Route to Market & Supply Chain Blog

Before you ask, no there is nothing wrong with Pennsylvania. I found it to be a great place with the most helpful tourist office I have ever visited. Bear with me and I will get back to this later and also introduce Polly. “We have always done it…

As the recession struggles on and governments continue to drip feed “corrections “ into national economies, e.g. VAT rises 19-24%, FMCG markets are spluttering. Discretionary spending is under tremendous pressure and items previously seen as simple…

"Yes, I know what you said you could sell but this is my target!" An all too familiar "demand discussion" between Producer Sales Rep and Distributor Manager. The Producer may operate a tight S&OP process but this commonly falls flat on its face with…

FMCG producers seem far too ready to blame their Distributors when sales do not go to plan and targets are not met. However, it is not all their fault particularly if you are not clear on what is expected of them. To assist FMCG Producers to…

Dear Agony Aunt, I have reached the end of my patience. I’m drinking too much coffee, I smoke like a chimney, I’m not eating properly and I just cannot sleep. I did not see any of the World Cup nor Wimbledon and now even my kids call me Uncle Dad as…

This is relatively easy but it requires rigour and discipline plus top-down leadership ideally through a harmonious S&OP process. Month, quarter and year-end push. -- Run your business on one set of numbers agreed at Board level and ensure NOBODY…

Make no mistake Mr. Producer, YOU put the stock there, oh yes you did! Distributors don't buy stock for a laugh and a giggle. Excess stock blocks up their warehouses and locks up their cash. Month, quarter and year-end push. "Targets have to be met…

Stock counting is such a pain that it is lucky you are only required to count your stock once per annum under most jurisdictions. If you really think it is "lucky" then you are fooling yourself. Count your stock once per year and you are asking for…