Omni-channel Mattress Company Revenue Increase Case Study

This case study details the successful implementation of a movers program by an omni-channel mattress company in collaboration with Deluxe. The objective was to target consumers likely to upgrade their mattress or bedding during a move. Deluxe executed an 8-week direct mail pilot, reaching 200,000 households across the continental US, focusing on areas near the company's retail locations. The campaign aimed to validate the assumption that pre-movers would outperform new movers in terms of spending. Results showed that pre-movers spent an average of $533 more than new movers and achieved a 26% higher response rate. Furthermore, households receiving the mail piece spent an average of 15% more compared to the control group. Following these positive outcomes, the client decided to implement an optimized, ongoing weekly trigger program with adjustments to the offer and creative elements. The findings underscore the effectiveness of targeted marketing strategies in enhancing consumer engagement and revenue.