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1. MBAAdmission in India
By:
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2. 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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3. 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 skillsadmission.edhole.com

4. 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 LITGL’s 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 techniciansadmission.edhole.com

5. 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 savingsadmission.edhole.com

6. 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 Lane’s best customers
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7. Create a sales territory system with
store and territory levels
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8. Balance territories geographically
and by sales potential
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9. Map service technician’s daily service calls and
determine optimum route
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10. 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
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 technician’s route and add them to a map
optimize route efficiency with Business Analyst Desktop’s Find Route tool
determine efficiencies and cost savings resulting from route optimization
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11. 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
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12. Part V: Sales territory management and route
optimization
Getting to Know ESRI Business Analyst
Fred L. Miller, PhD
Murray State University
admission.edhole.com