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 A route is a collection of stops where a specific productis picked up and delivered to customers

The customers may include supermarkets ,delis

,grocery stores ,diners ,restaurants ,schools , nursinghomes and even factories and office buildings

Payment is made to the owner of the route for theproduct that has been delivered either by C.O.D. or on

a weekly basis

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There are many different types of routes that can bepurchased

Some categories include bread , meat and provisions

,beverages ,cookie ,cake, snacks , coffee catering, dairy , vending , newspaper ,ice cream, Fed Ex and evenoffice cleaning

Some of these are name brand routes and some are not

. The ones which are not are called independent routes

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Protection on a route refers to how a particularcompany secures their routes.

 A route protected by area means other route owners of that company can’t deliver in geographical area of a

route owner which is spelled out with specificboundaries .For instance Snapple , Wise ,Pepsi andFed Ex are household names and have geographicterritorial boundaries

Other routes can be protected by stops which meansthe geographical area that a route owner have when hebuys the route or adds while he owns the route areprotected but he don’t have a specific area 

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Offer a secure base

Offer a known distributor

Carry a recognizable brand name

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The routes other than name brand routes are calledindependent routes

Independent routes can pick up from more than 1

supplier and sometimes as many as 4-5 This guarantees best prices and diversified product

lines

Types of independent routes may include bread , cake

,meat ,provisions ,dairy ,vending and service routes Independent routes offer a higher net for a lower price

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Route sales is a large generic category that implies any position where the person delivers and or sells productto the same customers on a regular basis generally on aregular schedule

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Route sales people generally enjoy a great deal of predictability in their day 

They can shorten or lengthen their days to fit personal

schedule  As they visit the same customers on a regular basis

they will get to develop relationships and sometimesthe relationships may grow beyond simple

customer/vendor relationship

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Travel plan or pattern used by a sales person formaking customers in a territory 

 An integral part of process of establishing sales

territories and assigning sales personnel to them  A managerial activity 

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Identify the present and potential customers on aterritory map

Classify each customer into high , medium and lowsales potential

Decide call frequency for each class of customers

Build route plan around locations of high potentialcustomers

Computerized mathematical models are developed

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Reduction in travel time and cost by excludingbacktracking and crisis crossing by sales people intheir territory 

Improvement in territory coverage

Sales people reduce their travel time and increaseselling time

Helps sales management in obtaining closer control

over sales personnel’s movements and the way they spend their time

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Routing reduces the salespeople’s flexibility andinitiative

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Straight line pattern

 With a straight line routing pattern salespeople startfrom their offices and make calls in one direction untilthey reach the end of the territory. At that point they change direction and continue to make calls on astraight line following the new vector . This pattern works best when accounts are located in clusters thatare at some distance from one another.

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Cloverleaf pattern

The cloverleaf pattern is best used when accounts areconcentrated in different parts of the territory andtravels in a circular loop back to the starting point.Each loop could take a day ,a week ,or longer tocomplete .A new loop is covered on each trip until theentire territory has been covered.

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Major City Pattern

 When the territory is composed of a majormetropolitan area , the territory is split into a series of geometric shapes reflecting each one’s concentrationand pattern of the territory.

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Entails mapping out where deliveries shouldcommence in the morning ,roads that should beetravelled and where an individual should end up atthe end of the day 

Enables a delivery person to use the most direct routeto each location

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More deliveries completed per day 

Save on fuel expenses

Prevent wear and tear of vehicle

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Map-plotting tools , including GPS can be used toconstruct a daily route

Individual’s company may have a proprietary mappingsoftware available

These tools can save time from old methods of plottingmaps by hand

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Enables a delivery person to reach destinations that arefarther away before moving on to those that are closerto the company or his home

For those with wider coverage areas(in case of routesales or vending)it can help a person to complete oneregion before moving on to another one

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