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Thursday, June 29, 2017


Want to Thrive in Disruptive Times? Start With an Agile Supply Chain

March 6, 2016 by  
Filed under Checklists

Martin Christopher  – Cranfield University Companies operating in every industrial sector and in every market around the world are facing significant challenges, ranging from economic recession to demographic shifts and geo-political upheavals, to name but a few. The healthcare and pharmaceutical industries are no exception. When confronting these changes, it will be crucial for companies to […]

10 distributor problems and how to avoid them

October 6, 2014 by  
Filed under Checklists, Distributors

Not covering all the outlets– Track and monitor outlet distribution on a regular basis. Ensure the customer list and maps are up to date. Service levels drop– Work with distributors and get an understanding why service levels are going down. Lack of experience– The distributor does not have the required category experience to do the […]

Setting Execution Standards in Emerging Markets

July 3, 2014 by  
Filed under Checklists

When engaged in the consumer goods industry in emerging markets, it is important to establish what success looks like for the sales team, even for small grocery outlets.  Execution standards are set standards to guide the sales team about which products to sell (not all products sell in all channels), equipment to place (e.g. racks), at […]

Africa Retail supply chain challenges – issues to consider

June 22, 2014 by  
Filed under Checklists, Inventory, Retail

The growth in Africa markets have sparked renewed interest in overcoming retail supply chain challenges. Below are a number of issues impacting African retail supply chains: Lead times – Importing products in Africa remains challenging and lead times could be anything from four to six months. The African continent has the most landlocked countries, further increasing […]

Warehousing in emerging markets

February 25, 2014 by  
Filed under Checklists

Finding a suitable warehouse space in emerging markets can be a challenging undertaking. It is unlikely that you will come across best in class standards. Third party warehouse suppliers might lack the required skills and professionalism. Normally, ongoing training and support are required. Also, due to poor remuneration, staff turnover is high, which has a […]

10 considerations when developing capability in emerging markets

July 22, 2013 by  
Filed under Checklists

Visual – Training material needs to be visual, making use of story boards, visual management tools (e.g. visual sales process at distributor). Country specific skills –The training objectives needs to realistic and relevant to the respective countries. Basics – Focus on the basic skills. Objectives – Agree on “Must Know” and “Could Know” content. Training […]

The voice of the customer in emerging markets

April 2, 2013 by  
Filed under Checklists

In emerging markets, it is important to adapt to the customer’s habits. Shop owners often like to buy on a more regular basis as they lack space and working capital.  The retail aisle is where the real action takes place—it’s where customers make purchasing decisions. McKinsey studies show that in China, for example, as many […]

Key distribution issues in emerging markets

  Setting up a distribution system in emerging markets can be a challenging undertaking. Below are a number of issues to consider: Fragmented markets – What is the balance between modern and traditional trade?  Modern trade (e.g. Shoprite supermarkets) in most African countries, with the exception of South Africa and Kenya, is still in the very […]

Setting sales KPIs in emerging markets

January 28, 2013 by  
Filed under Checklists

Less is more – Focus on the key performance drivers for your business and don’t overextend yourself. There is no point it tracking something just for the sake of tracking. KPIs and planning – Include key performance measurements in your business planning process and evaluate on a yearly basis whether you are using these measurements […]

Route-to-Market time studies in emerging markets

November 23, 2012 by  
Filed under Checklists

When designing and assessing a new Route-to-Market system for a consumer goods company, it is often necessary to conduct a time-motion study (TMS) to determine the route effectiveness. A time-motion study is a direct and continuous observation of workers tasks, using a timekeeping device (e.g. stopwatch, handheld) to record the time it takes to accomplish […]

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