Route to Market & Supply Chain Blog

As the recession struggles on and governments continue to drip feed “corrections “ into national economies, e.g. VAT rises 19-24%, FMCG markets are spluttering. Discretionary spending is under tremendous pressure and items previously seen as simple…

"Yes, I know what you said you could sell but this is my target!" An all too familiar "demand discussion" between Producer Sales Rep and Distributor Manager. The Producer may operate a tight S&OP process but this commonly falls flat on its face with…

While third-party logistics outsourcing is accepted business practice (though not without risk), corporations are now looking to outsource to a single partner who will assess, design, build, run and measure integrated comprehensive supply chain…

If you seek to run a slick Supply Chain you should aim to have your key sku’s in one place where they are easy to find. These 3 insights into holding too much inventory are now in one place. Why it happens How to avoid Solutions Do you agree? If I…

Ouch! Did I touch a nerve there? I think I did judging by the reaction but a good debate is always worth having. I have been challenged to expand on my top ten moans and explain precisely what I mean and why the criticism is not always fair. Here…

FMCG producers seem far too ready to blame their Distributors when sales do not go to plan and targets are not met. However, it is not all their fault particularly if you are not clear on what is expected of them. To assist FMCG Producers to…

No, of course it’s not true but I bet it grabbed your attention! If there is a more put down, criticised and unrecognised function in any FMCG/Pharma company then I would like to hear about it. Supply Chain is routinely the brunt of complaints from…

Dear Frustrated of FMCG Drinks, Thank you for your letter, which was a delight to read. Believe me; you are not alone in having such feelings and concerns. There is nothing worse than seeing the world’s greatest drinks salesman shining downand not…

Dear Agony Aunt, I have reached the end of my patience. I’m drinking too much coffee, I smoke like a chimney, I’m not eating properly and I just cannot sleep. I did not see any of the World Cup nor Wimbledon and now even my kids call me Uncle Dad as…

There are no individuals in this team. This is a team where the whole is far greater than the sum of the parts. The Supply Chain operates quietly and often in the background but is an essential team for any business. Team Sheet Goal Keeper S&OP –…

Suddenly, many companies in South Africa are grossly overstocked with red, white and blue Vuvuzelas! They will not be allowed at Wimbledon and even the cricket authorities would think twice. Skiing, possibly? There may be quite some capital tied up…

Sku's sneak onto price lists when nobody is looking. Sales & Marketing colleagues like launches with lengthy lists of skus; different flavours, different sizes, different colours. How many shelf facings do they want? How do these decisions get…

This is relatively easy but it requires rigour and discipline plus top-down leadership ideally through a harmonious S&OP process. Month, quarter and year-end push. -- Run your business on one set of numbers agreed at Board level and ensure NOBODY…

Make no mistake Mr. Producer, YOU put the stock there, oh yes you did! Distributors don't buy stock for a laugh and a giggle. Excess stock blocks up their warehouses and locks up their cash. Month, quarter and year-end push. "Targets have to be met…

Stock counting is such a pain that it is lucky you are only required to count your stock once per annum under most jurisdictions. If you really think it is "lucky" then you are fooling yourself. Count your stock once per year and you are asking for…