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National Sporting Goods Retailer enhancement of direct marketing including vision development, customer/prospect targeting, personalized marketing planning, organizational structure and data management strategies. Developed and implemented customer segmentation and created programs designed to increase retention of Best Customers.
Retention increased by >10% and company realized double-digit comp-store growth. |
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International Packaged Goods Manufacturer developed business case for value of e-newsletter program and interactive marketing. Created matched panel analysis, determined subscriber value and established a consumer lifecycle management program to acquire consumers likely to subscribe and open newsletters and trigger-based programs to sustain engagement. Research indicated an increase in branded product purchase rate of +20% following subscription, and the program has been expanded to a goal of 3-4x the original customer base.
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| Telecom Provider created profit centers around customer segments (Cross-sell Team, Save Team, Win-Back Team) resulting in an avg. $5,000 margin per month add-ons and reduced churn to lowest rate in company history at 1.20%. |
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International Manufacturer, Industrial Cleaning Equipment, segmented national accounts based on customer profitability. Created segments for targeting and identified distinguishing characteristics and opportunities for cross-sell. Aligned service centers with customer locations resulting in the most successful cross-sell program for repair and wear parts in company history.
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National Manufacturer, Aftermarket Parts, created data-driven targeted sales program to increase order frequency and average order value with inside sales, based on historical behavior patterns. Determined “Share of Wallet” and used that data to target specific dealers identify appropriate products and offers based on segment. |
National Services Provider analyzed independent centers to identify key factors that lead to greater profitability from some customers compared to others. Resulted inside/field sales realignment. Retention increased 5% and share of target market increased. Implemented Stage Gate new product development process that includes concept ideations and on-line surveys.