Route to Market & Supply Chain Blog

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…

I cannot reveal the name of this specific organisation for obvious reasons but their Supply Chain is one very impressive, slick machine. Across the Source, Plan, Make and Deliver SCOR Supply Chain disciplines we see excellence, leading edge systems…

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…

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…

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…

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…

I am going to continue with some sporting analogies, as I did in my last blog, Route to Market Roles and Avoiding Square Pegs in Round Holes. There are many common areas across many sports, but there is at least one specific area of sport that…

A colleague who works for a global multinational in a large African market has asked an interesting question, which also points to a wider issue across the Route to Market function. I feel it is worth sharing as a topic of discussion. The question…

“Insanity: doing the same thing over and over again and expecting different results.” Albert Einstein. I think most of us will be pleased to see the back of 2020. COVID 19 has changed the way we have had to live and work and anybody who thinks they…

As we come to the end of a very tough 2020, attention is turning to what the next year will bring. In FMCG organisations around the world, General Managers, Sales Directors, Heads of Sales and Department Heads, are all scrambling to finish the year…

This post is Part 3 of a series of posts discussing indirect distribution management, and specifically the characteristics and the key differences between FMCG Distributors and Wholesalers. You can read Part 1 which includes the Characteristics of…

This post is Part 2 of a series of posts discussing indirect distribution management, and specifically the characteristics and the key differences between FMCG Distributors and Wholesalers. You can read Part 1 which includes the Characteristics of…

The focus of this article is on indirect distribution. Previously, I have discussed how to achieve Route to Market (RtM) Excellence by effectively using the different types of distribution, our DIME approach, and specifically Direct and Indirect…

As a company designed to improve the Route to Market (RtM) strategy of our consumer goods clients, at Enchange, we are often asked questions by the RtM community about improving or sharing RtM knowledge. For example, how can organisations best help…

In my last blog we discussed how the Total Cost to Serve (TCTS) can impact the FMCG Route to Market. Since then, I have had several questions and comments asking for some examples of TCTS models. So, in the link below, I have provided some examples.…