Anticipating Customer Needs

One of the important roles of the Sales Routing System the anticipation of the Peachy Business Forms' customer's needs. The Sales Routing System implements a simple scheme to anticipate when a salesperson should next visit one of his/her customers. The scheme to anticipate visits is presented below:

1. Retrieve the last 20 orders.
2. Compute the average of the last five orders.
3. Compute the average of the remaining orders.
4. Weight the average of the last five orders as 70%.
5. Weight the average of the remaining orders as 30%.
6. Compute the weighted average of these two values.
7. Factor in the number of visits during the last 20 orders where the customer did not make a purchase.

The resulting number of days will be used to anticipate when to next visit the customer. In addition, the customer will appear on the salesperson's route list at least one week in advance of this date to prevent problems when a salesperson becomes backlogged.

The scheme presented above is only the first step. In the working model, this technique must be tested and tuned. It is possible that this scheme may be found unworkable and will need replacement. One of dHACs' philosophies is that we are here for long run to provide support for Peachy Business Forms after delivery. This system tuning process is what dHACs Software hopes is the beginning of a long relationship with Peachy Business Forms.