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Consultoría comercial para consumo masivo y retail — TMC Consultores

CPG sales consulting, from strategy through implementation

We design and implement commercial strategies for manufacturers, distributors and retail chains in Latin America and the United States. We bring together Route to Market, organization, category management and Shopper Marketing, with performance measures and capability transfer to your team.

From assessment to an operation your team can manage

01
Assessment

We analyze sales, margins, coverage and cost to serve to prioritize opportunities.

02
Design

We define the commercial model, processes, responsibilities and performance measures.

03
Implementation

We test changes in the field, measure results and adjust before scaling.

04
Autonomy

We build capabilities and processes, transferring responsibilities and operational control to your team.

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Solutions to transform your commercial operation

We align your route to market, organization and in-store growth. We combine the expertise required, with deliverables, owners and performance measures agreed during the assessment.

Route to Market and Distribution Models

Customer segmentation, route and frequency design, sales structure sizing, inventory policy, and economic model by channel. We work based on real sell-out data, not on office assumptions.

Commercial organization and capability building

Redesign of roles, territories, processes, KPIs, and incentives. We support the implementation and develop the skills the team needs to sustain the new model independently.

Category Management and Joint Business Planning (JBP)

Assortment by store format, profitability per square meter, and annual plans with key accounts. We transform annual discount negotiations into a growth plan with shared metrics.

Retail Execution Excellence

We improve availability, assortment, displays and compliance with sales visit standards. We prioritize gaps using data and fieldwork, agree on the scope, and implement standards and supervision routines. We validate improvements in pilot stores and measure progress against a baseline.

Shopper Marketing and Promotion Optimization

We turn purchase barriers into activation plans by channel and store. We define the shopper behavior that needs to change, design incentives and communication, and evaluate incremental sales and contribution to decide where to invest and what to scale.

Consulting solutions across the consumer goods value chain

Consumer goods manufacturers

We design and implement coverage, distribution and account management models. When needed, we manage the territory and transfer control to the team prepared to run it.

Distribution companies

We prioritize customers, routes and channels according to their potential and cost to serve. We align sales, inventory and logistics and implement routines to improve margins, coverage and collections.

Retail Chains

We improve category management, assortment and space allocation by store format. We combine joint business planning with manufacturers and Shopper Marketing to test decisions and measure their impact on sales, margins and inventory.

Categories we have worked in

  • Food and beverages,

  • Lubricants and automotive,

  • Personal and home care,

  • Tobacco,

  • Over-the-counter pharmaceuticals,

  • Building materials and hardware.

 

Each category carries its own channel logic, margin structure and turnover, and a commercial model that works in one does not transfer to another without rework.

Real results achieved in less than a year

+15–26% in volume per store Perfect Store Project, traditional channel

Perfect Store guide implemented by TMC Consultores for Sigma Alimentos in 320,000 stores in Mexico

+45% in strategic segments

Point-of-sale execution

Point-of-sale execution for Sigma Foods — results +45% in strategic segments

+70% in relevance of the recommended assortment

Perfect Store, 320,000 stores

Recommended assortment model per store developed by TMC Consultores for the traditional channel in Mexico
Sigma Alimentos, a client of TMC Consultores in commercial strategy and traditional channel Mexico
“…they helped us accelerate the sales and profitability process of our traditional channels in Mexico, defining the picture of success in more than 320,000 stores across the country”

Linda Rodríguez Vega

Hispanic Brands Marketing Director at Sigma

Senior expertise in strategy and implementation

Our partners are directly involved in assessment, design and field implementation. We combine experience with manufacturers, distributors and retail chains to connect commercial decisions with daily operations. More than 30 years of experience in consumer goods and retail.

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Juan Manuel Domínguez

CEO and Founding Partner
Route to Market and commercial strategy
30 years designing distribution models for leading manufacturers in Mexico, Venezuela and Central America.

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Carlos Ignacio Alfonzo

Managing Partner
Strategy and category development
Commercial consultant focused on consumer goods, Route to Market and organizational development in Latin America and the United States.

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Where can your commercial operation improve?

In a 30-minute conversation, we review your priorities, commercial performance and available data. We identify what to assess first and define the scope of a potential consulting and implementation project.

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