September 12, 2012

Forecasting 2013

Ok, a quick show of hands ... how many of you have a handy-dandy forecasting worksheet that helps you understand what your business will look like over the next five years, one that incorporates actual customer repurchase rates and spend per buyer?

You need something like this, folks.

Look at this business.  It is stuck.  It has a perfect balance of new buyers and existing buyers repurchasing at a rate that yields a business that isn't moving.  At all.

Ok, a quick show of hands.  How many of you have a CEO that sees a business that is forecast to be at $77,000,000 for each of the next five years and is perfectly happy with that?

Next week, we'll talk a bit about customer loyalty.

The Math Behind Bifurcated Customers Who Have "Moved On" From Catalogs

Yesterday we talked about a classic, outstanding catalog customer ... and how that customer needed MORE mailings on an annual basis. ...