How to enhance your route-to-market strategy

Competitive rivalry and the need for efficient customer service and RTM system.

RTM structure review: Prospecting, picture of success, customer development, order management, inventory deployment, warehousing, distribution, collections, equipment management, merchandising, incentives, and compliance

RTM enablers: technology, integrated supply chain processes, human talent, and organization structure

RTM Performance measurement (cost-to-serve, inventory turnover, perfect order…)

The customer service system approach to build an Effective RTM (Destination and Segmentation, Assessment, Design, Build, and Roll-out)

Key Assessment Tools: Every Dealer Survey, Time and Motion Study, Customer Value Drivers, Retail Execution Survey, Customer Database Analysis, and Current Process Documentation.

Consideration of local conditions such as: Marketplace characteristics, territory conditions, social and economic factors, regulatory framework, competition, alternative service options, and Availability of professional third party providers

Financial value chain analysis applied to the RTM