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Whose territory does a new prospect belong to?

Does this sound familiar to you? We talk to companies all the time who have problems with who to allocate a new customer or prospect to when they ring the sales or franchise company or call centre. Sales territories have always been a bit of a problem to deal with, but this will no longer be a problem for people who use GeoSmart’s new BIonaMAP business intelligence SaaS (Software as a Service) application.

Old school BAU (Business As Usual) is still the way most sales and service companies work. They pin a map on the wall, draw the territory on it with a sharpie pen and write the name on the map. There are always arguments over whether a territory includes both sides of the road, where the suburb boundaries are and don’t even start about what happens when you want to modify a territory.

Queen Street

If the call centre or people taking the calls don’t have access to the map when new customers ring, there can be major time wasting and potential for problems ensuring that the right person is dealing with the client quickly and professionally in order to secure new business. There are also issues over making sure the address is correct. There are a dozen Queen Streets in Auckland and we have heard plenty of stories about people driving up and down a road in the wrong suburb looking for a client they are meant to be meeting with. Then there are vanity suburbs like the person on Remuera Road who say they are in Remuera, but they are actually in Newmarket and knowing which numbers of the street belong in which territory. It is a problem that has been around for years.

This problem goes away with BIonaMAP and there are a number of ways that we can deal with it. Some companies are simply going to use a query on the BIonaMAP home page which effectively allows you to start entering the address, with an autocompleter allowing you to select from a drop down menu to get the right one. Some companies are going to integrate this function right into their accounting software, CRM or other business database application, which means that the full correct address with Post Code and correct suburb as well as the coordinates are recorded into the right fields.

What makes this different? Database applications on their own can deal with suburbs or post codes, but typically can not deal with spatial queries, i.e. in what territory or polygon does this belong to? The answer effectively will be one of the following:

  • It belongs in Territory X.
  • It appears in Territory X and overlapping Territory Y (e.g. a sales and a service territory)
  • It doesn’t appear in any territory

If this is an issue that you have to grapple with in your business, why not contact us and ask us how BIonaMAP can help you?

BIonaMAP is available for New Zealand and Australia and has a host of location based business analytics capability. It is Software as a Service which means no software installation and it can be accessed by using a web browser. We also welcome inquiries from sales, service, franchise and other business consultants, resellers and systems integrators.

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May 1, 2012 Posted by | Australia Maps, Business Analytics, Business Intelligence, Business Tools, Data Mining, Distribution, geosmart, GIS, map tools, Mapping Applications, Marketing, new zealand, new zealand maps, SaaS, Sales, sales territory, systems integrator, territory management, Uncategorized | , , , , , , , , , , , , , , , , | Leave a comment

GeoSmart seeks channel partners and Systems Integrators for Route²GO Lite

We have had a route optimisation  product Route²GO for several years, but it has been at the complex end and designed for companies with a skilled IT department or systems integrators who typically work with Fleet Management companies such as Navman Wireless. This is great for the big guys who can cost justify a semi bespoke integration into their legacy systems or a new installation, but that doesn’t fit most companies in New Zealand.

We have just completed a new product called Route²GO Lite. This product can work stand-alone for people that have database skills and we are happy to offer it to companies who can deal with it, however what we are really looking for is companies who already have solutions that support people who travel in the field, mostly for business purposes of some sort. Route²GO Lite can add value to your application and of course we offer a generous income stream for software companies and channel partners who wish to add value to their products and services. It is a SAAS (Software as a Service) product and the pricing is based around usage of the services, with pricing scaled around volume usage. Please contact us to discuss how this can work for you.

Route²GO Lite has 2 components. The first component is geocoding. Geocoding is essentially generating spatial co-ordinates for each location (usually a street address, but could be anywhere, for example a jetty or a park bench for pizza delivery). Essentially a CSV file is uploaded and those addresses that don’t already have co-ordinates will have them added. The second component is identifying in which order to make the stops on a trip.

This in itself is wonderful, but software developers and systems integrators can make it far more relevant to the specific industry segment or activity, adding serious value to their products and solutions and providing a great ROI for their customers, and thereby improving client retention and increasing new sales and revenue opportunities. Future blogs will discuss more specifics about value adds. You might like to subscribe to or bookmark this blog.

