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Route-to-Market
The best commercial plan is worth nothing if the pack never reaches the shelf. Choose the right channel and partner for every outlet, spend field time where it pays back, and see execution as it happens, not after the quarter closes.
Powered by Enact
Know what every outlet needs before the rep walks in.
Route-to-market problems rarely announce themselves. Enact's agents watch distributor, outlet and field-visit data around the clock and raise what needs attention: a pack slipping out of high-potential outlets, a partner running low on stock, visits spent where they return the least. Sales managers review the recommendation, approve it, and it lands on the right rep's route.
This morning's signal
The new 250ml pack is dropping out of high-potential outlets in the northern region, and two distributors there are running low on stock.
Agents on it
Coverage Planning AgentOutlet Segmentation AgentDistributor Performance AgentJourney Planning AgentPerfect Store AgentExecution Learning Agent
On the field team's route today
- Priority outlets and must-sell gaps on each rep's route
- Replenishment orders raised with the distributor
- Visit frequency cut where cost-to-serve outweighs potential
- Follow-up tracked, so next cycle's plan learns from it
Coverage Planning Agent
Recommends which outlets to serve through which channel and partner, and how often, based on outlet potential and cost-to-serve.
Outlet Segmentation Agent
Segments outlets by potential rather than past sales and sets the must-sell assortment and service level for each segment.
Distributor Performance Agent
Tracks secondary sales, stock, fill rates and claims across partners and flags where distributor execution is eroding distribution or margin.
Journey Planning Agent
Balances territories and builds journey plans so field time follows opportunity, not habit.
Perfect Store Agent
Checks must-sell and shelf standards outlet by outlet, and recommends orders and next-best actions for every visit.
Execution Learning Agent
Compares planned and actual execution and refreshes coverage rules, segment targets and visit plans for the next cycle.
Solution Overview
A strong commercial plan only creates value when it reaches the shelf. In many CPG businesses that last mile runs through a mix of direct accounts, distributors, wholesalers and eB2B platforms, each with its own data, economics and incentives. Outlets are served at the same frequency regardless of potential, must-sell SKUs go missing where they matter most, and distributor performance is only visible after the quarter closes. Route-to-market intelligence connects these decisions: who to serve, through which channel, how often and with what assortment. Paired with Revenue Growth Management, it turns pricing, promotion and assortment plans into consistent execution in every outlet.
Core Capabilities
Explore our specialized AI-powered capabilities within route-to-market
Channel & Coverage Design
Decide which outlets to serve through which channel and partner (direct, distributor, wholesale or eB2B) and how often, based on outlet potential and cost-to-serve.
Distributor Performance Management
Bring secondary sales, stock, fill rates and claims into one view, and flag where distributor execution or economics erode margin and distribution.
Sales-Force Effectiveness
Segment outlets by potential rather than past sales, then balance territories, journey plans and visit frequency so field time follows opportunity.
Perfect Store & Retail Execution
Define what good looks like at the shelf for each outlet segment, recommend orders and next-best actions, and track execution from every visit.
Start With One Region, Then Roll Out
Prove the model in one territory or distributor network, then roll it out to every rep and partner.
01
Discover
Map your channels, distributors, outlet universe and field-sales model, and size where cost-to-serve and lost distribution are leaking value.
02
Prove
Pilot in one region, channel or distributor network. Build the outlet, coverage and execution models and measure against an agreed baseline.
03
Embed & Scale
Roll out to further territories and partners, embed recommendations into field and distributor workflows, and track value continuously.
Why Choose Our Route-to-Market?
Lower cost-to-serve by matching channel, partner and visit frequency to outlet value
Wider distribution of must-sell SKUs in the outlets that matter most
RGM plans that actually land at the shelf, not just in the customer plan
One view of distributor stock, secondary sales and claims
Field teams spending their time on the highest-potential outlets
Value measured against a baseline agreed up front with commercial and finance teams
Industry Applications
See how our route-to-market deliver impact across different industries
Consumer Packaged Goods
Outlet segmentationDistributor managementMust-sell SKU compliance
Food & Beverages
Coverage and visit frequencyVan and direct-store deliveryCold-chain outlet prioritisation
Personal & Home Care
Traditional and modern trade mixeB2B and wholesale channelsPerfect store standards
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