Current annual sales
Total number of spectacles & contact lens (CL) wearers buying from you per year
Of which: newly acquired customers
Prices for CL products & related services
Annual CL aftercare fee
Average price of CLs
Annual subscription fee for CLs only
Annual subscription fee for CLs
Number of existing customers wearing CLs and having bought CLs and/or related services at least once in last 12 months
Number of newly acquired CL wearers
% of exsting CL wearers re-buying CLs from you on subscription
% of 'lost' CL wearers
% of existing CL wearers re-buying CLs from you occasionally
Number of CL wearers not on subscription and not re-buying CLs from you, but (only) buying an annual aftercare
% of subscriptions with an annual aftercare
% of newly acquired CL wearers re-buying CLs from you only on the occasion of the new fit or re-fit, but not thereafter
% of newly acquired CL wearers re-buying CLs from you either regularly or occasionally
% of newly acquired CL wearers re-buying CLs from you on subscription and with an annual aftercare
Newly acquired CL wearers tend to buy an initial supply of CLs after their fitting; how big is that initial supply as a % of their annual spend?
From the regular and occasional buyers of CLs (not on subscription); what share do you get of their total annual spend (as they may not buy all their CLs from you)?
The model assumes an annual loss of 'x'% of the CL customer base