Route to Market & Supply Chain Blog

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…

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…

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 and article about Mastering FMCG Route to Market Execution, I wrote about the 3 Steps needed to deliver Global and Regional RtM Programmes. As a reminder these steps were: 𝐑𝐭𝐌 𝐏𝐥𝐚𝐲𝐛𝐨𝐨𝐤 development to align the RtM approach…

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,…

‘Digital transformation’ is becoming something of a cliché these days. There is no question that information technology and digital has improved supply chain operations. For example, given availability of the right data, materials and inventory…

A few months ago, I hurt my knee whilst running. It was a rather tame event but my knee was clearly injured. Failing to heal over the next few days I decided to visit an Osteopath who specialises in sports injuries. He informed me that I had an…

In today's post, I would like to focus on steering clear of the obstacles that might disrupt your Route to Market strategy. As we step into 2024, leaders in consumer goods sector should be proactive in foreseeing major challenges in RtM and…

In this article, I will be delving into the ways in which consumer behavior can have a profound impact on your FMCG Route to Market Model. Trigger Factors Recently, I shared a post titled When Should We Review our FMCG Route to Market Model? The…

What is a Route to Market Model (RtM)? An RtM model is a set of commercial capabilities that focus on how to get goods/services to target customers effectively. It must encompass the following: Trade Coverage - Maximise availability in target…

The Age-Old Sales Question The End of Q2 is in sight. We have stuck to our plan, and we have faith. We have executed in the field, at least we think we have. We are managing our trade partners well, or so we have been told. The numbers are coming…

How Do We Increase FMCG Sales? We have developed a methodology over the last 30 years, which gives a step-by-step approach to ensuring that each element of the front-end distribution strategy is laser-focused on delivering excellence in FMCG RtM…

Moving to a new Distribution Partner (DP) arrangement can be daunting, challenging, stressful, costly, rewarding, and ideally, successful. But no matter what the scenario, there are risks involved. Producers who understand these risks and adapt…

Arguably the most important element of any Route to Market strategy for a consumer goods company is its Distribution Strategy. Very often, when results are not coming in, the distributors get the blame and may even be replaced. Too often, their…