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Part V: Sales territory management and route
optimization

Getting to Know ESRI Business Analyst
Fred L. Miller, PhD
Murray State University
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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 technicians route
Optimize route efficiency with Business Analyst Desktops 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
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LITGL Decision Scenario
With three successful stores in place, Janice and Steven
wish to:
Add lawn and garden maintenance services as well as
organic pest-control services to LITGLs product line
Hire a six-person sales force, two at each store, to sell
these services to local consumers
Hire lawn-care teams and pest-control technicians to
service customer accounts
Design an effective sales territory system for the sales
force
Install a routing system for lawn-care teams and pest-
control technicians
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Relevant Business GIS Tools and Tasks
Create Territories layer using Territory Design
extension
Build sales territories around sales staff locations
relative to LITGLs three stores
Organize sales territories by store
Balance territories relative to sales potential
Identify clients to be included in customer service
technicians daily route
Design the most efficient routes for daily service calls
Determine resulting efficiencies and savings admission.edhole.com
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
customers
Use a spatial join to attach demographic and Tapestry Segmentation
attributes to customer features based on their location
Use summary tables to calculate geodemographic and Tapestry
Segmentation lifestyle profiles of high-volume customers
Use Tapestry Segmentation data with Market Potential Indexes to identify
customer values, media habits, product preferences, and purchasing patterns
Use this information to make product line and merchandising decisions
appropriate for Living in the Green Lanes best customers
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Create a sales territory system with
store and territory levels

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Balance territories geographically
and by sales potential
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Map service technicians daily service calls and
determine optimum route
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Business GIS learning goals and skills
In Part V, you will learn to use Business Analyst
Desktop to:

build sales territories around sales representatives homes with the Territory Design
extension
designate attributes and weights to use in preliminary territory balancing schemes
create multilevel sales organizational schemes (stores and territories)
realign sales territories to meet organizational objectives for geographic and sales
potential balance
designate stops on a service technicians route and add them to a map
optimize route efficiency with Business Analyst Desktops Find Route tool
determine efficiencies and cost savings resulting from route optimization
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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

admission.edhole.com
Part V: Sales territory management and route
optimization

Getting to Know ESRI Business Analyst
Fred L. Miller, PhD
Murray State University
admission.edhole.com