OVERSTOCK - Moving Sale

There are hundreds and thousands of Web sites selling products to online shoppers. Without extensive advertising to drive traffic, dot.coms can't survive. Overstock.com is different, they believe they are direct marketers where other dot.coms thought they were in technology. Therefore they turned to direct marketers for help increasing traffic and sales.

Since a new warehouse was being constructed and an inconvenient move coming up, it gave us a natural credible reason to communicate with their customers and potential customers through email to encourage quick response.

We developed a four-week e-mail campaign, sending potential customers one
e-mail each week. Each week we would count down to the final days of the
event. Following the actual move, we extended the offer as a celebration
of a bigger and better Overstock.com with even more products at up to 70% off.

The message we developed was "Overstock.com's Movin' and Savin' Event," playing off the theme "We're Movin' You're Savin'". Our objective was to build immediate response, while promoting Overstock.com as a growing, more powerful advocate for its customers. Our goal was to increase response from 15 to 20 percent across the various measurement.

Our campaign increased the open rate by 300%, the click through rate by 355%, the
acquisition rate of new customers by 436%, the conversion rate of visitors to purchasers by 752%, the average invoice amount by 8%, and the revenue generated per email sent by 641%.