Renewals.
Rebooking and what predicts it. Renewal rate definitions, at-risk scoring, account health, win-back, sales call lists and revenue forecasting for exhibition sales.
19 articles · Renewal intelligence
- What an onsite rebooking rate actually measures and what it hidesonsite rebooking rateAn onsite rebooking rate is decided by a denominator nobody wrote down: four honest bases put the same 402 signings anywhere between 56.5 and 69.1 per cent.
- Building a rebooking conversion funnel from appointment held to deposit receivedrebooking conversion funnelA rebooking conversion funnel splits one rate into five, and on 640 targets it shows the appointment diary losing 210 of the 238 accounts that never signed.
- The post show rebooking window and how fast intent decayspost show rebooking windowThe post show rebooking window front loads hard: across 238 unrenewed accounts, week one converted 18.1 per cent of them and week eight only 3.0 per cent.
- Rebooking cancellation rate is the number your gross figure leaves outrebooking cancellation rateA rebooking cancellation rate is the give-back between signature and first payment: 31 of 402 onsite signings left, and five times more in the deadline cohort.
- Writing an exhibitor retention rate definition two analysts can both reproduceexhibitor retention rate definitionAn exhibitor retention rate definition has to fix three things, and moving only the measurement date swung one show's rate 5.6 points across the same cohort.
- Logo retention versus revenue retention and why you report bothlogo retention versus revenue retentionLogo retention versus revenue retention on one cohort: 448 of 640 companies back is 70.0 per cent, but the money that survived with them is 88.1 per cent.
- Net revenue retention for exhibitions when booth sizes move both waysnet revenue retention for exhibitionsNet revenue retention for exhibitions is capped by the hall: on a sold out floor at fixed prices, the returning cohort cannot get past 100 per cent at all.
- First time exhibitor retention is where most of your churn livesfirst time exhibitor retentionFirst time exhibitor retention ran 44.1 per cent on one show against 77.4 for everybody else, so 18.3 per cent of the base produced 35.7 per cent of the churn.
- Space retention rate measures the show floor your renewals actually holdspace retention rateA space retention rate says how much floor your renewals hold: on one hall the same cohort read 73.6 per cent in companies and 85.0 per cent in square metres.
- Building an exhibitor churn prediction model that beats a simple baselineexhibitor churn prediction modelAn exhibitor churn prediction model earns its place only against a baseline: 0.71 against a 0.627 persistence rule bought four extra churners in the top decile.
- Which exhibitor churn model features carry real signal in exhibitionsexhibitor churn model featuresThe exhibitor churn model features that carry real signal come from five families of billing and behaviour data, ranked honestly by permutation importance.
- Survival analysis for exhibitor churn puts a date on the risksurvival analysis exhibitor churnSurvival analysis for exhibitor churn turns a renewed or lapsed flag into a hazard per edition, so a risk score finally carries a date a sales team can work to.
- Churn model label leakage and the fields that encode the answerchurn model label leakageChurn model label leakage in exhibitions comes from fields written after the renewal conversation starts. Here is how to find them and what a rebuild costs.
- Leading indicators of exhibitor churn ranked by how early they appearleading indicators of exhibitor churnRank the leading indicators of exhibitor churn by how many days of warning each one buys, because a signal arriving ten days out is a receipt and not a warning.
- Show week renewal signals you can only collect before teardownshow week renewal signalsThe show week renewal signals worth having are booth staff hours, decision maker attendance and stand scans, and all of them vanish within days of teardown.
- Counting service tickets as renewal risk without punishing your largest exhibitorsservice tickets as renewal riskCounting service tickets as renewal risk ranks your biggest exhibitors first. Normalise by stand size, shrink small accounts to the median, then read reopens.
- Finding silent exhibitor accounts before the renewal call goes badlysilent exhibitor accountsSilent exhibitor accounts are measurable: count days since the last exhibitor-initiated contact, then rank each account against its own normal gap.
- Designing an exhibitor account health score a sales director will trustexhibitor account health scoreAn exhibitor account health score gets used only if a rep can take it apart. Five weighted components, published weights, every input checkable in a minute.
- Setting account health score bands so green actually means somethingaccount health score bandsSet account health score bands from observed renewal. Find where renewal crosses 60 per cent, then judge every candidate red line on size, capture and lift.