Based on the market share the company achieved in the previous year. Any company that is in a growth mode should be targeting a ½ point to 1 full point of market share growth.
Current Customer Product Mix:
We need to evaluate the customer mix of product, by segment, of the MIF of each existing Sales territory.
Lower segment populated territories will require far more-base that higher-segment populated territories… so we need to evaluate the territory on this criteria.
We recommend that the average retail territory have a base that can generate $20,000 to $25,000 in current customer renewal business and an additional $5,000 to $10,000 in net new business opportunity.
How Much of Your Based if Term-Based Business:
Term based business is a combination of leased and bid business.
No one knows the upgrade timing of a purchased device; so… we recommend using term business as the criteria for the value of the MIF and let purchased equipment upgrades be the “cherry on top of the cake”.
Understand The Company’s Average Selling Price:
Know the average selling price the company is realizing, by segment….. for black and white and business color devices.
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