Terms

Term

Meaning

Registration

Someone who has signed up but not purchased

Potential

Someone who has purchased once

Customer

Someone who has purchased 3 or more times

Lapsed Potential

Someone who has purchased before but not in the last 45 days

Lapsed Customer

A customer who has not purchased in the last 45 days

Daily Customer

Someone who purchases Daily at least once a day for a period of 10 working days

Weekly Customer

Someone who purchases at least once a  Week for a period of 8 weeks

Fortnightly Customer

Someone who purchases once every two weeks for a period of 6 weeks

Monthly Customer

Someone who purchases 3 Months in a row

Quarterly Customer

Someone who purchases once every quarter

Annual Customer

Someone who purchases once every year

Random Customer

Someone who has no pattern or not enough orders (minimum 3)

Lurker

Someone who prices up or requests quotes but has never purchased

Active

Number of contacts who have requested a quote, phoned in or made a quick quote on the website

Up Trending Customer

Someone who's value, number or frequency of spend is increasing in increments of 100, 300, 500 or 1000'si.e. switching from a Weekly Spend Profile to Daily or number of sales increasing from 10 to 15 in a period

Down Trending Customer

Someone who's value, number or frequency of spend is decreasing in increments of 100, 300, 500 or 1000'si.e. switching from a Monthly Spend Profile to Quarterly or number of sales decreasing from 15 to 10 in a period

B.W.O.T

Big Waste of Time - Someone who requests quotes/quickquotes but never places any salesQuote Conversion Rate of less than 15%Quickquote Conversion Rate of less than 3%