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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.

Latest Posts

Localising Global Route to Market Strategy is Essential in Emerging Markets

Ross Marie Fri, Nov 08, 2019
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…

Can I Build a Winning FMCG Route to Market Strategy on Limited Resources?

Ross Marie Fri, Oct 25, 2019
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…

How Can We Increase Trade Coverage Through Our Distributors in Africa?

Ross Marie Mon, Oct 14, 2019
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…

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

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…

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)’.…

Learn the 10 Steps to Make S&OP Work in Mobile Telecoms

Michael Thompson Fri, Jul 22, 2011
  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…

Learn the 8 Basic Principles of S&OP in Mobile Telecoms

Michael Thompson Fri, Jul 15, 2011
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 –…

Reasons for establishing S&OP in Mobile Telecoms

Michael Thompson Fri, Jun 17, 2011
I have two recent stories to tell. Story 1 Recently I was chatting to a Senior Executive in a mobile telecommunications company. We first met about a decade ago when he was the Supply Chain Director for an FMCG multinational in Kenya. The…

Supply Chain Blog Enchange Oscars - and the Winner is...

Michael Thompson Tue, Mar 08, 2011
Lest we were caught up in the furore of the Hollywood version, it is now time to announce the winners of the inaugural Enchange Supply Chain Blog Oscars. Without further ado: Best Route to Market Blog – goes to Evaluate your FMCG Route to Market…

Top 6 Critical Success Factors of S&OP in Africa

Michael Thompson Thu, Feb 17, 2011
I have been delighted by the response to my recent blog on the 11 critical success factors in Route to Market programmes. One comment in particular has inspired this week’s blog. It went along the lines of "we are about embark on an S&OP programme…

Doing business in Africa - 11 signs that your S&OP needs improvement

Michael Thompson Fri, Oct 29, 2010
“We’ve been doing S&OP in our African Operating Companies for 5 or 6 years .... & it’s still not working properly....” This was one of several discussions we have had with clients over the last couple of weeks and something of a recurring theme.…

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…

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…

Supply Chain Project Management in Africa:is Africa really different?

Dianna Vorpagel Thu, Aug 05, 2010
Once you have arrived at the office to start your new project, with a new management team and a new project team, many things about successful project management are the same all over the world. Top management support is essential Communication,…