--- title: RtM & Supply Chain Blog | Brewing & Beverages (2) description: Brewing & Beverages | Enchange is an international supply chain & RtM consultancy. Learn more about our 20 Step to RtM Excellence methodology and find useful resources to improve your supply chain operations. (2) image: //supplychain.enchange.com/Portals/85647/images/S&OP%20teamwork%20and%20sales%20forecasting-resized-600.JPG --- [Login](https://www.enchange.com/login/) - - - - [![Enchange](https://supplychain.enchange.com/hubfs/Enchange_October2019/Image/logo.png)](https://www.enchange.com/) # 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**](https://www.enchange.com/contact-us/). ## [How do FMCG Companies Increase Sales Volume in Africa?](https://supplychain.enchange.com/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](https://supplychain.enchange.com/how-to-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](https://supplychain.enchange.com/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](https://supplychain.enchange.com/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](https://supplychain.enchange.com/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](https://supplychain.enchange.com/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)](https://supplychain.enchange.com/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](https://supplychain.enchange.com/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](https://supplychain.enchange.com/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](https://supplychain.enchange.com/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](https://supplychain.enchange.com/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… ## [First-Class FMCG Territory Planning is Crucial in RtM Strategy for Sales Growth](https://supplychain.enchange.com/first-class-fmcg-territory-planning-is-crucial-in-rtm-strategy-for-sales-growth) Ross Marie Thu, Nov 15, 2018 Territory Planning for Fast Moving Consumer Goods (FMCG) companies is about dividing up a piece of geography into different subsets, based on certain criteria, usually geographic proximity. It allows FMCG companies to effectively and efficiently… ## [Take Ownership of Channel Classification for a Killer Route to Market Strategy](https://supplychain.enchange.com/take-ownership-of-channel-classification-for-a-killer-route-to-market-strategy) Ross Marie Fri, Nov 09, 2018 Let’s start at the beginning. When we talk about Channels, we are referring to channels of distribution to get products from a manufacturer to a consumer or customer. There are many ways to achieve distribution, e.g. direct to consumers (e.g.… ## [Retail Outlet Classification in RtM Strategy, an Essential Element or a Complete Waste of Time?](https://supplychain.enchange.com/https/supplychain.enchange.com/retail-outlet-classification-in-rtm-strategy-an-essential-element-or-a-complete-waste-of-time) Ross Marie Thu, Nov 01, 2018 Firstly, what is Outlet Classification? It is a process of segmenting every individual outlet, meaning every point of purchase, based on a set of company specific agreed criteria that you will design, e.g. volume, location, consumer profile,… ## [10 Top Tips To Tip-Top Customer Service in FMCG, Drinks & Pharma](https://supplychain.enchange.com/bid/37778/7-top-tips-to-tip-top-customer-service-in-fmcg-drinks-pharma-0) Dave Jordan Mon, Aug 06, 2018 Do FMCG, Drinks & Pharma Companies delude themselves on Customer Service? I think some may well be doing this and may or may not know it! Whatever service related KPI you measure, the KPI is designed to asses how you are performing both internally… [Previous](https://supplychain.enchange.com/topic/brewing-beverages/page/1) [All posts](https://supplychain.enchange.com/all) [Next](https://supplychain.enchange.com/topic/brewing-beverages/page/3) ### Subscribe Here! 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