Pearson Packaging

Spokane, WA

Pearson Packaging Systems is a leader in the secondary packaging machinery industry. The company’s commitment to customers is to deliver the lowest Total Cost of Ownership and the highest levels of Overall Equipment Effectiveness.

Objective: Pearson needed an end of year “push” to close promising outstanding business.

Approach: Garner attention of prospects with a direct mail piece that was visually intriguing, offered significant savings, and was personalized to the target. Mentus created the “sweet deal”, a series of variable data postcards sent to highly targeted prospects. The personalized postcards stated the company was “sweetening the deal” on existing proposals. Top tier prospects also received a box of chocolates. Generic versions were created for distribution at a tradeshow, as well as a Spanish translation and a flash animation for the website.

The End Results: For just $15,000 in expenses including postage and printing, the company reported $1.3 million in sales. Of 11 significant deals closed during the limited time offer, receiving the chocolates and postcards influenced 8 or 73%.