Assigning Regions to Sales Representatives at Pfizer Turkey
25/12/2012
IE 251
Assigning Regions to Sales Representatives at Pfizer Turkey
Group Members:
TABLE OF CONTENTS
1. INTRODUCTION 3 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
IE 251
Assigning Regions to Sales Representatives at Pfizer Turkey
Group Members:
TABLE OF CONTENTS
1. INTRODUCTION 3 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