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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.

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…

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

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?

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

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…

An FMCG Success Story; Focus on customers and enjoy the consumer benefits

Dave Jordan Mon, May 28, 2018
Once upon a time there was an FMCG company that I will refer to as “Foresight”. “Foresight” had spent many years and many Euros creating a slick inbound Supply Chain. Top class global, regional and collaborative buying Flexible manufacturing network…

Balanced Scorecard KPIs: Keeping Track of Business Performance 

Dave Jordan Thu, Mar 29, 2018
How do you keep track of Supply Chain performance within your FMCG, Brewing or Pharmaceutical business? You do, don’t you? If you are not measuring any KPIs then perhaps you should stop here, read this KPI piece and then pop back and carry on. You…

FMCG Cost Control: Boosting Brewing Bottom Lines

Dave Jordan Tue, Sep 19, 2017
Picture the scene in many a brewing boardroom; a terse note has arrived from the suits at HQ telling the boss to urgently reduce costs as the year-end result is not going to look pretty. Why do all the board directors then look silently at their…

FMCG Foods: Hugh F-W and UK Retailer & Producer Waste

Dave Jordan Wed, Nov 04, 2015
Good to see chefy type and anagramists dream Hugh Fearnley-Whittingstall speaking out about the continuing food waste in UK. After the faceless, expenses-hungry suits in Brussels relaxed the laws some years ago retailers have been allowed to vary…

FMCG Drinks Route to Market – let’s get fizzical in CEE

Dave Jordan Wed, Aug 19, 2015
In a past life I ran the Supply Chain for an FMCG company in the 6 Gulf Co-Operation Council (GCC) countries plus Yemen in the Middle East. The Distribution model was one different legal entity per territory even for the largest market of Saudi…

FMCG warehouse capacity in Romania: A Short Story

Dave Jordan Wed, Jul 22, 2015
The car bounced over the dirt road of potholes and puddles and approached the expansive, looming warehouse building that was once so full of life and bustling activity. Paper and polystyrene fast–food litter gathered up by the breeze blew across the…

FMCG: Costs and Supply Chain Excellence

Dave Jordan Wed, May 27, 2015
I recently had a lengthy discussion with someone from the UK Armed Forces who was preparing to lead his men into a dangerous part of the world. I enquired about the logistics of delivering people, arms, ammunition and machines to the right place at…

FMCG Traditional Trade Distribution: A letter to the Drinks Agony Aunt

Dave Jordan Wed, Apr 15, 2015
Dear Drinks Agony Aunt, I have reached the end of my patience. I’m drinking too much coffee, too much beer, I smoke like a chimney, I’m not eating properly and I just cannot sleep. I have not managed to watch or play any of my favourite sports and…