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ECD Digital Strategy Drives High-ROI Direct Mail Wins for Its Customers with PostPilot
ECD Digital Strategy, a revenue-focused ecomm agency, began bringing its customers onto PostPilot in 2022.
The team is always looking for new ways to drive additional revenue for their clients, and (as a Platinum Klaviyo Partner) they loved that direct mail seamlessly complements and integrates with their Klaviyo strategies.
Now, they use PostPilot to power an array of high-ROI direct mail initiatives for a lot of their customers, including these five:
- Soccer Wearhouse (apparel)
- Saratoga Olive Oil (food & bev)
- Root Quencher (home & garden)
- Power Planter (home & garden)
- Pipeliners Cloud (industrial)
Plenty of diversity among those verticals, but there’s one thing they have in common: direct mail works for them all.
Tactical Highlights and Results
“If you’re not using direct mail, you’re leaving money on the table.” —Zak Cassady-Dorion, Founder and CEO @ ECD Digital Strategy
Winning Back One-Time Buyers Over BFCM - Saratoga Olive Oil (13x+ ROAS)
The Tactic: Sending trifold CardalogsTM to entice one-time buyers with BFCM offers. These were sent to two one-time buyer segments: customers who had not purchased between 60–180 days ago and customers who had not purchased between 180–365 days ago.
Team Note: BFCM is a phenomenal time to reengage one-time buyers with your best offers. Cardalogs often work particularly well because there’s more space to show off more of your product catalog and holiday offers.
The Cardalog:
Dynamically Triggering Abandoned Cart Postcards - Power Planter (10x+ ROAS)
The Tactic: Dynamically sending out postcards to cart abandoners who’ve never purchased before. Sent to customers who abandoned their carts 5 days prior.
The Postcard:
Automating Birthday Cards - Saratoga Olive Oil (15x+ ROAS)
The Tactic: Sending customers birthday cards based on PostPilot’s birthday database. These are timed to be printed and mailed to arrive before customers’ birthdays.
Team Note: Birthday cards tend to work exceptionally well for all verticals across the board. Everyone loves a special offer on their birthday.
The Postcard:
Winning Back and Driving to Buy In-Store - Soccer Wearhouse (5–10x ROAS)
The Tactic: Sending postcards to win back customers who last purchased at several intervals, ranging from 60–530 days ago. The offer also featured Soccer Wearhouse’s owned retail locations. Of note, the postcard targeting a segment who hadn’t purchased in 365–530 days still saw a 5x+ ROAS.
Team Note: This offer successfully featured a tight offer window (20% off on only one day, and 15% off in a 4-day range) to drive urgency.
The Postcard:
Cross-Selling Complementary Products to One-Time buyers - Pipeliners Cloud (9x+ ROAS)
The Tactic: Sending customers (one-time buyers) who purchased one of Pipeliners Cloud’s welding umbrellas an offer featuring a welding umbrella stand.
This also served as a winback campaign, as it targeted customers who purchased umbrellas between 30–365 days ago.
The Postcard:
Automating Multi-Purchase Campaigns - Root Quencher (15x+ ROAS)
The Tactic: Automatically sending customers who purchased 1–4 times between 90–180 days ago. These postcards turned one-time buyers into multi-buyers and multi-buyers into VIP customers.
The Postcard:
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