Case Study: a eCommerce Retailer achieves 8.5x ROAS with NaviStone Direct Mail Retargeting

eCommerce Retailer Tests Digitally Powered Direct Mail as a New Channel and Generates 8.5x ROAS

An eCommerce retailer was facing increased market competition and needed to find new channels for customer acquisition beyond its standard digital and catalog efforts. The challenge was to leverage direct mail without relying on the heavy promotions it wanted to avoid. The retailer turned to NaviStone and its Postcard Program for a solution.

NaviStone implemented a test, using its service to match website visitors to addressable consumers and send them a timely postcard. These postcards featured the same offer available on the website, which was free standard shipping. This strategy proved highly effective, driving recipients back to the site to convert. The NaviStone solution generated an impressive 8.5x return on ad spend (ROAS), a 5.50% response rate, and an average order value of $118.