One of the toughest areas of retailing to define is customer value. The reason is because recency and frequency can change radically within a short period of time. When is a customer simply out of the market for your product? When are they in danger of going to a competitor? And when do they need to be reactivated aggressively or “won back?” With new customers tough to come by, many retailers are finding strategies to define and execute these winbacks.
Source: Retail Touch Points
