Case Study: a popular outdoor apparel brand achieves 7x ROAS by reaching browsers with NaviStone direct mail

Popular Outdoor Apparel Brand Generates 7x ROAS By Reaching Browsers via Direct Mail

The popular outdoor apparel brand faced a mandate for significant growth following its acquisition. Having maximized their existing demand generation programs, they needed a new way to target consumers, specifically by identifying and converting their highly engaged website visitors who browsed but did not purchase. To address this challenge, they turned to vendor NaviStone and its Postcard Program.

NaviStone's solution involved using highly individualized and timely direct mail postcards to drive those engaged site visitors back to make a purchase. This strategy generated a 7x return on ad spend (ROAS) for the brand, along with a 3.50% response rate and over five dollars in revenue per postcard sent. NaviStone also partnered with other brands sold on the retailer's site to secure additional marketing spend.