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Route to Market & Supply Chain Blog

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

Posted by Ross Marie on 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 does not understand your strategy.

5. COVERAGE & DATA: DP does not service all outlets or provide data.

6. NO TERRITORIES: DPs competing in the same space with your product.

7. AGREEMENTS & REVIEWS: No formal Trading Terms & Conditions (TTC) in place.

8. RETAIL OUTLET SEGMENTATION: DP does not take any account of market changes (COVID?).

9. CHANNEL: DP does not understand/have an effective Channel Strategy.

10. PARTNERSHIP: No Joint Business Planning or Joint Action Planning.

The best way to safeguard against these challenges, is to identify them upfront, and mitigate in advance.

For a more detailed explanation click on the The 10 Biggest Challenges here.

Please reach out if I can help.
Regards
Ross
#enchange #sales #strategy #management #growth #fmcg

Tags: FMCG, Route to Market, Traditional Trade, Order to Cash, RTM, Ross Marie, RtM Strategy, 20 Steps to RtM Excellence, Warehousing

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