lecture 5_chapter 8 cs lecture
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Part V: Sales territory management and route optimization
Getting to Know ESRI Business AnalystFred L. Miller, PhD
Murray State University
Presentation topics
This presentation will cover: The decision scenario for Living in the Green Lane Relevant business GIS tools and tasks Chapter 8: Building a profile of distinctive customer
characteristics Build sales territories around seed points with the Territory Design extension Designate attributes to use in territory balancing schemes Create multilevel sales organizational schemes Realign sales territories to meet organizational objectives Designate stops on a service technician’s route Optimize route efficiency with Business Analyst Desktop’s Find Route tool Determine efficiencies and cost savings resulting from route optimization
Evaluation of ROI for business GIS analysis Business GIS learning goals and skills
LITGL Decision ScenarioWith three successful stores in place, Janice and Steven wish to:Add lawn and garden maintenance services as well as organic pest-control services to LITGL’s product lineHire a six-person sales force, two at each store, to sell these services to local consumersHire lawn-care teams and pest-control technicians to service customer accounts Design an effective sales territory system for the sales forceInstall a routing system for lawn-care teams and pest-control technicians
Relevant Business GIS Tools and Tasks
Create Territories layer using Territory Design extension
Build sales territories around sales staff locations relative to LITGL’s three stores
Organize sales territories by store Balance territories relative to sales potential Identify clients to be included in customer service
technician’s daily route Design the most efficient routes for daily service calls Determine resulting efficiencies and savings
Chapter 8: Sales territory design and balancing; route optimization
In this chapter, you will perform the following Business Analyst Desktop tasks:Geocode customer data with locator services and symbolize it on a map Use Layer Properties to view attribute distribution and identify high-volume customersUse a spatial join to attach demographic and Tapestry Segmentation attributes to customer features based on their locationUse summary tables to calculate geodemographic and Tapestry Segmentation lifestyle profiles of high-volume customersUse Tapestry Segmentation data with Market Potential Indexes to identify customer values, media habits, product preferences, and purchasing patternsUse this information to make product line and merchandising decisions appropriate for Living in the Green Lane’s best customers
Create a sales territory system with store and territory levels
Balance territories geographically and by sales potential
Map service technician’s daily service calls anddetermine optimum route
Business GIS learning goals and skills
In Part V, you will learn to use Business Analyst Desktop to:
build sales territories around sales representative’s homes with the Territory Design extensiondesignate attributes and weights to use in preliminary territory balancing schemescreate multilevel sales organizational schemes (stores and territories) realign sales territories to meet organizational objectives for geographic and sales potential balancedesignate stops on a service technician’s route and add them to a mapoptimize route efficiency with Business Analyst Desktop’s Find Route tooldetermine efficiencies and cost savings resulting from route optimization
Evaluation of ROI for business GIS analysis
The costs of this Business Analyst application are: A Business Analyst Desktop, which includes the Territory Design
tool The time of managers and business GIS analyst
The benefits of this Business Analyst application are: Increased revenue from more sales calls resulting from efficient
territories and optimized routing Greater customer satisfaction and retention from more efficient
territories and optimized routing
The estimated incremental revenues are: More than $200,000 of increased revenue and reduced costs
Part V: Sales territory management and route optimization
Getting to Know ESRI Business AnalystFred L. Miller, PhD
Murray State University