Let’s do some basic calculation, no need for calculator, you don’t even need a pencil.
1- Assuming 40,000 H2s sold.
2- 5% go off road is 2,000 H2s.
3- Allot 10% sales to the big 5 states, CA, TX, FL, IL, NY/NJ. 200 off road H2s each big state.
4- LA/San Diego is double of Northern Calif. Size, so LA/San Diego has 120 off road H2s.
5- There are only so many spots you can go off road down there, plus Steve is well connected so he should know about every Hummer group or event.
6- Has Steve seen 120 H2s (accumulated) off road in the last 12 months? 100? 80? 50? Steve had 4 in the last run.
Let’s go back to the original question: if you are a Hummer businessman, do you target 2,000 customers or do you target 38,000 customer?
|