Reconfiguration of an Insurance Company's Sales Regions

Betsy D. Gelb and Basheer M. Khumawala
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Betsy D. Gelb: Department of Management, College of Business Administration, University of Houston, Houston, Texas 77004
Basheer M. Khumawala: Department of Management, College of Business Administration, University of Houston, Houston, Texas 77004

Interfaces, 1984, vol. 14, issue 6, 87-94

Abstract: The branch and bound method was used to find the “best” number of sales regions and to reconfigure regional boundaries for the Variable Annuity Life Insurance Company (VALIC). The solution specified (1) an increase in sales regions from 16 to 25, and (2) the geographic customer base to be served by each region. Savings were estimated to be $8,833,000.

Keywords: marketing: sales force; facilities/equipment planning: location (search for similar items in EconPapers)
Date: 1984
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Persistent link: https://EconPapers.repec.org/RePEc:inm:orinte:v:14:y:1984:i:6:p:87-94

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