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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…

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…

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…

Demand a Culture of Route to Market Excellence Through Outstanding Leadership

Ross Marie Tue, Mar 19, 2019
There are many things I have seen in over 20 years in the unbelievably exciting Fast-Moving Consumer Goods Business (FMCG). There are many things I can talk about and stories I can tell. But since I was first handed the keys to a van in 1998 to…

Smash Your Route to Market Targets with Essential Training & Platforms to Capture and Share Success

Ross Marie Fri, Feb 08, 2019
Welcome to my blog series on Route to Market (RtM), which includes Sales, TM&D (Trade Marketing & Distribution), in the Fast-Moving Consumer Goods (FMCG) sector. I have created a model called the 20 Steps to Route to Market Excellence. The purpose…

Improve Your Key Account Management Approach with these Vital Tips for Route to Market Success

Ross Marie Thu, Jan 31, 2019
Key Account Management (KAM) is how Route to Market (RtM) leaders effectively and efficiently manage the relationship with specific and strategic customers, or customer groupings, to deliver on RtM targets.   Customers are classified as Key Accounts…

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)’.…

Distributor Assessment Essentials to Deliver Sales Growth and Improve RtM Strategy

Ross Marie Fri, Oct 12, 2018
Welcome to Step 3 of the 20 Steps to Route to Market Excellence. You can read more about the overall model and the steps I have already discussed here. The third step is ‘Distributor Assessment’. Whether you are looking to build a RtM strategy from…

Improve Manufacturing Performance with Total Productive Maintenance

Dave Jordan Thu, Aug 23, 2018
When I first came across Total Productive Maintenance (TPM) I was sceptical of yet another ”blue sky” approach to pursuing manufacturing excellence. Surely, this would soon be replaced by the next set of buzz-word initials dreamed up by sharp-suited…

FMCG & Pharma: Top 10 Tips for a Tip Top Supply Chain

Dave Jordan Mon, Jul 16, 2018
Only a few months into the year and I am hearing the same old complaints about the economy and business being in general ill health. However, there is a new recurring theme which popped up at various parties and gatherings over Easter; “my company…

Manage Supply Chain Expectations with Service Level Agreements (SLA)

Dave Jordan Wed, Jul 11, 2018
If you do not specifically agree on what is expected between two parties before you start a relationship then anything and everything but success is likely. You buy a new car and you get a contract that tells you what is covered by the guarantee and…

FMCG New Product Development (NPD) is a key part of S&OP

Dave Jordan Mon, Jun 25, 2018
There is enough disruption and discontinuity in supply chains without the necessary evil or pleasure of new product development (NPD) and product change getting in the way. Just when everyone has become used to ordering, storing, picking, delivering…

FMCG Supply Chain: KPI Scorecards - Don’t look back in anger

Dave Jordan Wed, May 30, 2018
UK has been my base for a few days and even in that short time I have started to genuinely think I must now be a different nationality if not from a different planet. When my denim jeans rip at the knees it is time to throw them out.  I do not have…

An FMCG Success Story; Focus on customers and enjoy the consumer benefits

Dave Jordan Mon, May 28, 2018
Once upon a time there was an FMCG company that I will refer to as “Foresight”. “Foresight” had spent many years and many Euros creating a slick inbound Supply Chain. Top class global, regional and collaborative buying Flexible manufacturing network…

Balanced Scorecard KPIs: Keeping Track of Business Performance 

Dave Jordan Thu, Mar 29, 2018
How do you keep track of Supply Chain performance within your FMCG, Brewing or Pharmaceutical business? You do, don’t you? If you are not measuring any KPIs then perhaps you should stop here, read this KPI piece and then pop back and carry on. You…