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How to Use Depletion Metrics to Make More Sales

How Loyal are Your Accounts? In this installment of Metrics that Matter, we review how to use Retail Account Depletion (RAD) data to retain and improve sales performance using this measure of customer loyalty. Retention analysis shows you where to focus your sales efforts. Once you have a trouble area identified, create target account lists and develop plans with your field and distributors to create different results. To gain better insight into customer loyalty, filter your RAD data by distributor, market, item, channel, target account or rep. Typically six, nine or twelve month periods are used for comparables. In this dashboard we use a rolling time frame to track results month-by-month,

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