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The Hillman
Group is a "nuts and bolts" kind of company. Literally. It is a
$380 million distributor of fasteners, screws, washers and, yes, nuts
and bolts. They have 25,000 customers that range from Wal-Mart, Lowe’s,
Home Depot, True Value and Sears to the "mom and pop" hardware stores
that are the mainstay of small towns and rural centers. But with more
than 600 sales representatives scattered throughout the U.S., trying to
efficiently align sales territories is a challenge (figures 1 and 2).
Sticking pins in wall maps to see the locations of sales
representatives with respect to customers simply added up to too many
pins. The company needed a better solution.
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