--- title: RtM & Supply Chain Blog | Retail description: Retail | 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 ## [FMCG Essentials to Improve Distributor Sales & RtM Execution](https://supplychain.enchange.com/fmcg-essentials-to-improve-distributor-sales-rtm-execution) Ross Marie Tue, Sep 28, 2021 Our step-by-step approach to drive and develop FMCG distributor performance is an eight-module programme that we call the Distributor Partner (DP) Development Programme. This programme is used for: Strategy: Implement a new FMCG company approach to… ## [FMCG Distributor Development – Drive Excellence in Planning and Logistics](https://supplychain.enchange.com/fmcg-distributor-development-drive-excellence-in-planning-and-logistics) Ross Marie Mon, Jun 28, 2021 I recently shared our step-by-step approach to drive and develop distributor performance. We call this the Distributor Partner (DP) Development Programme. I have previously shared the first Four modules: Module 1 - Producer RtM Strategy – Translate… ## [The Step-by-Step Guide to Deliver World Class FMCG Distributor Performance](https://supplychain.enchange.com/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… ## [The Pandemic Has Changed Where Consumers Shop – Have You Adapted?](https://supplychain.enchange.com/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… ## [9 Step Formula to Bulletproof Your FMCG Channel and Distribution Strategy](https://supplychain.enchange.com/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… ## [Route to Market Training Essentials - 10 Key Steps of the Sales Reps Call](https://supplychain.enchange.com/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… ## [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… ## [Understand the Key Differences Between FMCG Distributors and Wholesalers – Part 1](https://supplychain.enchange.com/understand-the-key-differences-between-fmcg-distributors-and-wholesalers-part-1) Ross Marie Tue, Oct 20, 2020 The focus of this article is on indirect distribution. Previously, I have discussed how to achieve Route to Market (RtM) Excellence by effectively using the different types of distribution, our DIME approach, and specifically Direct and Indirect… ## [10 Points to Consider When Building a Route to Market Centre of Excellence](https://supplychain.enchange.com/10-points-to-consider-when-building-a-route-to-market-centre-of-excellence) Ross Marie Mon, Oct 05, 2020 As a company designed to improve the Route to Market (RtM) strategy of our consumer goods clients, at Enchange, we are often asked questions by the RtM community about improving or sharing RtM knowledge. For example, how can organisations best help… ## [How Does Total Cost to Serve (TCTS) Impact the FMCG Route to Market?](https://supplychain.enchange.com/how-does-total-cost-to-serve-tcts-impact-the-fmcg-route-to-market) Ross Marie Fri, Aug 28, 2020 Understanding the Total Cost to Serve our customers is an essential element to any Route to Market (RtM) Strategy. As FMCG professionals, we need to understand how much it costs us to service our customers. It is also not as simple as it sounds. Why… ## [How to Formulate a Winning Distribution Strategy Fit for the Covid-19 World](https://supplychain.enchange.com/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](https://supplychain.enchange.com/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… ## [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… [All posts](https://supplychain.enchange.com/all) [Next](https://supplychain.enchange.com/topic/retail/page/2) ### Subscribe Here! 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