Our target is to partner with companies who develop or sell and set up software solutions. Examples of the type of applications we are looking for are:

  • Sales Force Automation – Sales is often about how many visits you can make in a day, especially for merchandisers and travelling sales people.
  • Routine Delivery / Swap Out Services – This would also be a classic case for many repeat delivery type sales situations, for example delivery and exchange of gas bottles, water bottles etc. Also time critical runs such as medical test samples, the list goes on. Most business these days requires a degree of software to automate their operations, but they are usually focussed on business imperatives rather than the location logistics which are a major factor in the timeliness and quality of service.
  • Field Service Automation – There are many aspects to the field service such as Preventative Maintenance (PM) visits where time is the difference between being competitive and profitable or not. This includes meter reading, building inspections, security system maintenance, air conditioning maintenance, an endless variety of industries.
  • CRM – A lot of customer relationships are about visits.
  • Retail specialist Point of Sale – There are many software applications designed for retail stores such as furniture, appliances and other large items that require delivery. They are often good at recording the sale, collecting the delivery address etc, but there are challenges around charging a fair price for the delivery, giving the customer an estimate of when to expect the delivery etc. Route²GO Lite would replace the traditional bullseye method of doing deliveries which often can’t reflect the actual driving distance.

  • Taxi despatch applications. There are often situations where a taxi van has to pick up and drop off a number of people to different locations. It could be picking up elderly people to go to their hospital appointments, taking special needs children to school, picking up people to go to or from the airport. All of these situations can benefit from optimisation to reduce distance, time and stress, which all impact on the quality of the service, often with serious implications.
  • Security Industry software. What’s the best order for travelling security personnel for checking business locations? This can determine how many staff are needed to meet contractual obligations and provide the best service.
  • ERP and Logistics. There are many applications of all sizes from massive to small that automate the value chain in a business. Most businesses ultimately have an element that involves vehicles making several stops in one run. These solutions are designed to work together with 3rd party applications and plugins.
  • Accounting Software. On a per capita basis New Zealand has a phenomenal number of different accounting packages. Most of these support export and import of data from other sources, probably all of them support CSV import and export which is where Route²GO Lite excels.

If you have a software application that supports any of the industries listed above, or support these tpes of businesses please contact us to discuss how we can work with you. GeoSmart wants to help.

April 15, 2010 Posted by | Delivery, Uncategorized | , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , | Leave a comment

Route2GO Improving Productivity and Profit for New Zealand Companies

GeoSmart has just released a new version of  Route²GO as a web service, providing vehicle route optimisation for company fleets as small as one vehicle, but scalable to any size of fleet.

This new service is based on what we know of in the industry as The Travelling Salesman problem. In effect if I have x number of places to visit in a day, what is the most economic order to do them in?

Typically route optimisation involves buying an expensive piece of software that only large companies (by NZ standards) can afford, together with employing an expensive engineer to run it. GeoSmart has now released the same technology as a web service, pricing for which is transaction based. This means that it can be used by a furniture store with 1 truck, as easily as for a large company with many vehicles.

There is a small amount of work involved in order to access the web service, which can be done by web developers or anyone who understands how a web service works. It could be merged with something as simple as a spreadsheet, or tied in to a legacy application. It would work very nicely with a range of applications from CRM, Accounting Software, ERP, dispatch and more.

For technical details on how Route²GO works, please visit our Developer Pages. For examples and more information on the benefits, we have information here.

Now we are looking for NZ partners. We do not typically sell solutions to end users. We work with partners who can add this service as a value add into their solution, or perhaps even create a new niche solution. We have some partners already in this space, including companies like Gen-i and Navman Wireless, but we are also keen to find more.

Many products have a long ROI period, which makes them hard to sell, especially in today’s economy. Pricing for Route²GO is transaction based. This means that until you start using it, you pay nothing. Pricing is also scaled based on volume over a year and also the amount of detail in our output. The cheapest result is simply the order to drive the visits in, with the option of estimated driving time and distance for each stop. The next step includes turn by turn driving instructions and the full monte includes the ability to view and print out full turn by turn directions complete with route and locational maps, that can be panned and zoomed before printing or importing into an application.

What skills do you need? If you can structure a query as outlined here, then you have the requisite experience. We offer a free Developer Agreement to companies looking to partner with us. There are no costs associated in developing a solution or testing with this web service.

We are happy to meet with potential partners or clients, to discuss their needs and help them find the best solution both in the web service and the integration, but our part stops at that point as we do not compete with our channel.

Want to know more? Contact us.

November 30, 2009 Posted by | AA Maps, car navigation, Delivery, driving, driving directions, Freight, geosmart, GIS, gps, lbs, location based services, map tools, maps, navman, new zealand, new zealand maps, optmisation, route optimisation, Uncategorized, web maps | , , , , , , , , , , , , , , , , , , , , , , , | Leave a comment