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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

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…

How to Identify Your FMCG Distribution Weaknesses & Strengths

Ross Marie Mon, May 24, 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. The programme has eight modules, across…

The 8 Critical Areas You Must Focus on When Selecting FMCG Distributors

Ross Marie Tue, May 18, 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. The programme has eight modules, across…

Drive FMCG Distributor Performance by First Mastering Your Own RtM Strategy

Ross Marie Thu, Apr 29, 2021
I recently started a blog series on indirect distribution. I began by examining the 10 biggest challenges Route to Market (RtM) leaders face in managing FMCG Distributors. Then in response to this in my last post I shared our step-by-step approach…

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 10 Biggest Challenges Route to Market (RtM) Leaders Face in Managing FMCG Distributors

Ross Marie Mon, Mar 22, 2021
If you ask any sports person who has played a contact sport, how to avoid getting hurt, very often you will be told to try your best not to get hit. In order to avoid the hits, you need to understand more about them including when they are likely to…

Extended Supply Chain - What do all those initials really mean?

Dave Jordan Thu, Feb 25, 2021
Is it just me or does FMCG life seems to be increasingly full of initials? New examples seem to pop up on a weekly basis with COVID-19 being top of mind currently. In line with many business functions Supply Chain and other functions use multiple…

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…

5 Key Ways To Get Your Route to Market Horses Fit For The Race

Aristide Kouame Mon, Feb 08, 2021
The new normal brought about by the COVID-19 pandemic has shed light on so many issues regarding corporate Route to Market (RtM) strategies.  What many companies now face is the truth that has been hidden for years - we cannot race with unstable or…

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…

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