Insights on commercial strategy in mass consumption and retail

In our work with manufacturers, distributors, and retail chains in Latin America, we constantly identify opportunities to improve business strategy, channel management, and market execution.

In this section, we share analyses, experiences, and lessons learned from real-world business transformation projects. The topics we cover reflect the challenges companies face when seeking profitable growth, strengthening their market presence, and improving the management of their distribution channels.

Our insights cover topics such as Route to Market, distributor management, Category Management, negotiation with retail chains, and development of commercial organizations.

Areas of knowledge

Our content is organized around different areas of knowledge that are part of the work we do with our clients.

Route to Market

The design of the distribution model largely determines the growth capacity of a company in the mass consumer goods sector.

In this area we analyze how to design efficient coverage models, manage distributors and expand the brand's presence in different sales channels.

Category Management

Growth in the modern channel requires strategic category management and a collaborative relationship with retail chains.

Here we analyze Category Management practices, the development of Joint Business Plans, and strategies to strengthen brand presence on the shelf.

Commercial Organization

Sales performance depends largely on the sales team structure, business processes, and performance management.

Here we analyze how to design more productive commercial organizations that are aligned with the business strategy.

Retail

Growth in retail chains depends on the ability to understand channel dynamics and execute correctly at the point of sale.

In this section we explore practices to strengthen brand presence in retail, improve in-store execution, and increase product turnover on the shelf.

Explore insights by topic

Select the area that is most relevant to your company's business challenges.

Route to Market (RTM)

Analysis and experiences on designing distribution models, managing distributors, and commercial expansion in mass consumer goods and retail in Latin America.

Mexico wholesale channel FMCG 2026 defensive year ISCAM — Route to Market analysis TMC Consultores

Wholesale Channel in Mexico 2026: A Defensive Year for FMCG

ISCAM calls it a defensive year. The Mexican wholesale channel grew just 0.5% in volume in 2025 and faces logistics insecurity, weak remittances and cost pressure in 2026. Five Route to Market decisions for FMCG manufacturers before the year advances.

Route to Market (RTM)

5 min read

Venezuela tax reform 2026 FMCG distributors — TMC Consultores

Venezuela 2026: The upcoming tax reform and what it means for FMCG distributors

Venezuela activated a structural tax reform on April 8, 2026. Formal companies pay up to 80% of profits in taxes. Over 60% of the economy operates informally. Why formalization is no longer an ethical question for FMCG distributors — it's a competitive one. Three priorities for the next 90 days.

Route to Market (RTM)

6 min read

Canal tradicional México creció 8.2% en 2026 mientras supermercados caen 20% — análisis TMC Consultores

The traditional channel grew 8.2% in Mexico while supermarkets lost more than 20% in units — and what that means for your distribution strategy in 2026

NielsenIQ confirms the most important shift in Mexican FMCG: traditional trade grew 8.2% while supermarkets lost over 20% in units. Three concrete Route to Market decisions manufacturers must take before 2026 advances.

Route to Market (RTM)

6 min read

Key accounts consumo masivo Venezuela canal moderno Route to Market 2026 — análisis TMC Consultores

Key accounts in mass consumption: how the recovery of the modern channel in Venezuela forces you to redesign your Route to Market

Venezuela's modern trade channel has recovered 40.3% of consumer spending — up from 35% at the crisis low. 64 new stores opened in 2025, 40 more projected for 2026. But the channel coming back is not the same. What that means for FMCG manufacturers in key accounts, Route to Market and distributor management.

Route to Market (RTM)

10 min read

Latest article

At TMC Consultores we constantly analyze the challenges faced by manufacturers, distributors and retail chains in Latin America.

Our latest insight explores a topic relevant to companies seeking to strengthen their business strategy, improve the management of their distribution channels, and increase the effectiveness of their execution in the market.

Wholesale Channel in Mexico 2026: A Defensive Year for FMCG

Carlos Alfonzo