Case Study: National Premium Coffee Company achieves 227% ROI and sales lift with IRI ProScores

A national premium coffee brand wanted to grow packaged coffee sales through a targeted email campaign

National Premium Coffee Company wanted to improve the effectiveness of its email marketing and better reach high-value coffee shoppers. Working with IRI and its ProScores® purchase propensity models, the company needed a way to identify heavy and light buyers across both its own brand and the broader premium coffee category.

IRI used ProScores to analyze household-level spend and segment shoppers, then helped National Premium Coffee Company launch a multi-targeted email campaign to 2.1 million heavy premium coffee buyers. The campaign drove a 227% ROI, a 13% sales lift among light spenders, and a 10% sales lift among heavy spenders, while also showing that bonus loyalty rewards performed best overall and $2 off coupons were most effective for light brand spenders.