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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.

Latest Posts

WHAT ARE THE BIGGEST CHALLENGES IN MANAGING FMCG DISTRIBUTOR PARTNERS (DP)?

Ross Marie Wed, Jul 07, 2021
Here are a ‘Top 10’ to kick off the discussions. 1. COMPETITION: Your DP competes with you. 2. CREDIT: DP does not pay &/or uses your credit for other ventures. 3. VOLUME: Unexplained decline or forward buying with no sell out. 4. RTM STRATEGY: DP…

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

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

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…

The 10 Biggest Challenges Route to Market (RtM) Leaders Face in Managing FMCG Distributors

Ross Marie Mon, Mar 22, 2021
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…

Extended Supply Chain - What do all those initials really mean?

Dave Jordan Thu, Feb 25, 2021
Is it just me or does FMCG life seems to be increasingly full of initials? New examples seem to pop up on a weekly basis with COVID-19 being top of mind currently. In line with many business functions Supply Chain and other functions use multiple…

Your Guide to Getting the Route to Market Edge in 2021

Ross Marie Thu, Dec 10, 2020
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…

10 Key Focus Areas for Effective FMCG Distributor & Wholesale Management – Part 3

Ross Marie Mon, Nov 02, 2020
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…

Recognise How the Characteristics of FMCG Wholesalers Differ from Distributors – Part 2

Ross Marie Thu, Oct 22, 2020
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…

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

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…

How Does Total Cost to Serve (TCTS) Impact the FMCG Route to Market?

Ross Marie Fri, Aug 28, 2020
Understanding the Total Cost to Serve our customers is an essential element to any Route to Market (RtM) Strategy. As FMCG professionals, we need to understand how much it costs us to service our customers. It is also not as simple as it sounds. Why…

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

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

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…

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