Know Your Housefile

For example, say you have a high count in a segment of 1X, 37 to 48 months, more than $50 but less than $100. Their average order wasn’t too bad, but they haven’t purchased in more than three years. Devise an offer that compels them to buy again. But, before you begin working with older buyers, ask your staff: “Have we made significant changes in our product assortment, pricing or brand positioning in the last three years?”