Customers are the important part of a direct selling business. In a direct sales business, a customer’s first three purchases provide strong signals of their long-term value to a brand. Observing patterns like switching categories, speed of re-order, cart size, and complementary items can help forecast lifetime value. They suggests creating bundles and offers that balance value and margin, rather than heavy discounts that condition expectations. Teams must collaborate across growth/product, CRM, finance, data/analytics and support to execute. Metrics to track include second-order timing, multi-category rate, return rate and early cohort revenue.  

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