Route plans should be treated as a revenue system, not only a logistics task. Start from contribution tiers, then allocate visits based on expected value.
Plan beats around outlet contribution, not map geometry
Distance matters, but contribution matters more. If premium outlets are underserviced, shortest-path routing will still underperform.
- Create A/B/C outlet tiers from 90-day sales and growth potential.
- Set minimum visit frequencies per tier and enforce them first.
- Use travel-time optimization only after service-frequency constraints are locked.
Run a weekly route review rhythm
A weekly review with sales managers keeps route logic current as territories shift, new distributors onboard, and stock coverage changes.