When we think of 1:1 printing, we tend to think of dedicated
marketing campaigns designed to increase response rates and boost revenues. But
smart marketers are taking it even further. They are incorporating 1:1 printing
into the very fabric of their customer communications. As they do, they are
seeing bottom-line benefits.
Take the
example of Disney Destinations LLC, a division of The Walt Disney Company. Like
many marketers, when someone contacted Disney Destinations about its services
(in this case, business-to-business customers looking to book a business
meeting at one of its resorts), it used to overwhelm them with pamphlets with
every option, whether relevant to the caller or not. The cost of printing and
storing all of those materials was very high, and if any of the information
changed, it had to be thrown away and reprinted.
Disney moved to
a print-on-demand model for these customers, but this is more than a POD story.
Previously,
Disney had utilized 1:1 printing to communicate with individual and family
vacationers who booked resort packages. The project was so successful that it
decided to use a similar model with B2B inquiries. Now, instead of sending out
large, undifferentiated information kits, Disney creates 24-page, full-color,
fully personalized information booklets specific to each inquirer's needs.
Booklets are 100% variable, with 3,000 potential combinations of text and
images, personalized with the prospect's company and meeting information.
The results?
Phenomenal. Disney has cut printing and storage costs by 50%. Plus, it more
than doubled its response and conversion rates.
Does all this
happen automatically just because a marketer switches to 1:1 printing? No.
Previously, Disney Destinations admits that it was not following up with
inquiries effectively. So at the same time it switched to 1:1 printing, it
created a dedicated sales follow-up team. The detailed information gathered for
the 1:1 brochures allows the team to follow up more easily with current prospects,
as well as with past customers who have become inactive. The resort is also
blending in other customer contact vehicles, such as e-mail contacts and
personalized URLs, both as follow-ups to inquiries and to generate new
inquiries. Together, all of these efforts create a comprehensive approach to
prospect communications and existing customer communications that is immensely
profitable.
The moral of
the story? For world-class marketers, 1:1 printing has become more than a type
of marketing campaign. It has become a way to do business. What can you learn
from them?
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