# Assigning Regions to Sales Representatives at Pfizer Turkey

Pages: 9 (2017 words) Published: July 8, 2013
25/12/2012

IE 251

Assigning Regions to Sales Representatives at Pfizer Turkey

Group Members:

1. INTRODUCTION3
2. WORK CONDUCTED IN CASE STUDY 3 3. Mathematical Model 5 4. SENSITIVITY ANALYSİS 6 5. CONCLUSİON 7 6. APPENDİX 8

1. INTRODUCTION
First of all, in our case, which is assigning regions to sales representatives at Pfizer Turkey, we have some problems to solve and when we solve these we have two main goals. The First goal is minimize the disruption. We minimize disruption because we do not want to change on current system. The second goal is improving current system Pfizer Turkey. This changing should minimize total travel distance between sales representatives (SRs) which in the center brick and other brick which associated them. When we do these we should consider the travel distance and make sure not to reassign too many bricks an also we need to make sure that there is a reasonable balance of workload among SRs. We have 30 bricks and 5 of them are the center bricks in Istanbul. We should choose the best location of them with minimum travel distance and minimum disruption. 2. WORK CONDUCTED IN CASE STUDY

The current structure of sales territories can be seen on Figure 1. The total travel distances between SR offices and Bricks is 409.75 km. The current workload of first SR office is 0.805, second one is 1.0286, third one is 1.4349, fourth one is 0.6803 and fifth one is 1.0512. We calculated these. Travel distances between SR offices and Bricks can be observed in Appendix Table 1 and index value of workload can be seen in Appendix Table 2. However, we have to bind the workload between 0.8 and 1.2. We used Excel programing for this purpose. We defined our constrains, parameters and restrictions and tried to solve it. We used estimated travel distance and disruption with index value in this part. SR#| Center Brick #| Bricks Assigned|

1| 1| 1, 2, 5, 6, 11|
2| 4| 4, 7, 8, 9, 13, 28|
3| 12| 3, 10, 12, 14, 17, 18, 22|
4| 16| 16, 19, 20, 21, 23|
5| 29| 15, 24, 25, 26, 27, 29, 30|
Figure 1: Current Structure of Sales Territories

PART 1
For minimizing disruption only we solve it. We observe only one changing which is on 22nd brick. This brick take from 3rd SR and give to 4th SR. The objection function which is minimizing disruption would be 0.2531 and this is the minimum disruption. Total travel distance would be 393.82 km. PART 2

For minimizing total travel distance only we solve it again. We observe several chancing on bricks. The new structure of sales territories can be seen Figure 2. The objection function which is minimizing total travel distance would be 296.32 km and disruption would be 2.0447 and this is the maximum disruption. SR#| Center Brick #| Bricks Assigned|

1| 1| 1, 2, 8, 9|
2| 4| 3, 4, 5, 6, 7, 10, 28|
3| 12| 11, 12, 14, 17, 20|
4| 16| 15, 16, 18, 19, 21, 23|
5| 29| 22, 24, 25, 26, 27, 29, 30|
Figure 2: The New Structure of Sales Territories
PART 3
We find the minimum and max disruption from first and second solution (part 1 and part 2). The minimum disruption from first part is 0.2531 and the maximum disruption from second part is 2.0447. We try some another disruption to find the best solution. We try 10 different total disruptions and solve them. We observe values that are in the Figure 3 and answer report of these will be posted as a soft copy. When we decrease the total disruption the total travel distance will...