Mexico is the fifth largest country in the Americas by total area and the thirteenth largest independent nation in the world. With an estimated population of over 113 million, it is the world’s eleventh most populous country. Mexico is a federation comprising thirty-one states and a Federal District, the capital city.
Mexico has one of the world’s largest economies and is considered an upper-middle income country by the World Bank. It has the thirteenth largest nominal GDP and the eleventh largest GDP by purchasing power parity.
The paved-roadway network extended for 116,802 km (72,577 mi) in 2005; 10,474 km (6,508 mi) were multi-lane freeways or expressways. Add to that parking lots, driveways, and pathways.
Using our home state of Ohio (with an area of about 116,000 km2 and 12 million population) as an indication of territory size, and keeping in mind that some territories are much smaller and some much larger, both in size and population, we find that Mexico can be divided into approximately 14 territories, as follows:
[Please note: areas 8 and 9 are already taken and differ somewhat from other areas due to the history of these relationships.]
1. Baja Californina 74,000 km2 and over 3 million population and Baja California Sur with 71,000 km2 and less than 1 million population could be one territory.
2. Sonora with an area of almost 180,000 km2, and bordering the US, is highly suitable as another territory, even though population is only about 3 million. (New Mexico, for instance, with only 2 million population is a high-performing territory in the US.)
3. Even more so, Chihuahua, also bordering on the US, and with an area of almost 250,000km2 and almost 4 million population, should be considered a separate territory.
4. The same goes for Coahuila, with about 150,000 km2 and almost 3 million population.
5. Nuevo León with about 65,000 km2 and almost 5 million population and Tamaulipas with about 80,000 km2 and 3 million population, both bordering the US, could be considered separate territories, but the combined area would be a great market opportunity for the right sales team. We will, therefore, consider this one territory.
6. Durango with 123,000 km2 and almost 2 million population is large enough to be a separate territory, but we’ll add Sinaloa with over 57,000 km2 and almost 3 million population to make it a great territory.
7. San Luis Potosí with 60,000 km2 and almost 3 million population, Zacatecas with 75,000 km2 and 1.5 million population, and Nayarit with 28,000 km2 and 1 over million population would similarly make a great territory.
8. Next, Jalisco with 79,000 km2 and over 7 million population, Colima with less than 6,000 km2 and less than 1 million population, Aguascalientes with almost 6,000 km2 and over 1 million population, Michoacán with almost 59,000 km2 and over 4 million population, and the northern part of Guanajuato (with a total area of 30,000 km2 and 5.5 million population) are one territory. We already have a licensee for this territory, who has been in operation for more than a decade. We refer to this territory as the Guadalajara territory.
9. The southern part of Guanajuato (with a total area of 30,000 km2 and 5.5 million population), Querétaro with almost 12,000 km2 and 2 million population, Estado de Mexico with over 22,000 km2 and 15 million population, Distrito Federal with 1,500 km2 and 9 million population, and Morelos with 5,000 km2 and 2 million population make up another territory, which is already taken and in the process of being developed. We refer to this territory as the Estado de Mexico territory.
10. Hidalgo with almost 21,000 km2 and 3 million population, Tiaxcala with 4,000 km2 and 2 million population, and Puebla with 34,000 km2 and 6 million population would be the next territory.
11. Veracruz with 72,000 km2 and 8 million population would be next.
12. Guerrero with 64,000 km2 and 3.5 million population can be combined with Oaxaca with 94,000 km2 and 4 million population for a large size territory, and also a good size population base.
13. The next territory would be Chiapas with 73,000 km2 and 4 million population and Tabasco with 25,000 km2 and over 2 million population.
14. The final territory would be Campeche with 58,000 km2 and under 1 million population, Quintana Roo with 42,000 km2 and over 1 million population, and Yucatán with 40,000 km2 and 2 million population.
The main purpose of this division into territories is to assign responsibilities for developing each and every one of them as completely as possible. As a rule, we would like to see a full time 2-person sales team in each territory. We would also like to see these teams stocking a representative inventory of SealMaster products and equipment in each territory, both to sell and to conduct demonstrations. We would also like to see average yearly sales per salesperson exceeding $1 million within 3 years. Finally, we would like to see monthly marketing and sales reports from each sales team.
This is, of course, not the final determination of territories, but an indication of how to think about developing SealMaster Mexico.
We are also open to especially strong candidates developing more than one territory. In that case, an acceptable solution would be to set up one new territory sales team each two months until the entire area is covered; production plants and other facilities could follow on a bi-yearly basis.