How to Create and Use an Attrition Model

The best time to attack attrition is when someone becomes a customer. Seek repeat purchases, increased average orders or purchases of additional product categories quickly while their patronage is fresh.

Example: An offer that accompanies a welcome to a new customer might perform 10 times better than a “we-want-you-back” offer. It would be a shame for customers to get a win-back offer without ever having a welcome offer.