Case Study: Silver Star boosts revenue and cuts catalog costs with Data Axle

How Silver Star Went From Cataloger to Multi-channel Retailer

Silver Star Brands, a legacy direct-to-consumer retailer, was struggling with a sales and earnings plateau as it worked to evolve from a cataloger into a multichannel brand. To support this shift, Silver Star partnered with Data Axle for database analysis, strategic planning, and email marketing services to better understand customer behavior and reduce inefficient catalog spend.

Data Axle helped Silver Star adopt a more customer-centric marketing approach by segmenting its database, identifying low-value catalog recipients, and replacing some mailings with targeted email campaigns and triggered lifecycle programs. The changes saved $500k in catalog costs, drove a 25% year-over-year increase in email-driven sales, increased orders 3.5x, and nearly tripled revenue, while improving conversion through integrated catalog and email testing.

Silver Star

Jennifer Heim

Marketing Retention Manager