Success Depends on the Growth of Your 12-month Housefile

In the example, the 12-month buyer file increased from 65,839 to 92,844, or about 41 percent. This large increase resulted in a 35 percent growth in the order/revenue demand. (Again, these are averages from 10 companies.)

When comparing your own housefile-growth rate, it’s best to compare the same time periods if possible, thereby eliminating the seasonality factor. For example, determine the buyer count on Dec. 31, 2004, compared to Dec. 31, 2003; or Feb. 28, 2005, vs. Feb. 28, 2004. Always pull your numbers from the same point in time, if you can.