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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.

How to Master Technology in Route to Market Strategy to Save Resources and Fuel Sales

Ross Marie Fri, Jan 11, 2019
When we discuss Technology in terms of Route to Market (RtM) Strategy we are looking at our overall approach to and use of Technology at every stage of our RtM Strategy and Execution. This includes, for example, the hand-held system we take orders…

Realise Route to Market Excellence with a First-Class Trade Incentive Programme

Ross Marie Wed, Dec 19, 2018
What are Trade Incentive Programmes (TIPs)? TIPs are the mechanisms that you put in place to incentivise and encourage your trade partners (e.g. retail, distributor, cash & carry, wholesale, Horeca) to engage with and deliver on your Trade Marketing…

Empowering Sales People with the Right Trade Tool Kit Can be Spectacular

Ross Marie Fri, Dec 14, 2018
Firstly, what are Trade Tool Kits? They are the specific commercial tools and materials that we provide to our Trade Marketing & Distribution/Route to Market (RtM) teams to help get their jobs done and to deliver on their targets. They are the trade…

A Crystal-Clear Sales Incentive program is Fundamental to Route to Market Success

Ross Marie Thu, Dec 06, 2018
When I say Sales Incentive Program (SIP) in the Fast-Moving Consumer Goods (FMCG) sector, I am referring to the internal company incentive program that is used to motivate and influence the behaviour of sales people and teams to deliver company…

The Right Data and Metrics are Vital for FMCG Route to Market Success

Ross Marie Thu, Nov 29, 2018
For a successful Fast Moving Consumer Goods (FMCG) Route to Market (RtM) Strategy, we must be able to measure our performance across the market, internally within the company and externally against the competition and wider benchmarks. We must be…

Get the Sales Cutting Edge With These Essential Tips on Route to Market Structure

Ross Marie Thu, Nov 22, 2018
When discussing Route to Market Structure, I am referring to the physical roles and people that will be needed to carry out, back up and deliver on the RtM Strategy, and goals that are proposed or have been put in place. The types of roles that I am…

First-Class FMCG Territory Planning is Crucial in RtM Strategy for Sales Growth

Ross Marie Thu, Nov 15, 2018
Territory Planning for Fast Moving Consumer Goods (FMCG) companies is about dividing up a piece of geography into different subsets, based on certain criteria, usually geographic proximity. It allows FMCG companies to effectively and efficiently…

Take Ownership of Channel Classification for a Killer Route to Market Strategy

Ross Marie Fri, Nov 09, 2018
Let’s start at the beginning. When we talk about Channels, we are referring to channels of distribution to get products from a manufacturer to a consumer or customer. There are many ways to achieve distribution, e.g. direct to consumers (e.g.…

Essential Competitor Analysis Tips to Improve Route to Market Strategy and Execution in FMCG

Ross Marie Thu, Oct 18, 2018
Over the last number of weeks, I have been writing a blog series on my 20 Steps to Route to Market Excellence model. You can read more about the the steps I have already discussed here. My goal is to provoke business leaders in the Fast Moving…

FMCG Forecasting: Ice Cream, chocolate & pregnancy

Dave Jordan Thu, Aug 02, 2018
You will have to bear with me for a while on this one. Do you know that on average 85% of expectant women suffer food cravings during pregnancy? Apparently, the top 5 are: Pickles   5%  - yuk, that surprised me too. Cheese  11% - get those calories…

SC and Sales senior team squabbles: Always bad for business

Dave Jordan Thu, Jul 05, 2018
Another sign of getting old I guess. When was the last time you watched a football match when no tattoos were on show and the haircuts did not look like something out of the Time Warp musical? As I write England is still involved yet we are all…

FMCG S&OP: Who is the stooge in your process?

Dave Jordan Mon, Jul 02, 2018
Laurel and Hardy, Morecambe and Wise, Abbott and Costello, Little and Large, Hale and Pace, May and Johnson. These are examples of double acts where one party plays the straight/stooge and apparently serious man while the other plays the…

Your FMCG Supply Chain: The end of January is nigh!

Dave Jordan Wed, Jan 24, 2018
Where has that first post-holiday month gone? Suddenly it’s the 24th of January and there are only 7 calendar days and 5 working days until you close the month. Adopt panic stations despite what Corporal Jones of Dad’s Army would say. Are you ahead…

FMCG Supply Chain: What is your 2018 Planning Priority?

Dave Jordan Wed, Jan 17, 2018
We already find ourselves at 17th January so not many days left to ensure your monthly top and bottom lines are on target. Good luck with that if your business (& body!) is only just shaking off the holiday excesses. What is top of mind? The sagging…

Your FMCG Supply Chain in 2018: 5 Problematic Predictions

Dave Jordan Wed, Jan 10, 2018
Chris Rea has finally found the correct turn off, a lot of people in Africa still don’t know its Christmas and the novelty Santa toilet seat cover is back in the box. Oh, and chocolate Easter eggs are in the shops 4 months in advance. Christmas and…