How did you first schedule your appointments? I can remember getting a Doctors appointment book to write down the locations, appointment times, directions, things to do and phone numbers. As the days turned into months and the months turned to years I would find myself getting another appointment book for every year. After about four years I realized that could go back and review the accounts that I didn't sell and contact them again for the potential upgrade, gee wasn't that smart of me to keep those books.
appointments, contacts and lists of things in our CRM programs, the beloved appointment book is goner.
A little of bit of "extra" tracking can go along way if you commit to scheduling call backs for the accounts that you lost. Heck, if you know they signed a 36 month lease why let them go and never contact them again. You already have the name of Mr. or Mrs. right, the make and model number of the system, plus the volume, plus they know you!
Customers lost, can be a customer gained down the road. Think of it this way, the rep that they did business with is no longer with the Direct Branch or Dealership and yup you're still there working for the same company. This can go along way with the prospect and proves that you're successful and that you could be a very reliable resource for them.
Another thought would be to keep them on a mail or email list and send them something every six months or so. With so many dealers diversifying into Managed Services, it's a good chance you'll be able to bring that part of business to the table.
A customer lost is a prospect gained!