manage the relationship with specific and strategic customers, or customer groupings, to deliver on RtM targets.   Customers are classified as Key Accounts…

Form Lasting Alliances with Key FMCG Customers at Almost Zero Cost, How? - Third Degree Partnerships (3DPs)

Ross Marie Mon, Jan 28, 2019
Welcome to my blog series on the 20 Steps to Route to Market Excellence model. Over the past number of months, we have gone through the detail of the first 15 steps of my model. The focus of this post is Step 16 ‘Third Degree Partnerships (3DPs)’.…

Beat the FMCG Competition with an Outstanding Distributor Partnership Programme

Ross Marie Fri, Jan 18, 2019
A Distributor Partnership Programme, if designed and implemented correctly, can be one of the most powerful tools in the Route to Market (RtM) armory for delivering sales growth. A Distributor Partnership Programme sets out which individual…

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

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

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…