Case Studies

Case Studies :: SRA/McGraw-Hill


Problem: Faced with increased competition for instructional supplements, SRA was challenged to dramatically increase sales and lower its sales and marketing costs at the same time.

Solution: Focus Marketing worked with SRA to supercharge its direct marketing operations and emphasize catalog, direct mail, broadcast fax, and customer relationship marketing. We helped SRA create a sophisticated sales system that enabled their direct marketing group to gather detailed sales history on its customers. We then used statistical analysis to generate targeted profiles of its best customers to create propect database. We assisted in the creation of many high-impact, high-response promotions. The result of the focused direct marketing program coupled with advanced CRM and database marketing has propelled SRA's sales and growth to record levels over the past few years.

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