Case Study: Royal Caribbean Cruises Ltd. boosts sales coverage with CACI's headcount analysis and territory optimisation

Providing Cruises with Headcount Analysis and Territory Optimisation

Royal Caribbean Cruises Ltd. worked with CACI Limited to improve the performance of its European field sales teams. The company needed a more accurate way to estimate headcount requirements and a better method for defining sales territories, after relying on manual, subjective processes that led to uneven workloads and excessive driving time.

CACI Limited used its InSite FieldForce headcount analysis and territory optimisation solution to model staffing needs, balance territories, minimise travel time, and identify ideal base locations for recruitment. The result was a more efficient, targeted field sales operation, with call coverage increasing from 2,500 to 6,000 travel agents, and Royal Caribbean Cruises Ltd. now reviews headcount and territory design annually to maintain these gains.

Royal Caribbean Cruises Ltd.

Ben Bouldin

Associate Vice President and Managing Director for UK & Ireland