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KIOTA
GROUP
ROUTE TO
MARKET
SERVICES
www.kiotagroup.co.ke
Enabling accelerated transformation
of sales and trade marketing
processes
www.kiotagroup.co.ke
Review and
recalibrate Client’s
Route to Market
starting with an
EXTERNAL
perspective
KIOTA’S
APPROACH
Take an
INTERNAL
perspective by
reviewing the
company and its
capabilities
www.kiotagroup.co.ke
EXTERNAL
MARKET
•
•
•
•
Consumers
Channels
Customers
competitors
INTERNAL
COMPANY
Current/Desired Performance
• In market sales
• Market share
• Trade coverage
• Distribution
• Investment
CAPABILITY
•
•
•
•
People
Portfolio
Production
Supply Chain
www.kiotagroup.co.ke
RTM PROCESS OVERVIEW
CHANNEL
STRATEGY
RTM OPTIONS
ORGANISATION
STRUCTURE
SUPPLY CHAIN
IMPLICATIONS
RELATIONSHIP
STRATEGY
www.kiotagroup.co.ke
RTM OUTPUTS
CHANNEL
STRATEGY
PARTNER
RELATIONSHIP
FRAMEWORK
www.kiotagroup.co.ke
ORGANISATION
REVIEW
INSIGHTS
STRATEGY
EXECUTION
GROWTH
KIOTA GROUP’s insightsdriven approach helps
companies grow revenue
and margins through
increased sales
effectiveness, while helping
to improve engagement with
customers and partners
KIOTA GROUP combines
strategy and execution
utilizing market intelligence
and analytics, strategy and
planning, trade investment
and sales effectiveness.
www.kiotagroup.co.ke
KIOTA GROUP Route to
Market Services enhances
business capabilities to
sense and respond to
marketplace demand and
improve execution of
strategy
KNOW-HOW
TALENT
PROVEN PROCESSES
www.kiotagroup.co.ke
OUR SERVICES
Commercial Analytics
Commercial Planning
Performance Management
Merchandising
Retail Execution
Distributor Management
Sales Processes
Pricing
Direct Store Delivery
Perfect Distributor
www.kiotagroup.co.ke
RTM PROCESS OVERVIEW
Preliminaries
Approval of brief and scope by
Client
Agree terms of reference
Sign off costs
Strategy Development
Evaluation of current distribution
and SWOT analysis
Competitor review
Propose RTM strategy
Strategy Implementation
Propose appoach to
market entry/ expansion
Propose organisation
structure
Re-organise sales team
Develop route /journey
plans
Change Management Support
Regular progress reviews
Coaching and mentoring
www.kiotagroup.co.ke
TALK TO
US TODAY
KIOTA CONSULTANTS
7 OAK LANE, GARDEN ESTATE
+254 718017379
anne@kiotaconsultants.co.ke
www.kiotagroup.co.ke
www.kiotagroup.co.ke