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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.

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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.

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Retail

Insights on retail strategy, category management, shopper behavior and commercial execution for retail chains in Latin America.

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.

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