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Get Appointments with "Cool" Prospects

Company Name: James Productions Inc.
Award Level: Gold
Industry Category: Services
Industry Name: Marketing and Advertising
Promotional Objective:
  • Opening New Accounts
    • Award Year: 1996
    Promotion Amount: $10 or More
    Distributor: Schneeweis & Associates
    Objective: To secure appointments from hard-to-reach prospects.
    Strategy Execution: Discouraged by unproductive telemarketing, the corporate events producer was looking for a can’t-miss method of drawing prospects’ attention. A Coleman cooler turned out to be the answer. The firm directed the promotion to 75 human resources directors in Southern California. Imprinted “James Productions for Cooler Picnics,” the coolers were tied with large green bows and delivered to their reception lobbies. An attached romance card beckoned, “If you want to see something refreshing from the leader in company picnic services, look inside.” Inside was a bed of ice and a letter explaining that James Productions had “some very cool ideas” but noted that refreshments were missing from the cooler. “I’ll bring some soft drinks for you and your staff to enjoy during our presentation meeting,” the message continued. “Let’s get together before the ice melts.”
    Results: From this audience that was unlikely to return phone calls, the company was able to schedule 50 appointments, resulting in 15 new accounts.

    Posted on Friday, February 20, 2009 by Kurt McDowell

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