Eckler’s Approach to 3-Year Planning Puts Customer Data, History to Work

“If you look at a spreadsheet from a good/better/best standpoint,” Valentino said, “you can look at additional data, such as retention rates. Look at historical data, so when you acquire customers, you can determine how many from the original group made purchases in year two and year three. Looking at that from a retention standpoint, all the bells go off. So you track this, and find some trends” when putting a three-year customer acquisition plan together.