JD Williams
Client : JD Williams
Sector : Mail Order
Product : Mail order fashion (mostly 50+)
Date appointed : 1st October 2006
Previous agency: Tri Direct Sales
Media responsibility: 3rd party insert sales into catalogue, product despatch and statement mailings
The challenge:
JD Williams have over 7 million mailings going out to their customers every month, much of which was not sold to capacity. They required a sales team that could generate new business and maximise revenue from past advertisers.
What we did:
Employed our 8 person insert sales team to focus strongly on winning new business and maximising spend from existing advertisers. This focus led to 47 new advertisers in year one and meant that JD Williams were trading with almost twice as many companies as before.
Now 42% of the clients advertising in JD Williams are direct advertisers (not through a media agency), thus allowing us to increase profits for JD Williams.
The outcome:
JD Williams increased their revenue from inserts by 84% in year one with further growth expected in year 2.
Testimonial:
“I am very impressed with the way The Insert House approached selling the JD Williams portfolio. They are very pro-active and successful at winning new business, and are adept at maximising revenue from existing clients.”
Debbie Barker, Direct Mail Sales Manager, JD Williams Group
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