The decision
A repair provider identifies 240 weaving units, expects 35% to need one eligible repair annually and can reach 90 units in year one. An eligible repair yields ₹6,000 revenue and ₹2,400 contribution. Local field costs are ₹50,000.
What pilot conversion makes the reachable opportunity worthwhile?
Worked solution
Reveal the visual and solution
- Separate market demand from the launch footprint. Total potential is 84 annual jobs, or ₹5.04 lakh of revenue. Reachable demand is 31.5 expected jobs before conversion.
- Field costs require ₹50,000 ÷ ₹2,400, rounded up to 21 jobs. That means winning about 67% of reachable eligible demand, assuming one job per unit.
- Test a dealer referral channel and verify repair incidence with service logs. Use the 21-job contribution hurdle to decide whether to add a technician.