Coca-Cola Africa OU
Africa
Strategy, channel and competitive intelligence work across the top African markets.
Scope of services — Part II
RTM — Route-To-Market
Details of RTM assessment and design: understand the current models in depth, diagnose what works, then design the future distribution model, capabilities and automation.
Approach
Assessment, diagnostic and design
Phase 1 — Assessment
We evaluate the details within 6 areas of focus by RTM model
The assessment covers the current customer service and Route to Market model in detail, model by model.
Diagnostic
What is working and not working overall and by model
Assessing these 6 areas generates a list of prioritized opportunities for improvement to drive topline and optimize cost to serve.
Phase 2 — Design
Recommendations for the future model
Design recommendations for the future RTM model(s), distribution structure, sales force capabilities as well as automation and digitization options.
Phase 1 | Assessment
6 areas of focus by RTM model
- 01
Understand the national vision and objectives
- 02
Understand cost to serve and financials
- 03
Organization readiness and capabilities
- 04
In market performance & RTM KBI benchmarking
- 05
Document local market characteristics
- 06
Current customer service policy & satisfaction
All six areas are evaluated against the current customer service and Route to Market model, generating a prioritized list of opportunities for improvement.
Our projects
Successful strategy, channel and RTM projects
Coca-Cola Habibo Group
Madagascar
Assessing the Group's total businesses, business strategy, OBPPC, RTM infrastructure and capabilities, with recommendations on future design and support on implementation.
Coca-Cola Refriango
Angola
6 RTM models assessment, SWOT analysis, channel strategy, segmented PiCoS and future efficiency and effectiveness improvement recommendations.
Coca-Cola SBGS
Morocco
Launched RED and sales force automation, RTM strategy, created segmented PiCoS, established effective sales routines and a structured coaching program for sales teams.
Coca-Cola CCEP
8 countries, Western Europe
Channel strategy and RTM transformation across 4 key areas: RTM re-design, data automation and reporting, digitizing the core, and sales force capabilities and iRED using photo recognition.
New bottlers replacing Castel in West Africa
Senegal, Ivory Coast, Gabon, Burkina Faso, Cameroon, Benin
SFINX supported these countries simultaneously for a period of one year as they set up their full company structure, processes, policies, routines and operating procedures.