Case Studies

Staples and Office Depot

15038-CaseStudy-StaplesImprove Sales Promotions

Their Goal
Staples and Office Depot were looking for a way to drive sales of new products and increase the average order value. The challenge was to find a customer incentive that could be applied across the country and was relevant to their wide demographic audience.

The Solution
Two different approaches were taken in accordance to these two different goals.  In the “Spend & Get” promotion, a $25 Gift Certificate was rewarded to customers who spent over $75. In the SKU-based promotion, one retailer offered the $25 Gift Certificate when any customer purchased two or more toner cartridges.

The Results
The initial test of the “Spend & Get” promotion took place in three markets over one week, and over 90,000 Gift Certificates were given. This success lead to a nationwide rollout for two weeks, resulting in 430,000 certificates offered, generating over $30 million in retail sales. These retailers continue to offer Gift Certificates to increase promotional sales.

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