considered to be more mobile, where pulling up roots
and moving on is a way of life. Other areas are more
inclined to nest or stay in the same community for
Usually, propensity to enlist is the result of one of
the other demographic factors at work, but there are
times when an area may seem to be either very
pro-military or just the opposite for no obvious reason.
A little investigation may lead you to find that the trend
is a result of past publicity or recruiting practices that
left the community with either some very positive or
negative impressions. Be very careful when using
propensity to enlist as a subjective factor in gosling or
manning considerations. A professional prospecting and
public awareness plan can boost the propensity to enlist
USING YOUR TERRITORY ANALYSIS
Now that you have gathered all this marketing
information for your territory, it is time to use the
analysis for decisions and recommendations on territory
distribution, manning, and gosling.
Zone, station, and recruiter boundaries should be
evaluated to determine if they are equitable, manageable,
and logically drawn.
RECRUITER BOUNDARIES. The RINC should
use the STEAM data to determine the exact market
share and RAF for each recruiter. Then the territory
should be evaluated for quality and market segment
distribution. The RINC is responsible for making sure
each recruiter has a fair share of the military available
within the NRS boundaries to ensure the NRS territory
is properly covered. When dividing territory among
recruiters, a pie slice distribution will usually result in
the most equitable market distribution.
Pie slice distribution involves giving each recruiter
a little of each type of territory available, such as a few
ZIP Codes from rural, suburban, and metropolitan areas.
Figure 5-5 shows a pie slice territory distribution.
Obviously, this will not always work. Some stations are
comprised of only one type of territory. Others may
have logistic problems in using the pie slice method.
Your goal should be to accomplish fair share distribution
while maintaining logical divisions.
STATION BOUNDARIES. When evaluating sta-
tion boundaries, you should determine if they are
geographically manageable with the available assets. If
you find areas that would be more easily prospected
from another station, recommend changing the bound-
aries. The commanding officer (CO) must approve all
boundary changes. You should also assess the quality
and quantity of the available market to ensure each
station has a reasonable opportunity to meet its objec-
tives within the districts quality restraints. If you find a
station with a very low percentage of upper mental
group ASVAB scores, look for a neighboring ZIP Code
that is producing the quality they are lacking. Then,
recommend a boundary change. ZSs are responsible for
making sure each NRS receives a fair share of the
military available within the zone boundaries.
ZONE BOUNDARIES. The chief recruiter (CR)
and EPO will evaluate zone boundaries. You, however,
can make observations and forward relevant information
up your chain of command. Zone boundary
considerations should include the number of stations and
recruiters supervised, geographical anomalies,
manageability, and an attempt to see that each zone has
a fair share of available markets.
Ultimate duty assignments are made by the CO. The
CR and the EPO make recommendations on manning
and assignments. As a member of the Career Recruiting
Force (CRF) community, you also are responsible for
making manning recommendations. In making these
recommendations, you should consider recruiter
assignment factors, your other territory analysis data,
and the training and experience levels of those assigned.
RECRUITER ASSIGNMENT FACTOR. The
RAF found on the Station Level Market Share report
considers numbers only. The STEAM program
automatically figures RAF for each ZIP Code, using the
1. Compute the NRD weighted market:
NRD MHSS X .40 + NRD 17-21
X .40 + NRD 22-29 X .20 =
NRD WEIGHTED MARKET
2. Compute the ZIP Code weighted market:
ZIP MHSS X .40 + ZIP 17-21 X .40 + ZIP 22-29
X .20 = ZIP WEIGHTED MARKET