The report that helps ensure no customer is missed within a zone is:
Z102 – Marketing Zone Customer Coverage and Activity Report
This report is designed for distribution driven operations where every active customer in a Marketing Zone must be covered within a defined period.
Coverage Control
It ensures coverage by:
• Listing all customers in the selected Marketing Zone
• Displaying whether activity has been recorded for each customer
• Treating order booking through Proforma Invoice, billing through Commercial Invoice, payment collection or a recorded visit Event as valid coverage
• Identifying customers with no activity during the selected period
If none of these activities exist, the customer is considered uncovered.
Route Discipline Monitoring
Customers are arranged by default according to a predefined route map sequence. The system expects the Sales Person to follow this order.
When activity is recorded for customer 1, the system indicates that customer 2 is the next expected stop. If customer 3 is visited before customer 2, an internal alert is triggered.
Escalation alerts to supervisors are generated only after a configurable delay. This allows operational flexibility in cases where nearby customers are attended based on availability.
Route Map Requirement
For this mechanism to function effectively:
• A proper route map must be configured
• Correct sequencing of customers is critical
• Geo location tracking is optional and may be used if desired
The route sequencing button is available within the same report. Customers can be rearranged easily using drag and drop functionality.
Best Practice Recommendation
Inactive customers within a zone should be deactivated. This ensures:
• The route list remains clean
• Only active customers are included
• Coverage monitoring remains meaningful
• Alerts are not triggered unnecessarily
Z102 therefore acts as:
• A customer coverage assurance tool
• A field force discipline monitor
• A route adherence control mechanism
• An operational alert trigger system
This is one of the core reports for structured distribution management.
