Route to Market consulting that goes all the way to implementation
We quickly identify where the problem is in the architecture of the commercial model.
Volume grows and margin does not follow. Distributors report high coverage while execution at the point of sale tells a different story. Some routes generate revenue and destroy value once the real cost to serve is assigned to them. Direct sales and third party sales overlap in the same territory with no rules.
After thirty years in the field we recognize these patterns in the first conversation, and we know which one is costing money right now.
Three areas of work
We help your organization evolve from empirical processes to a predictable, profitable, and scalable business model through our three lines of expertise:
We work across the full chain, not one link of it
Categories we have worked in
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Food and beverages,
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Lubricants and automotive,
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Personal and home care,
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Tobacco,
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Over-the-counter pharmaceutical,
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Building materials and hardware.
Each category carries its own channel logic, margin structure and rotation, and a commercial model that works in one does not transfer to another without rework.
Market entry and expansion in Latin America and the United States
Entering a new market is not solved by finding a local distributor. The companies that consolidate define their coverage model, commercial structure, retail relationships and governance rules with third parties from day one. We support international companies entering Mexico, Central America and the Caribbean, and Latin American companies entering the United States.
Results in weeks, not years
+15–26% in volume per store Perfect Store Project, traditional channel
+45% in strategic segments
Point-of-sale execution
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+70% in relevance of the recommended assortment
Perfect Store, 320,000 stores
“…they helped us accelerate the sales and profitability process of our traditional channels in Mexico, defining the image of success in more than 320,000 stores across the country”
Linda Rodríguez Vega
Hispanic Brands Marketing Director at Sigma
Business decisions based on data, not intuition
We segment portfolios of thousands of clients with clustering models, calculate the cost of serving per client and per route, and build the financial models that allow us to evaluate the feasibility of a change before implementing it.
In a recent project, this meant processing 22,000 sell-out records to identify where the customer's growth potential really lay.
Partners work on the project, not just on the cover of the proposal
TMC does not sell a senior team and deliver with juniors. Partners take part directly in the diagnostic, the design and the field work. More than seventy years of combined experience across the full CPG chain in Latin America, Spain and the United States.
