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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

WHAT ARE THE BIGGEST CHALLENGES IN MANAGING FMCG DISTRIBUTOR PARTNERS (DP)?

Ross Marie Wed, Jul 07, 2021
Here are a ‘Top 10’ to kick off the discussions. 1. COMPETITION: Your DP competes with you. 2. CREDIT: DP does not pay &/or uses your credit for other ventures. 3. VOLUME: Unexplained decline or forward buying with no sell out. 4. RTM STRATEGY: DP…

Guide to FMCG Supply Chain – Deliver Function

Dave Jordan Wed, May 26, 2021
Welcome to the Deliver edition of our FMCG supply chain guide. The related Source, Plan and Make overview articles can be found here. Each discipline is a key room in the Enchange Supply Chain House which provides a guide to your supply chain…

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…

Top Ten Supply Chain Improvement Resolutions for 2021

Dave Jordan Wed, Jan 06, 2021
“Insanity: doing the same thing over and over again and expecting different results.” Albert Einstein. I think most of us will be pleased to see the back of 2020. COVID 19 has changed the way we have had to live and work and anybody who thinks they…

Some Examples of Total Cost to Serve (TCTS) Models in FMCG Route to Market

Ross Marie Mon, Sep 14, 2020
In my last blog we discussed how the Total Cost to Serve (TCTS) can impact the FMCG Route to Market. Since then, I have had several questions and comments asking for some examples of TCTS models. So, in the link below, I have provided some examples.…

How to Formulate a Winning Distribution Strategy Fit for the Covid-19 World

Ross Marie Wed, May 13, 2020
Assessing your distribution options is one of the most important elements of any Route to Market strategy. Choosing the wrong distribution strategy, although often not evident in the short term, can cripple a company’s long-term growth, and ability…

Reinforce Your Route to Market During These Unprecedented Times

Ross Marie Fri, Apr 17, 2020
The global spread of COVID-19 is an incredibly challenging and worrying time for all of us. The loss of life is already significant, and its spread continues. Many countries around the world are in some form of restricted movement or lockdown. From…

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…

Empowering Sales People with the Right Trade Tool Kit Can be Spectacular

Ross Marie Fri, Dec 14, 2018
Firstly, what are Trade Tool Kits? They are the specific commercial tools and materials that we provide to our Trade Marketing & Distribution/Route to Market (RtM) teams to help get their jobs done and to deliver on their targets. They are the trade…

FMCG/Pharma S&OP; a healthy obsession?

Christian Cusworth Tue, Aug 24, 2010
Reading through commentary and professional opinion on the subject of S&OP, best practice processes, its alignment to ERP etc, it’s pretty clear that raving about the importance of embedding S&OP will always grab popular support and light applause.…

OTC Distributor Payment terms in today’s Romanian pharma market

Lucian Cretu Tue, Jun 01, 2010
As a representative of an OTC producer in Romania, I would bet that the challenge of 100+ days payment terms set by your Distributers is on your "Top 3 issues" list. If you have been involved in the Romanian pharmaceutical market for some time…

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