8. Lapsed products and customers
Both Opportunities lists look for a regular buying pattern that has been broken. They are the same finding seen from two sides.
| List | Lists | Use it to |
|---|---|---|
| Customers- Lapsed Products | Customers still buying from you who have stopped buying a product they used to buy regularly. | Prompt an account: “you usually take this — shall I add it?” |
| Products- Lapsed Customers | Products whose regular customers have stopped buying them. | Spot a product problem: price, supply or a competitor. |
Each row shows:
- Last Sold Date and Days Since last Purchase (or Sale).
- Average Days between Purchases — the customer's usual rhythm for that product.
- Usual Purchase Value — what a normal order is worth.
- Potential Sales Lost — what the gap has cost so far.
Customers- Lapsed Products. Compare Days Since last Purchase with Average Days between Purchases: the bigger the gap, the more overdue the order.