Related Pages:
- Route to Market Performance
- Route to Market Strategy Development
- Benefits of Route to Market Strategy
RTM For Telecommunications Sector
- Enchange has pioneered a route to market programme (RTM) that delivers maximum distributor performance without the cost of maintaining own direct distribution.
- It is particularly suitable for Telecommunications Organisations who use a multi-distributor model in markets with a high degree of trade fragmentation. It can also be used to improve the performance of Retail Chains Outlets including those owned by the Telecommunications Company.
- Enchange has a suite of RTM tools to measure distributor performance & distributor compliance to Tel Co international standards.
- It always delivers a sales uplift for the Tel Co.
Methodology Summary
Measuring Distributor Performance
- The 1st step is to measure current performance of distributors against international best practice standards, using the Enchange toolset.
- Performance Categories. Tools are usually adapted for each client, and measure up to 10 categories including Partnership, Planning & Logistics, Sales Management, Finance & Back Office.
- Performance bands – we generally measure 3 levels of performance - BRONZE (Basic), SILVER (Intermediate) & GOLD (Leading Edge), the latter being a true Partnership Distributor.
Financing
- For some larger Telecommunications Organisations, there may be the option of indirect financing to support distributors using medium term distributor contracts as part guarantees with an ‘auditing process’ (RTM programme) to measure distributor compliance.
All Enchange RTM Programme Deliver a Sales Uplift
- The analysis and distributor categorisation provides invaluable data to target implementation effort.
- It will identify high potential distributors where a significant sales uplift is achievable &
- High performing distributors where market share protection is critical.
RTM Structure - Telecommunications
In emerging markets with highly fragmented distribution, Telecommunications Organisations are often left with the choice of own direct distribution at high cost / high control or lower cost indirect distribution. Enchange experience is that a ‘best of both world worlds’ option is often possible:
