ons that might otherwise never have taken place. 4. 3 Market Analysis As indicated by the illustrations, we must focus on a few thousand well- chosen potential customers in the United States, Europe, and Latin America. These few thousand high-tech manufacturing companies are the key customers for Progressive. Potential Customers Growth rate ____________________________________________________ U.S. High Tech 5,000 10% European High Tech 1,000 15% Latin America 250 35% Other 10,000 2% ____________________________________________________ Total 16,250 N.A. 5. 0 Strategy Summary Progressive will focus on three geographical markets, the United States, Europe, and Latin America, and in limited product segments: personal computers, software, networks, telecommunications, personal organizers, and technology integration products. The target customer is usually a manager in a larger corporation, and occasionally an owner or president of a medium- sized corporation in a high-growth period. 5. 1 Pricing Strategy Progressive Consulting will be priced at the upper edge of what the market will bear, competing with the name brand consultants. The pricing fits with the general positioning of Triangle as high-level expertise. Consulting should be based on $5,000 per day for project consulting, $2,000 per day for market research, and $10,000 per month and up for retainer consulting. Market research reports should be priced at $5,000 per report, which will of course require that reports be very well planned, focused on very important topics very well presented. 5. 2 Sales Forecast The sales forecast monthly summary is included in the appendix. The annual sales projections are included here in the following table. Sales Forecast Sales 1995 1996 1997 __________________________________________________________________ Retainer Consulting $200,000 $250,000 $325,000 Project Consulting $270,000 $325,000 $350,000 Market Research $122,000 $150,000 $200,000 Strategic...
