Success Depends on the Growth of Your 12-month Housefile

Rule of thumb: The percentage of revenue growth will approximate the percentage increase in your 12-month housefile. This means if you grow the file by 10 percent, your revenue also should increase by about the same percentage. The change in your 12-month buyer file is a key indicator as to how well your business is doing. So if you focus on adding new buyers and bringing previous buyers forward into a more recent RFM (recency, frequency and monetary value) cell, your business will grow.