Frequency mix

Definition

How often each account repeats, which is what turns a job list into a route.

Why It Matters

A monthly commercial account and an annual residential one are not the same asset even at the same yearly revenue: the first fills a schedule and the second has to be re-sold every year. Frequency also decides how much a route can absorb before it needs another crew. Ask for revenue split by frequency band, and read a book that is mostly annual work as the sales job it is, not as the route it is being sold as.