Splitting Hubert's two customer populations
Nearly every business here serves two markets and reports on one blur. The rotating households find you by search, decide fast, judge you on reviews and response time, and are gone in two or three years. The long-tenure Onslow families arrive by referral, decide slowly, and then stay for a decade. They cost different amounts to reach and they are worth different things over time. The monthly report separates them the only way you can without asking people awkward questions — by where the inquiry came from and what was typed to find you. Terms naming the base or the gate are almost always the first group. Direct calls with no search behind them are almost always the second. That split by itself changes what you should be spending on.