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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

FMCG: Operating without a Supply Chain department!

Dave Jordan Thu, May 29, 2025
Supply Chain nuts & bolts Last week I looked at some basic definitions of a Supply Chain and what Supply Chains are designed to achieve. After enjoying the wet UK Bank Holiday, one of my first meetings was with an established FMCG CEO. No names of…

Joint Action Plans: Unlocking Growth Through Collaboration

Michael Thompson Mon, May 26, 2025
In an earlier blog this year I covered the subject of Joint Business Planning. This particular blog came after a discussion with a fellow RtM professional and senior commercial manager. As a recap, this lady managed several markets in a region and…

Mastering Cost to Serve for your RtM–Top 10 Tips

Michael Thompson Wed, May 21, 2025
At Enchange we have been delivering a lot of Cost to Serve (CTS) work for clients in the last few years. In all cases our work has resulted in considerable savings for clients. I thought now would be a good time to write about this very important…

Driving Distributor Performance –The Essential First Step –Joint Business Planning

Michael Thompson Mon, May 19, 2025
I was talking to a fellow RtM professional at a recent event. The subject of Distributor performance came up. My colleague was clearly frustrated with the performance of her distributors – she managed several markets in a region. It transpired that…

Essential RtM Playbook-12 Key Modules for Successful Strategy Execution

Michael Thompson Wed, May 14, 2025
In a number of articles this year I have covered many of the aspects of distributor selection and management. The challenge for many organisations, particularly multinationals, is to ensure a consistent application and execution of best practice. In…

Mastering Online & Offline Distribution: Essential Strategies for FMCG Success

Michael Thompson Mon, May 12, 2025
In an earlier article and post, I covered the internal and external considerations related to distributor selection. I now want to focus on an increasingly important topic of the integration of online and offline distribution. This is a key issue in…

Distributor Assessment: Key Criteria for Effective Evaluation & Growth

Michael Thompson Wed, May 07, 2025
In an earlier article and post, I covered the internal and external considerations related to distributor selection. I now want to focus more on the distributor and how we make an assessment. We call this a Micro-Assessment. It involves spending…

FMCG: Mind the performance gap

Dave Jordan Thu, May 01, 2025
Going Underground I am not a frequent traveller to London or the UK in general for that matter so getting around is always a challenge and particularly when travel by the Tube is required. In the rush hours at each end of the day there must be more…

FMCG Supply Chain: The Key Players

Dave Jordan Thu, Mar 27, 2025
T.E.A.M - everybody achieves more? Eventually, the success of a manager really depends on their team and how they interact and support each other. In business, your people will be required to work in teams if success is to be achieved. Each team…

Supply Chain: Top 10 Supply Chain faux pas!

Dave Jordan Wed, Nov 20, 2024
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…

Optimising Distributor Performance - Balancing KPIs for Long Term Success

Michael Thompson Thu, Sep 12, 2024
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…

Top Distributor KPIs - Financial, Customer, Process & Growth Metrics Explained

Michael Thompson Wed, Sep 11, 2024
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…

Define Your Ideal Model Distributor: Key Steps for FMCG Success

Michael Thompson Thu, Jul 18, 2024
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?…

Driving Performance Post-Distributor Selection: JBP & JAP

Michael Thompson Fri, Jul 12, 2024
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…

FMCG Drinks: Top 10 Summer Season Smash Hits

Dave Jordan Thu, Jul 11, 2024
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…

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