Route to Market & Supply Chain Blog

Responsible Beverage makers are always looking for sustainable packaging solutions that are not only cost-effective but environmentally friendly. Soft Drink and Beer Companies normally use 3 types of packaging i.e., cans, plastic bottles, and glass…

With little overall growth expected in a number of African markets in 2022, the battle ground will likely be for market share. With this in mind, how do we ensure that we are best placed to win these battles? Given that most sales in African markets…

I have been talking to a number of FMCG Regional and Market Leaders in the past few months about the supply chain challenges that they face in African and Middle Eastern Markets. Most understand the benefits of a Sales and Operational Planning…

How do we deliver sustained excellence in supply chain and route to market in the challenging markets in Africa? I refer here to the entire supply chain from materials to shelf – i.e. supply chain and route to market (RtM). Although many of the…

The new normal brought about by the COVID-19 pandemic has shed light on so many issues regarding corporate Route to Market (RtM) strategies. What many companies now face is the truth that has been hidden for years - we cannot race with unstable or…

This post is Part 3 of a series of posts discussing indirect distribution management, and specifically the characteristics and the key differences between FMCG Distributors and Wholesalers. You can read Part 1 which includes the Characteristics of…

Over the last few months I have been writing a blog series on Route to Market Success (RtM) in emerging markets, describing how Enchange has been using the 20 Steps to RtM Excellence to win in these markets for our clients. In my last post, we…

Before we even begin to look at how to develop Route to Market (RtM) strategies and execution plans for Fast Moving Consumer Goods Companies (FMCG) in emerging markets like Africa, we need to understand and remind ourselves of a few basic principles…

I am in the middle of writing a blog series on Route to Market (RtM) success in emerging markets, with a specific focus on Africa. I have been receiving some excellent feedback throughout (many thanks!). One topic has come up several times and I…

This is a challenging question and one that we need to break down. Trade coverage, brand distribution, distribution coverage, brand or SKU (Stock Keeping Unit) availability, or whatever terminology you use, is one of the most important Route to…

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.…

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…

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)’.…

In my blog post Reasons for establishing S&OP in Mobile Telecoms, I recounted a success story of S&OP in a mobile telecoms company. I then went on to discuss the principles of S&OP design in the post Learn the 8 Basic Principles of S&OP in Mobile…

In an earlier blog Reasons for establishing S&OP in Mobile Telecoms, I recounted a success story of S&OP in a mobile telecoms company. Reasons for establishing S&OP in Mobile Telecoms. I continued my dialogue with the Senior Telecoms Executive –…