Field sales service uses territory management system to increase efficiency...

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The challenge

Tactical Solutions operates a field sales service with a team of representatives routinely visiting 1,650 retail outlets. They work with store staff to find and fix all stock replenishment issues for supermarkets such as ASDA and Tesco and household names like Heinz, Del Monte and Jordans.

With their reps visiting several clients each day Tactical Solutions needed a system that would tell them the best order for visiting outlets on a daily schedule. They need to keep redundant travelling time to a minimum, enabling reps to make more visits each day.

The solution

The Scheduler within the Prospex mapping software was developed with Tactical Solutions to meet these needs. In the first planning stage Tactical imports a list of all the stores to visit and their reps’ locations. Prospex allocates the reps to realistic and balanced territories. The Scheduler then generates daily call plans. Tactical specify the number of days and hours each rep works and the time spent at each location.

To save time and fuel, the Scheduler calculates what visits to make on what days and the most efficient order to make those visits in. The spreadsheets of the daily and weekly sales schedules are exported so each rep has a clear view of their appointments.

The second phase saw Beacon Dodsworth creating additional tools to improve and add to a schedule plan when, for example, a new client or store is added. It does this whilst keeping the same original schedule, adding the new calls in on a best-fit basis or, when appropriate, rebuilding schedules from scratch.

An automatic mode means that the whole sales force can be rescheduled in minutes or hours rather than days or weeks like it previously took to do manually.

The benefits

The use of the software has not only reduced Tactical Solutions’ planning time in allocating calls, but also reduces their travel time and mileage between them. The procedure of scheduling visits is now automatic but can also be tweaked manually, if needed.

Tactical sets weightings and the schedule quickly redefines if new factors evolve, such as a new rep joining.

» Find out more about scheduling visits with Prospex

Beacon Dodsworth Ltd.
5 Middlethorpe Business Park, Sim Balk Lane, Bishopthorpe, York. YO23 2BD
Tel. +44 (0)1904 701020 email info@beacon-dodsworth.co.uk

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