Measuring Success
The leaky bucket analogy
KPI dashboard – six key areas
In our trade sectors we continuously gains new customers as we switch from other brands but whilst this is happening we are also losing customers or existing projects to competitors, in trade when selling to end users we have 1000’s of customers and this means we have a constant churn of new & lapsed customer. An easy way to illustrate this is the leaky bucket analogy, the theory is that the water going into the bucket represents new customers acquired and the water flowing out of the bucket represents customers lapsed. The amount of water in the bucket represents the total customer baseline. In Deco due to the high quantity of smaller customers we need to be mindful and measure the value of
As we mentioned at the beginning of this playbook, our Trade business is critical to growth across all Deco businesses, and we want to grow trade market share through developing the way we operate and leveraging best practice across Deco. This playbook has been designed to support you in your role, to grow profitably with your professional Trade customers and within your channel. Over the next few pages, you will find a useful checklist to consider when creating your local business unit KPI dashboard to measure Trade business performance. These checklist items involve the most critical metrics to running a successful trade business.
lapsed customers whilst ensuring we are continually prospecting for new customers to cover the lapsed and additional to ensure we are growing each year. Targeting and measuring lapsed & new accounts are key to controlling the customer base levels
IMPROVE PRODUCTIVITY
WIN MORE BUSINESS
GROW PROFITABILITY
RETAIN OUR CUSTOMERS
RETAIN OUR CUSTOMERS
GROW PROFITABILITY
IMPROVE PRODUCTIVITY
WIN MORE BUSINESS
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