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
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…
The 8 Step Guide to Drive FMCG Distributor Excellence
Ross Marie Wed, Feb 08, 2023
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…
Harness the Best in FMCG Distributor Execution - Part 2 Joint Action Plans
Ross Marie Fri, Nov 19, 2021
Over the last few months, I have shared the proven and successful Enchange approach, to find and develop FMCG Distributor Partners (DPs). We call this the Distributor Partner (DP) Development Programme. It is broken into 8 Modules. In my last post,…
Harness the Best in FMCG Distributor Execution - Joint Business Plans
Ross Marie Wed, Oct 20, 2021
Over the last few months, I have shared the proven and successful Enchange approach, to find and develop FMCG Distributor Partners (DPs). We call this the Distributor Partner (DP) Development Programme. We use this Programme to source new DPs, to…
FMCG Essentials to Improve Distributor Sales & RtM Execution
Ross Marie Tue, Sep 28, 2021
Our step-by-step approach to drive and develop FMCG distributor performance is an eight-module programme that we call the Distributor Partner (DP) Development Programme. This programme is used for: Strategy: Implement a new FMCG company approach to…
Learn the Fundamentals of FMCG Distributor Financial Health
Ross Marie Tue, Sep 21, 2021
I recently shared our step-by-step approach to drive and develop distributor performance to deliver long term sales growth. It is an eight-module programme that we call the Distributor Partner (DP) Development Programme. We use this approach to…
FMCG Distributor Development – Drive Excellence in Planning and Logistics
Ross Marie Mon, Jun 28, 2021
I recently shared our step-by-step approach to drive and develop distributor performance. We call this the Distributor Partner (DP) Development Programme. I have previously shared the first Four modules: Module 1 - Producer RtM Strategy – Translate…
10 Must Have Pillars for Successful FMCG Distributor Partnerships
Ross Marie Thu, Jun 17, 2021
I recently started a blog series on indirect distribution by sharing our step-by-step approach to drive and develop distributor performance. We call this the Distributor Partner (DP) Development Programme. I have previously shared the first three…
How to Identify Your FMCG Distribution Weaknesses & Strengths
Ross Marie Mon, May 24, 2021
I recently started a blog series on indirect distribution by sharing our step-by-step approach to drive and develop distributor performance. We call this the Distributor Partner (DP) Development Programme. The programme has eight modules, across…
The 8 Critical Areas You Must Focus on When Selecting FMCG Distributors
Ross Marie Tue, May 18, 2021
I recently started a blog series on indirect distribution by sharing our step-by-step approach to drive and develop distributor performance. We call this the Distributor Partner (DP) Development Programme. The programme has eight modules, across…
Drive FMCG Distributor Performance by First Mastering Your Own RtM Strategy
Ross Marie Thu, Apr 29, 2021
I recently started a blog series on indirect distribution. I began by examining the 10 biggest challenges Route to Market (RtM) leaders face in managing FMCG Distributors. Then in response to this in my last post I shared our step-by-step approach…