Route to Market & Supply Chain Blog
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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.
The Top 10 Smash Hits of FMCG Supply Chains (with a twist)
Dave Jordan Wed, Nov 24, 2010
This week we take a tongue-in-cheek look at the Supply Chain charts. I Want My ERP – Sting is at number 10 with his classic need for a decent ERP system to support your business. Avoid off the shelf solutions as they rarely work in the long run.…
7 Steps to destock FMCG Distributors in CEE
Dave Jordan Tue, Nov 09, 2010
Yes, it is difficult. You have already "sold" the stock and paid out and received sales bonuses based on sales targets. The fact is that although the stock may have left your books it has not really been sold. The ownership of the goods has changed…
The Challenges of FMCG Supply Chain & Route to Market in West Africa
Michael Thompson Thu, Oct 21, 2010
I have been thinking about Africa this year & its particular needs regarding supply chain. We have been working there since 1993 & it came back into consciousness during the World Cup. Many African countries are growing rapidly. However, I have been…
FMCG/Pharma Mergers & Acquisitions and Supply Chains
Dave Jordan Tue, Oct 19, 2010
As we slowly (but surely?) emerge out of recession you can expect the number of M&A deals to rise. Many companies have tightened their belts and tried to ride out the economic storm but many have already gone to the wall and even more will follow.…
New Opportunities in Route to Market (RTM): Manufacturers in Nigeria
Keith Marshall Tue, Oct 19, 2010
Route to Market (RTM) is a term used for a series of innovative approaches to a manufacturers supply chain that encompasses all processes and activities dealing with Finished Goods (FG) . Traditionally these processes have been identified as…
The Top 10 Smash Hits of FMCG Route to Market Distribution (RTM)
Dave Jordan Thu, Oct 07, 2010
This weeks’ top 10 looks at FMCG Route To Market Distribution - how do you get your product onto shelves? Straight in at number 10 is Queen with One Vision – Work with Distributors that have a clearly defined strategy in place. If they know what…
Selling via FMCG/Drinks Distributors in CEE: That’s easy, isn’t it?
Dave Jordan Mon, Sep 20, 2010
No. If this was true there would be no space on the beach as it would be full of CEE Producer Sales Directors. Leave the Marketing guys to enjoy the beach. Does your Distributor have a clear understanding of their potential universe? Small…
Romania Route To Market (RTM) : Relationships Matter
Dave Jordan Mon, Sep 20, 2010
There are many reasons why all sorts of relationships fail even after several years of partnership. Boredom, infidelity, money problems etc, etc but look at it a different way and consider what is it that makes relationships last and prosper? Photo…
Manage Distributor/Route To Market (RTM) Networks:The Full Package!
Dave Jordan Thu, Sep 09, 2010
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…
Romania Route To Market (RTM): Your Demand Or My Target?
Dave Jordan Thu, Sep 09, 2010
"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…
Evaluate your FMCG Route to Market Distributor Network
Dave Jordan Tue, Aug 10, 2010
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…
A gift from the FMCG Drinks Distribution Agony Aunt
Dave Jordan Fri, Jul 30, 2010
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…
A letter to the FMCG Drinks Distribution Agony Aunt
Dave Jordan Fri, Jul 09, 2010
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…
7 Ways to avoid overstocking FMCG distributors in CEE
Dave Jordan Wed, Jun 09, 2010
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…
7 Deadly Sins: Why FMCG Distributors are Overstocked in CEE
Dave Jordan Fri, Jun 04, 2010
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…
