--- title: RtM & Supply Chain Blog | Traditional Trade description: Traditional Trade | 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. 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/). ## Latest Posts ## [FMCG: Mind the performance gap](https://supplychain.enchange.com/bid/75158/fmcg-drinks-pharmaceuticals-mind-the-performance-gap-0) 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 Drinks: Top 10 Summer Season Smash Hits](https://supplychain.enchange.com/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… ## [A Marriage of Inconvenience? Service Level Agreements (SLA)](https://supplychain.enchange.com/a-marriage-of-inconvenience-service-level-agreements-sla) Dave Jordan Tue, May 21, 2024 If you do not specifically agree on what is expected between two parties before you start a relationship then anything and everything but success is likely. Would you buy a used car from a politician? You buy a new car and you get a contract that… ## [Future-Proofing the FMCG RtM in 2024: Sidestepping Critical Pitfalls](https://supplychain.enchange.com/future-proofing-the-fmcg-rtm-in-2024-sidestepping-critical-pitfalls) Ross Marie Thu, Feb 22, 2024 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… ## [The Consumer Effect on the FMCG Route to Market Model](https://supplychain.enchange.com/the-consumer-effect-on-the-fmcg-route-to-market-model) Ross Marie Wed, Jul 05, 2023 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… ## [When Should We Review Our FMCG RtM Model](https://supplychain.enchange.com/when-should-we-review-our-fmcg-rtm-model) Ross Marie Wed, Jun 14, 2023 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… ## [5 Actions to Reignite your FMCG RtM & Drive Sales Now](https://supplychain.enchange.com/5-actions-to-reignite-your-fmcg-rtm-drive-sales-now) Ross Marie Wed, Jun 07, 2023 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… ## [15 Essentials to Drive FMCG Distribution & Execution](https://supplychain.enchange.com/15-essentials-to-drive-fmcg-distribution-execution) Ross Marie Fri, Jun 02, 2023 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… ## [How to Mitigate Risk in FMCG Route to Market Change](https://supplychain.enchange.com/how-to-mitigate-risk-in-fmcg-route-to-market-change) Ross Marie Tue, Mar 14, 2023 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… ## [9 Step Formula to Reinforce Your FMCG Channel and Distribution Strategy](https://supplychain.enchange.com/9-step-formula-to-reinforce-your-fmcg-channel-and-distribution-strategy) Ross Marie Tue, Feb 14, 2023 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… ## [The 8 Step Guide to Drive FMCG Distributor Excellence](https://supplychain.enchange.com/the-8-step-guide-to-drive-fmcg-distributor-excellence) Ross Marie Wed, Feb 08, 2023 How do we take a Sales or RtM Strategy (Plan) and transform it to Operational Execution? This is a question we are often asked, and one that many are facing right now. We are at the start of a new year; we have some grand sales and distribution… ## [Harness the Best in FMCG Distributor Execution - Part 2 Joint Action Plans](https://supplychain.enchange.com/harness-the-best-in-fmcg-distributor-execution-part-2-joint-action-plans) Ross Marie Fri, Nov 19, 2021 Over the last few months, I have shared the proven and successful Enchange approach, to find and develop FMCG Distributor Partners (DPs). We call this the Distributor Partner (DP) Development Programme. It is broken into 8 Modules. In my last post,… ## [The 8 Critical Areas You Must Focus on When Selecting FMCG Distributors](https://supplychain.enchange.com/the-8-critical-areas-you-must-focus-on-when-selecting-fmcg-distributors) Ross Marie Tue, May 18, 2021 I recently started a blog series on indirect distribution by sharing our step-by-step approach to drive and develop distributor performance. We call this the Distributor Partner (DP) Development Programme. The programme has eight modules, across… ## [Drive FMCG Distributor Performance by First Mastering Your Own RtM Strategy](https://supplychain.enchange.com/drive-fmcg-distributor-performance-by-first-mastering-your-own-rtm-strategy) Ross Marie Thu, Apr 29, 2021 I recently started a blog series on indirect distribution. I began by examining the 10 biggest challenges Route to Market (RtM) leaders face in managing FMCG Distributors. Then in response to this in my last post I shared our step-by-step approach… ## [The Step-by-Step Guide to Deliver World Class FMCG Distributor Performance](https://supplychain.enchange.com/the-step-by-step-guide-to-deliver-world-class-fmcg-distributor-performance) Ross Marie Thu, Apr 08, 2021 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… [All posts](https://supplychain.enchange.com/all) [Next](https://supplychain.enchange.com/topic/traditional-trade/page/2) ### Subscribe Here! 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