This Job Is on the Bag

It’s become widely accepted that formulas for success in variable data marketing include focusing on big ticket items, developing ongoing campaigns and targeting the top tier of customers that are regular buyers. Paxar Americas, working with Dayton, OH-based Early Express, found that opposite approaches can also be effective in meeting a specific need.

[The Proposed Solution]

Having ended up with a surplus inventory of shopping bags, the Ohio-based supply house to retailers decided to do a direct mail campaign targeted to customers who only order supplies every few years. It started by generating a list of companies that had purchased retail shopping bags during the past three years, then removed buyers that had recently placed an order. The remaining prospects were sent an oversized, full-color, glossy postcard.

The cards presented each customer with as many as six different line items for possible reordering, all of which were products previously ordered by that recipient. Paxar’s product line includes more than 6,000 items used in the day-to-day operation of a retail business. To close the deal, the card also contained a call to action that directed buyers to place an order via a Website, call to a toll-free number or by filling out the reorder feature of the card and faxing it back to Paxar.

[Variable Data Elements]

The address side of the card included details of each customer’s last purchase, complete with product ID. This data was set up by a question personalized with the recipient’s name, such as “Jill, is it time to reorder?”

Variable content was also directly used to help sell the product by incorporating company names into the images of the shopping bags shown on the front side. The same personalized question (i.e., “Jill, is it time to reorder?”) was repeated as a graphic element, along with the company name, on the image side of the card.

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