How to Create and Use an Attrition Model

Increased profits from more tailored, and in some cases more frequent, communication with customers is the goal of a good strategy based on an attrition model.

Attrition is Not Just a Marginal Customer Problem

Effective use of an attrition model starts way before determining which customers are marginal, and then sending them win-back offers. It begins with identifying which customers can be contacted profitably before they become marginal, and seeking repeat purchases that will cause them to remain profitable.