Optimasi Alokasi dan Penjadwalan Kunjungan Salesman pada General Trade Sidoarjo di Perusahaan FMCG Health & Hygiene Berbasis Integer Programming

Putra, Syifa'ur Rahman Hidayat (2026) Optimasi Alokasi dan Penjadwalan Kunjungan Salesman pada General Trade Sidoarjo di Perusahaan FMCG Health & Hygiene Berbasis Integer Programming. Other thesis, Institut Teknologi Sepuluh Nopember.

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Abstract

peluang terjadinya transaksi pada gerai General Trade (GT), sehingga penentuan frekuensi dan jadwal kunjungan yang tepat menjadi aspek krusial dalam mendukung efektivitas penjualan. Namun, perusahaan masih menerapkan kebijakan frekuensi kunjungan yang relatif seragam, di mana sebanyak 1.067 dari 1.069 gerai (99,81%) dikunjungi dengan pola biweekly, tanpa mempertimbangkan perbedaan karakteristik transaksi maupun potensi pembelian masing-masing gerai. Kondisi tersebut menyebabkan pemanfaatan kapasitas kunjungan salesman belum optimal dan berpotensi menurunkan efektivitas kunjungan. Penelitian ini bertujuan untuk menentukan alokasi frekuensi kunjungan salesman yang optimal berdasarkan karakteristik transaksi historis setiap gerai, menyusun jadwal kunjungan dalam bentuk Permanent Journey Plan (PJP) yang memenuhi batasan operasional perusahaan, serta mengevaluasi potensi peningkatan Effective Call Rate (ECR) sebagai indikator efektivitas kunjungan. Penentuan frekuensi kunjungan dilakukan menggunakan pendekatan Multiple Choice Knapsack Problem (MCKP) dengan fungsi reward berbasis konsep diminishing return, sehingga peningkatan frekuensi kunjungan memberikan tambahan manfaat yang semakin kecil. Selanjutnya, hasil frekuensi optimal digunakan sebagai input pada model Scheduling Programming (SP) untuk menyusun jadwal kunjungan harian dengan mempertimbangkan kapasitas kunjungan salesman, aturan kunjungan mingguan, pola pembelian historis pelanggan, serta berbagai business rule perusahaan. Dua skenario penjadwalan dikembangkan, yaitu Skenario 1 yang berfokus pada pemerataan beban kerja mingguan dan Skenario 2 yang mempertimbangkan pola pembelian historis melalui pendekatan fixed day. Hasil optimasi frekuensi menghasilkan perubahan komposisi kunjungan menjadi 155 gerai weekly, 600 gerai biweekly, dan 314 gerai monthly, sehingga distribusi frekuensi menjadi lebih adaptif dibandingkan kondisi existing. Pada tahap penjadwalan, Skenario 1 menghasilkan solusi yang sepenuhnya feasible, sedangkan Skenario 2 memerlukan penyesuaian fixed day threshold dari 50% menjadi 70% agar seluruh batasan model dapat dipenuhi. Evaluasi terhadap hasil optimasi menunjukkan potensi peningkatan Effective Call Rate (ECR) rata-rata sebesar 9,03% dibandingkan kondisi existing tanpa menambah kapasitas kunjungan salesman. Hasil penelitian menunjukkan bahwa integrasi pendekatan MCKP dan SP mampu menghasilkan alokasi frekuensi serta jadwal kunjungan yang lebih optimal sesuai dengan keterbatasan operasional, sehingga dapat menjadi dasar pengambilan keputusan dalam pengelolaan aktivitas kunjungan salesman pada industri FMCG.
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Salesman visit activities play a crucial role in increasing transaction opportunities at General Trade (GT) outlets, making the determination of appropriate visit frequencies and schedules essential for improving sales effectiveness. However, the company currently applies a relatively uniform visit policy, where 1,067 out of 1,069 outlets (99.81%) receive biweekly visits regardless of differences in transaction characteristics and purchasing potential. This practice limits the effective utilization of salesforce capacity and may reduce overall visit effectiveness. This study aims to determine the optimal salesman visit frequency allocation based on each outlet's historical transaction characteristics, develop a feasible Permanent Journey Plan (PJP) that satisfies operational constraints, and evaluate the potential improvement in the Effective Call Rate (ECR) as a measure of visit effectiveness. The study utilizes historical transaction and visit data from 1,069 General Trade outlets in the Sidoarjo area collected between August 2025 and January 2026. The optimal visit frequency allocation is determined using the Multiple Choice Knapsack Problem (MCKP) with a reward function based on the diminishing returns concept, ensuring that additional visit frequency provides progressively smaller incremental benefits. The resulting optimal frequencies are subsequently used as inputs to a Binary Integer Programming (BIP) model to generate daily visit schedules while considering salesman capacity, weekly visit requirements, historical purchasing patterns, and the company's operational business rules. Two scheduling scenarios are proposed: Scenario 1 emphasizes balanced weekly workloads, while Scenario 2 incorporates historical purchasing patterns through a fixed-day scheduling approach. The optimization results allocate 155 outlets to weekly visits, 600 outlets to biweekly visits, and 314 outlets to monthly visits, producing a more flexible distribution than the existing policy. During the scheduling phase, Scenario 1 generates a fully feasible solution, whereas Scenario 2 requires increasing the fixed-day threshold from 50% to 70% to satisfy all model constraints. The optimized solution demonstrates the potential to improve the average Effective Call Rate (ECR) by 9.03% compared with the existing approach without increasing salesman visit capacity. These findings indicate that integrating the Multiple Choice Knapsack Problem and Binary Integer Programming provides an effective and operationally feasible decision-support framework for determining optimal visit frequency allocation and daily scheduling, thereby supporting more efficient salesforce management in the fast-moving consumer goods (FMCG) industry.

Item Type:	Thesis (Other)
Uncontrolled Keywords:	Salesman; General Trade; Multiple Choice Knapsack Problem; Binary Integer Programming; Penjadwalan Kunjungan; FMCG. Salesman; General Trade; Multiple Choice Knapsack Problem; Binary Integer Programming; Visit Scheduling; FMCG.
Subjects:	H Social Sciences > HD Industries. Land use. Labor > HD56.25 Industrial efficiency--Measurement. Industrial productivity--Measurement.
Divisions:	Faculty of Industrial Technology and Systems Engineering (INDSYS) > Industrial Engineering > 26201-(S1) Undergraduate Thesis
Depositing User:	Syifa'ur Rahman Hidayat Putra
Date Deposited:	20 Jul 2026 08:38
Last Modified:	20 Jul 2026 08:38
URI:	http://repository.its.ac.id/id/eprint/135246

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