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Route to Market & Supply Chain Blog

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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 7 Typical Mistakes Made During UK FMCG Wholesale Market Entry

Andy Dixon Tue, Jul 12, 2022
Inevitably things don’t always go to plan, and no one can predict everything and the UK Wholesale Market is no different, in fact giving its scale and variety, you should expect bumps in the road. It is then about how you react and adapt, but…

10 Key Success Factors for UK Wholesale FMCG Market Entry

Andy Dixon Wed, Jun 29, 2022
My first observation is what do You as a supplier mean by UK Wholesale, two short words but a lot to unpick – being structured is key and understanding where you want focus, what that means and where you have the right to win is critical. Who is…

10 Times You Need Route to Market or Supply Chain Interim Managers

Michael Thompson Fri, Apr 15, 2022
I have been talking to a number of commercial and supply chain executives during the last few weeks and something of a theme has emerged. The theme is the need for highly skilled route to market / commercial and supply chain resource, available at…

12 Focus Areas for Supply Chain & Route to Market Transformation in Africa

Michael Thompson Wed, Feb 09, 2022
How do we deliver sustained excellence in supply chain and route to market in the challenging markets in Africa? I refer here to the entire supply chain from materials to shelf – i.e. supply chain and route to market (RtM). Although many of the…

Harness the Best in FMCG Distributor Execution - Part 2 Joint Action Plans

Ross Marie Fri, Nov 19, 2021
Over the last few months, I have shared the proven and successful Enchange approach, to find and develop FMCG Distributor Partners (DPs). We call this the Distributor Partner (DP) Development Programme. It is broken into 8 Modules. In my last post,…

Harness the Best in FMCG Distributor Execution - Joint Business Plans

Ross Marie Wed, Oct 20, 2021
Over the last few months, I have shared the proven and successful Enchange approach, to find and develop FMCG Distributor Partners (DPs). We call this the Distributor Partner (DP) Development Programme. We use this Programme to source new DPs, to…

Top 10 Tips to Effective RtM & Supply Chain Collaboration

Dave Jordan Tue, Oct 05, 2021
The Enchange Supply Chain House; the one-stop shop for all of the elements you need to achieve supply chain excellence. In a recent article we looked at the Top 10 Tips for efficient IT Enablers in S&OP. This latest article looks at what you need in…

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…

Learn the Fundamentals of FMCG Distributor Financial Health

Ross Marie Tue, Sep 21, 2021
I recently shared our step-by-step approach to drive and develop distributor performance to deliver long term sales growth. It is an eight-module programme that we call the Distributor Partner (DP) Development Programme. We use this approach to…

DRS is Coming soon – Eleven Considerations for FMCG Companies

Michael Thompson Mon, Jul 26, 2021
Increasingly in my discussions with clients, the subject of single use plastic packaging comes up.  Why? The answer is DRS. The Deposit Return Scheme (DRS) will arrive in your market soon. If you are a FMCG company, it will have a profound impact on…

FMCG Deposit Return Scheme - How to Prepare?

Dave Jordan Wed, Jul 21, 2021
Previously, we looked at a what a potential DRS model could look like for drinks producers in Europe. The stated aim of DRS is to increase the amount of single use packaging that is recycled and increase the amount that is brought back into the…

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…

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…

10 Must Have Pillars for Successful FMCG Distributor Partnerships

Ross Marie Thu, Jun 17, 2021
I recently started a blog series on indirect distribution by sharing 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 three…

FMCG Deposit Return Scheme: An Introduction

Dave Jordan Tue, Jun 01, 2021
A quick internet search revealed 129 examples where the initials DRS are used to describe something or a body or a process. While many are obscure, very obscure, two from the sporting arena and one from IT will be familiar to many readers. In motor…

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