2. Route To Market (RTM)

Sales force optimisation, customer segmentation, distribution & logistics optimisation, RTM operational design

Route-to-market is a strategy that determines which distribution channels you should use to deliver a product to your target customers. It’s a strategy that companies use when they want to achieve a specific business objective or accelerate growth in a given market.

Route To Market in FMCG industry is an integral part of overal Company Strategy. Once the product is developed, from that moment all the way to the offering it to the shopper and/or consumer, everything belongs to the Route To Market (RTM) process. On this route, we have to define which channels are important for specific products, how to approach them and how to negotiate and manage Customer relationship.

Also, the part of the Route To Market framework is finding an optimised way of distribution no matter whether it is in-house or outsourced way of delivering products.