Case Study: a national lawn care company boosts direct mail performance with IWCO Direct

National Lawn Care Company boosts sales rate 40% with IWCO Direct

A national lawn care company wanted to increase performance from its direct mail program, which had a high annual mail volume. Their challenge was to reduce the cost to acquire new customers and improve response, conversion, and sales rates without increasing their overall spend. They partnered with IWCO Direct to address this.

IWCO Direct implemented a data-driven solution that included new multi-attribute prospect models and an ongoing creative "test and learn" approach. This involved format testing and personalized messaging. The results were significant, with IWCO Direct's new model outperforming the legacy one by over 50%. The client achieved a 79.6% higher sales rate, a 37.2% higher response rate on a new package, and over $487,000 in postal savings, all while substantially reducing their mail volume.

National Lawn Care Company