Don Slager
Analyst · Raymond James, your line is open
Yeah, so when you think about churn, think primarily of the business loss versus business gained. So again, we review and adjust pricing on every customer throughout the year, in what we call our RPM process, so 12 monthly buckets basically. Ever customer gets reviewed because we have cost inflation, even net of our productivity gains and everything else we do to improve the business. We saw cost inflation, we better recover that. So everyone gets adjusted, there’s some negotiation, there’s some rollbacks, there may even be some losses of customers. Some of those are due to pricing, some of those are due to just competitive behavior. Every once in a while we make a mistake and don’t give the service that we need to give, and customer will leave for that reason, fewer and fewer of those let’s say. But as we’re replacing those customers that we lose, and remember, we’ve got about a 7% defection rate in our business, every year 7% of customers leave us for some reason. We replace those customers. Well the Capture tool is designed really at the heart of that. So as our sales reps are out in the marketplace calling our new accounts, are these maybe new from competition, there may be new, brand new businesses springing out of the ground. We want to make sure at the point of sale, for those new accounts, that we've got better controls in place to get the very best pricing in that situation. So Capture allows our sales people want to be more efficient, they cover more ground. They can see more customers, two when they get in front of the customer, they can do a better job of understanding and segmenting that customer, understanding their needs, that gets tied right into the PBS selling initiative we call [indiscernible] [00:43] selling. So between the PBS training and the Capture tool, we think our sales people now are better equipped to go in and get better pricing on those new customers, by doing a better job of understanding what’s important to them, and what they are willing to pay for. That also again, it makes it more efficient and makes the sale, it makes actually the experience better for customers, because it’s a tablet-based tool, we can show the customer their sample invoice. And we can get a customer signature on the tablet for their electronic service agreement. The whole process just gets tighter and better. And we've got better control, so it’s a cloud-based software. So if we want to raise prices in Denver tomorrow, tonight we can make price adjustments to the actual price sheets that the sales people use. And tomorrow they could be selling at higher prices with very stringent guard rails and limits on their authority and what decisions they can make in front of the customer, so that was a mouthful, but does that help you Tyler?