--- title: RtM & Supply Chain Blog | Sales (2) description: Sales | Enchange is an international supply chain & RtM consultancy. Learn more about our 20 Step to RtM Excellence methodology and find useful resources to improve your supply chain operations. (2) image: //supplychain.enchange.com/Portals/85647/images/S&OP%20teamwork%20and%20sales%20forecasting-resized-600.JPG --- [Login](https://www.enchange.com/login/) - - - - [![Enchange](https://supplychain.enchange.com/hubfs/Enchange_October2019/Image/logo.png)](https://www.enchange.com/) # 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**](https://www.enchange.com/contact-us/). ## [Understand the Key Differences Between FMCG Distributors and Wholesalers – Part 1](https://supplychain.enchange.com/understand-the-key-differences-between-fmcg-distributors-and-wholesalers-part-1) Ross Marie Tue, Oct 20, 2020 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… ## [10 Points to Consider When Building a Route to Market Centre of Excellence](https://supplychain.enchange.com/10-points-to-consider-when-building-a-route-to-market-centre-of-excellence) Ross Marie Mon, Oct 05, 2020 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… ## [Do These 5 Things Now to Strengthen the FMCG Route to Market](https://supplychain.enchange.com/do-these-5-things-now-to-strengthen-the-fmcg-route-to-market) Ross Marie Tue, Jun 09, 2020 COVID is rapidly changing the FMCG/retail environment, but these changes are vastly different from market to market and sector to sector. Let us consider some examples: Consumers are moving to online ordering – this is true, but in many markets this… ## [How to Formulate a Winning Distribution Strategy Fit for the Covid-19 World](https://supplychain.enchange.com/how-to-formulate-a-winning-distribution-strategy-fit-for-the-covid-19-world) Ross Marie Wed, May 13, 2020 Assessing your distribution options is one of the most important elements of any Route to Market strategy. Choosing the wrong distribution strategy, although often not evident in the short term, can cripple a company’s long-term growth, and ability… ## [Xray Your Route to Market and Uncover the Emerging Trends to Win in a COVID-19 World](https://supplychain.enchange.com/xray-your-route-to-market-and-uncover-the-emerging-trends-to-win-in-a-covid-19-world) Ross Marie Tue, Apr 28, 2020 In my last post we explored ways that you can ‘Reinforce Your Route to Market During These Unprecedented Times’ while working from home. I also provided a list of questions you could use, to allow you to review current RtM performance post COVID-19.… ## [Reinforce Your Route to Market During These Unprecedented Times](https://supplychain.enchange.com/reinforce-your-route-to-market-during-these-unprecedented-times) Ross Marie Fri, Apr 17, 2020 The global spread of COVID-19 is an incredibly challenging and worrying time for all of us. The loss of life is already significant, and its spread continues. Many countries around the world are in some form of restricted movement or lockdown. From… ## [Manage Your FMCG Distributors Better to Grow Sales in Africa](https://supplychain.enchange.com/manage-your-fmcg-distributors-better-to-grow-sales-in-africa) Ross Marie Mon, Nov 18, 2019 Over the last few months I have been writing a blog series on Route to Market Success (RtM) in emerging markets, describing how Enchange has been using the 20 Steps to RtM Excellence to win in these markets for our clients. In my last post, we… ## [Localising Global Route to Market Strategy is Essential in Emerging Markets](https://supplychain.enchange.com/localising-global-route-to-market-strategy-is-essential-in-emerging-markets) Ross Marie Fri, Nov 08, 2019 Before we even begin to look at how to develop Route to Market (RtM) strategies and execution plans for Fast Moving Consumer Goods Companies (FMCG) in emerging markets like Africa, we need to understand and remind ourselves of a few basic principles… ## [Can I Build a Winning FMCG Route to Market Strategy on Limited Resources?](https://supplychain.enchange.com/can-i-build-a-winning-fmcg-route-to-market-strategy-on-limited-resources) Ross Marie Fri, Oct 25, 2019 I am in the middle of writing a blog series on Route to Market (RtM) success in emerging markets, with a specific focus on Africa. I have been receiving some excellent feedback throughout (many thanks!). One topic has come up several times and I… ## [How Can We Increase Trade Coverage Through Our Distributors in Africa?](https://supplychain.enchange.com/how-can-we-increase-trade-coverage-through-our-distributors-in-africa) Ross Marie Mon, Oct 14, 2019 This is a challenging question and one that we need to break down. Trade coverage, brand distribution, distribution coverage, brand or SKU (Stock Keeping Unit) availability, or whatever terminology you use, is one of the most important Route to… ## [How do FMCG Companies Increase Sales Volume in Africa?](https://supplychain.enchange.com/how-do-fmcg-companies-increase-sales-volume-in-africa) Ross Marie Fri, Oct 04, 2019 It’s a good question and one that Enchange is often asked. Enchange has been helping clients in Africa for over 25 years. Whilst many things have changed in that time, for example, the use and availability of technology, many things remain the same.… ## [Deliver Route to Market Excellence in Multi Distributor Markets in Africa](https://supplychain.enchange.com/how-to-deliver-route-to-market-excellence-in-multi-distributor-markets-in-africa) Ross Marie Fri, Sep 27, 2019 How do we implement real change to deliver the best possible Route to Market (RtM) in challenging developing markets? Enchange has been in the business of transforming clients Route to Market (RtM) for over 25 years. Last year I built on that bank… ## [Demand a Culture of Route to Market Excellence Through Outstanding Leadership](https://supplychain.enchange.com/demand-a-culture-of-route-to-market-excellence-through-outstanding-leadership) Ross Marie Tue, Mar 19, 2019 There are many things I have seen in over 20 years in the unbelievably exciting Fast-Moving Consumer Goods Business (FMCG). There are many things I can talk about and stories I can tell. But since I was first handed the keys to a van in 1998 to… ## [Break Down Departmental Silos Through Functional Integration for Route to Market Success](https://supplychain.enchange.com/break-down-departmental-silos-through-functional-integration-for-route-to-market-success) Ross Marie Fri, Feb 15, 2019 The FMCG business is like a team sport. There are sales people sent into the field, to sell more products and beat their targets. There are players put on the sports field, charged with scoring points and winning the game. In both scenarios, if the… ## [Smash Your Route to Market Targets with Essential Training & Platforms to Capture and Share Success](https://supplychain.enchange.com/smash-your-route-to-market-targets-with-essential-training-platforms-to-capture-and-share-success) Ross Marie Fri, Feb 08, 2019 Welcome to my blog series on Route to Market (RtM), which includes Sales, TM&D (Trade Marketing & Distribution), in the Fast-Moving Consumer Goods (FMCG) sector. I have created a model called the 20 Steps to Route to Market Excellence. The purpose… [Previous](https://supplychain.enchange.com/topic/sales/page/1) [All posts](https://supplychain.enchange.com/all) [Next](https://supplychain.enchange.com/topic/sales/page/3) ### Subscribe Here! 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