Since its foundation in 1997, our client has undergone a dynamic development including acquisitions in the USA, Australia and Europe, which have strengthened its global presence.  With direct connections in more than 200 countries and 41 processing centers on 4 continents, it is the World’s largest network for international mail services today.  With approximately 4000 employees worldwide, they are well on the way to becoming the Number One international mail business.

Key Objective of campaign

Since commencing our relationship with this company, Edge has managed three segmented campaigns.  The first campaign was dedicated to lapsed clients. Our core aim has been to re-educate these contacts in connection with the service now offered and to generate new business opportunities with these companies.  A second campaign focused on ‘lower spending existing clients’. Here we were tasked with researching and identifying opportunities to increase the revenue generated from these clients.  We have also conducted a totally “cold call” campaign in respect of new prospects who, while they may know of our client, do not utilise their services.  Our objective here is also to generate new business leads.

Key Criteria and Specification

The strategy for both the lapsed and lower spending existing clients, has been to build on the relationship already developed with the company.  Our desired point of contact is the Circulation Manager, Post Room Manager or those with responsibility for international mail.  In what can be quite a complex area, our key criteria will centre on destinations, frequency of mailing, weight and volume being mailed and all sales leads must have a sustainable international mail requirement.

Campaign Management

In view of the varied nature of the work completed by them and the fact that we are contacting existing clients, is has been necessary to conduct intense training in respect of the each data set and objective.  These campaigns are completed as an integrated approach, where Edge issues PDFs and associated marketing material by email as well as conducting the telemarketing campaign.

Overview of Results

Very clear targets were set and agreed with our client before each campaign commenced.  Edge has performed against these targets in each case and confirmed new business has been generated and we have already begun to present a return on investment to them and this will increase as we continue with our activity.