Route to Market & Supply Chain Blog

Morning woes I have just had one of those mornings. I missed the alarm and the 10-minute snooze and from then on everything went downhill. Jumped in the shower for a brief cleanse but then once waterlogged I realised there was no soap, not even a…

In my last article and post I covered the topic of distribution performance, specifically the topic of Key Performance Indicators (KPIs) or Metrics. In our journey, we have now selected our Distributor, by considering what an ideal Model Distributor…

In my last article and post I covered the topic of distribution performance and how we establish the right processes and behaviours. I now want to address the topic of Key Performance Indicators (KPIs) or Metrics. Before I do this, a quick recap. In…

When we start the process of distributor selection, we need to be very clear about what we are looking for. A key question is this. What is our ideal Distributor Partner, or Model Distributor, we sometimes call them, and what do they look like?…

I am often asked what is the single most important thing that should be done after selecting a new distributor. Before I answer this question, let me recap the process of distributor selection. The three phases of Distributor Selection are: The…

A little bit of fun this week after the dreary focus on the UK General Election and England performances. Here comes the world's greatest drink sales guy! Summer is here and drinks producers across the globe will be battling for an increased share…

The dictionary definition of a Catalyst is: An agent that provokes or speeds significant change or action. Using our A-B-C of Route to Market model, the Catalyst Phase is when we execute or as we sometime call it ‘How to Win’. For distributor…

Too Little Too Late? Imagine Manchester City needing to score 5 goals in the last match of the season to win the English Premier League yet they do not start attacking with any intent until the 80th minute. Or the England cricket team needing to…

In my recent article I presented a Simple Guide to Selecting and Engaging Distributors using the A-B-C of Route to Market. As a reminder of the A-B-C of Route to Market, my aim is to simplify the world of RtM into a series of three steps that any…

In my last Article and Post I presented a Simple Guide to Selecting and Engaging Distributors using the the A-B-C of Route to Market. As a reminder of the A-B-C of Route to Market, my aim is to simplify the world of RtM into a series of three steps…

In my last Post & Article I presented a new Route to Market (RtM) model, the aim of which was to bring together our RtM work in the last 5 years or so. This is the A-B-C of Route to Market. As a reminder, my aim is to simplify the world of RtM into…

Myself and Enchange colleagues have written 100’s of posts and articles about Route to Market for well over five years. It is fair to say that our message has spread far and wide and attracted a lot of attention in the RtM and commercial world. I…

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. Would you buy a used car from a politician? You buy a new car and you get a contract that…

Route to Market (RtM) Execution in a single market presents one set of challenges. RtM Execution in multiple markets is an altogether different proposition. Why? Because as a regional or global player, you need consistency of approach with your RTM…

Recently I shared my methodology for the 20 Steps to Route to Market Excellence at the beginning of this blog series. You can read more about it here: The FMCG Leaders Guide to Route to Market Strategy & Execution in 20 Steps. The first step,…