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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

The Step-by-Step Guide to Deliver World Class FMCG Distributor Performance

Ross Marie Thu, Apr 08, 2021
In my last post we discussed the biggest challenges that a Consumer Packaged Goods (CPG) company could face when managing the ‘last mile’ of the Route to Market (RtM). Once we have examined the challenges and the pitfalls in managing distributors or…

FMCG: Supply Chain Spring Clean

Dave Jordan Wed, Mar 24, 2021
After the viral trials and tribulations of 2020, is the market going to get any better any time soon? Many big-name companies predicted/reported indifferent Q4 results and all offer caution about the continuing "difficult market conditions”. Ok, so…

The 10 Biggest Challenges Route to Market (RtM) Leaders Face in Managing FMCG Distributors

Ross Marie Mon, Mar 22, 2021
If you ask any sports person who has played a contact sport, how to avoid getting hurt, very often you will be told to try your best not to get hit. In order to avoid the hits, you need to understand more about them including when they are likely to…

Supply Chains: Do you use data or information?

Dave Jordan Wed, Mar 03, 2021
Who coined that irritating term “Big Data”? How did we get there without normal sized data, slightly larger data, chubby data and bordering on big data? People working in or associated with extended Supply Chains may seem obsessed by data yet data…

Extended Supply Chain - What do all those initials really mean?

Dave Jordan Thu, Feb 25, 2021
Is it just me or does FMCG life seems to be increasingly full of initials? New examples seem to pop up on a weekly basis with COVID-19 being top of mind currently. In line with many business functions Supply Chain and other functions use multiple…

FMCG Complexity Reduction - A Practical Guide

Dave Jordan Wed, Feb 17, 2021
One of my Top 10 Supply Chain Improvement Resolutions for 2021 referred to SKU complexity and I recently discussed how that complexity negatively affects cost and service. With the discontinuity caused by COVID-19 many CEOs should be looking at…

The Pandemic Has Changed Where Consumers Shop – Have You Adapted?

Ross Marie Thu, Feb 11, 2021
The Pareto Principle, or the 80/20 rule, states that for many phenomena 80% of the result comes from 20% of the effort. This principal is often applied in business, and for good reason, it works. Targeting our effort and resource where it will have…

FMCG SKUs: A wagging tail knocks companies off-balance

Dave Jordan Wed, Feb 10, 2021
Finally, Friday afternoon and looking forward to running out of school with a whole weekend of football ahead (other sports are available). Just a double Biology lesson to get through and then 2 days of freedom from books, blackboards and bugs.…

FMCG SKU Proliferation: How this negatively affects cost and service

Dave Jordan Thu, Feb 04, 2021
Many SKUs sneak onto FMCG price lists when nobody is looking and this is far from facilitating constructive market development. Sales & Marketing colleagues prefer new launches to provide lengthy lists of SKUs; different fragrances, different sizes,…

9 Step Formula to Bulletproof Your FMCG Channel and Distribution Strategy

Ross Marie Tue, Jan 26, 2021
Arguably the most important element to any Route to Market strategy for a consumer goods company is their Distribution Strategy. Very often, when results are not coming in, the distributors get the blame and may even be replaced. Too often, their…

The Supply Chain Function - What’s That All About?

Dave Jordan Thu, Jan 14, 2021
Ok, I admit it, I started my career as an R&D scientist-type developing FMCG products for the European and Middle Eastern markets. I was actually using my chemistry qualification in industry, which is an opportunity not everyone receives after…

Route to Market Training Essentials - 10 Key Steps of the Sales Reps Call

Ross Marie Wed, Jan 13, 2021
I am going to continue with some sporting analogies, as I did in my last blog, Route to Market Roles and Avoiding Square Pegs in Round Holes. There are many common areas across many sports, but there is at least one specific area of sport that…

Route to Market Roles and Avoiding Square Pegs in Round Holes

Ross Marie Thu, Jan 07, 2021
A colleague who works for a global multinational in a large African market has asked an interesting question, which also points to a wider issue across the Route to Market function. I feel it is worth sharing as a topic of discussion. The question…

Christmas S&OP - Santa & Opening Presents

Dave Jordan Fri, Dec 18, 2020
Well, what a year it has been. As 2020 stutters and stumbles to the end we all need to think about how our Supply Chains will operate in 2021 and beyond. Just like those old school photographs, your steady-state, stable 2018 set-up has gone and will…

Your Guide to Getting the Route to Market Edge in 2021

Ross Marie Thu, Dec 10, 2020
As we come to the end of a very tough 2020, attention is turning to what the next year will bring. In FMCG organisations around the world, General Managers, Sales Directors, Heads of Sales and Department Heads, are all scrambling to finish the year…