--- title: RtM & Supply Chain Blog | Doing Business in Africa description: Doing Business in Africa | Enchange is an international supply chain & RtM consultancy. Learn more about our 20 Step to RtM Excellence methodology and find useful resources to improve your supply chain operations. image: //supplychain.enchange.com/Portals/85647/images/S&OP%20teamwork%20and%20sales%20forecasting-resized-600.JPG --- [Login](https://www.enchange.com/login/) - - - - [![Enchange](https://supplychain.enchange.com/hubfs/Enchange_October2019/Image/logo.png)](https://www.enchange.com/) # 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**](https://www.enchange.com/contact-us/). ## Latest Posts ## [How to Digitise Last-Mile Beverage Sales in Africa](https://supplychain.enchange.com/how-to-digitise-last-mile-beverage-sales-in-africa) Michael Thompson Thu, Oct 23, 2025 Your cold room is full, but the shelf is empty. Your team “closed the route,” yet out-of-stocks persist in key outlets. If this sounds familiar, it’s time to digitise the informal trade—where the real volume of Brewing & Beverage distribution in… ## [Winning Africa’s Drinks Aisle: Distributor Performance Playbook](https://supplychain.enchange.com/winning-africas-drinks-aisle-distributor-performance-playbook) Michael Thompson Mon, Oct 20, 2025 If your beer is cold but your sales are luke-warm, the gap isn’t in the fridge, it’s in your route to market. Across Africa, Brewing & Beverage distribution rewards those who match the right Distributor Partner to the right micro-market. Here’s a… ## [Unlocking Africa: Winning RTM Strategies for FMCG Growth](https://supplychain.enchange.com/unlocking-africa-winning-rtm-strategies-for-fmcg-growth) Michael Thompson Fri, Oct 17, 2025 Africa is not one market—it’s 54. Yet many FMCG companies still treat it as a monolith. If you're serious about growth in Africa, it's time to rethink your approach. Africa’s consumer base is young, urbanising fast, and increasingly brand-conscious.… ## [5 Reasons to Consider Refillable PET Bottles in Africa](https://supplychain.enchange.com/5-reasons-to-consider-refillable-pet-bottles-in-africa) Dumisani Siziba Fri, Jul 01, 2022 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… ## [3 Ways to Fast Track Distributor Performance in Africa](https://supplychain.enchange.com/3-ways-to-fast-track-distributor-performance-in-africa) Michael Thompson Tue, May 03, 2022 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… ## [Top 6 Critical Success Factors of S&OP in Africa](https://supplychain.enchange.com/bid/36117/top-6-critical-success-factors-of-s-op-in-africa) Michael Thompson Mon, Feb 28, 2022 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… ## [12 Focus Areas for Supply Chain & Route to Market Transformation in Africa](https://supplychain.enchange.com/12-focus-areas-for-supply-chain-route-to-market-transformation-in-africa) Michael Thompson Wed, Feb 09, 2022 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… ## [5 Key Ways To Get Your Route to Market Horses Fit For The Race](https://supplychain.enchange.com/5-key-ways-to-get-your-route-to-market-horses-fit-for-the-race) Aristide Kouame Mon, Feb 08, 2021 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… ## [10 Key Focus Areas for Effective FMCG Distributor & Wholesale Management – Part 3](https://supplychain.enchange.com/10-key-focus-areas-for-effective-fmcg-distributor-wholesale-management-part-3) Ross Marie Mon, Nov 02, 2020 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… ## [Manage Your FMCG Distributors Better to Grow Sales in Africa](https://supplychain.enchange.com/manage-your-fmcg-distributors-better-to-grow-sales-in-africa) Ross Marie Mon, Nov 18, 2019 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… ## [Localising Global Route to Market Strategy is Essential in Emerging Markets](https://supplychain.enchange.com/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?](https://supplychain.enchange.com/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?](https://supplychain.enchange.com/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?](https://supplychain.enchange.com/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](https://supplychain.enchange.com/how-to-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… [All posts](https://supplychain.enchange.com/all) [Next](https://supplychain.enchange.com/topic/doing-business-in-africa/page/2) ### Subscribe Here! 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