Try this one on for size.
- YouTube Index: Total Subscribers / (Annual Net Sales / 1,000,000).
Let's consider two companies.
Company #1: JCP. Approximately $11,000,000,000 in annual net sales, 61,900 followers on YouTube.
- YouTube Index = 61,900 / (11000000000 / 1000000) = 6. Six subscribers per million in annual net sales.
Company #2: Griot's Garage (I've used this example frequently ... and I don't know their annual net sales, let's say it is $20,000,000). 39,300 followers on YouTube.
- YouTube Index = 39,300 / (20000000 / 1000000) = 1,950. One thousand nine hundred and fifty subscribers per million in net sales.
Now, Griot's Garage could have double that volume in net sales or half that volume ... it doesn't matter. They have a video following. JCP does not. Griot's Garage customers/prospects care.
If you are a traditional catalog brand, your days of lists and co-ops are ending. They ended years ago to be honest. You'll move over to Google/Facebook, but your merchandise assortment (catering to a 60-84 year old customer) won't align with prospects in that realm. You'll be disappointed. You'll tell me that digital doesn't work very well. It works fine. It's a merchandise / channel alignment that flummoxes you.
Meanwhile, Google/Facebook become more expensive as time passes ... and the competition out there dilutes response. Acquiring new customers? It gets harder every day.
This is why community matters. In 2025, Community is your prospect list ... it's the place where you interact with both best customers and prospects ... it's the place where best customers and prospects interact. It's a living, breathing ecosystem that doesn't cost you much but pays you back handsomely.
YouTube is just one aspect of community, but it is a reflection of how much prospects and customers want to come along for the ride with you. In the example I gave above, the Griot's Garage customer/prospect is 300 times more interested in going along for the ride than is the J.C. Penny customer/prospect.
Your YouTube Index matters. It tells you how much your customers and prospects care.
If your YouTube Index is over, say, 200, you've got a fighting chance. Though these numbers aren't set in stone.
What is your YouTube Index?