How to increase
sales of Trucking Services
Overland Freight Lines was a mid-sized Trucking Freight and
Local Courier company. Overland Freight wanted to create additional sales of its Trucking Freight
and Local Courier delivery services. Overland Freight wanted to add new
customers, and get additional business from its existing customers.
As well, they hoped we could get their sales force of truckers to become
We created a powerful
contest draw to involve shippers - they could win a free trip to
We created a Direct Mail
campaign that would attract shippers with a free contest draw - every
shipment would allow the users to enter the draw again. Plus, we
created a special method to get shippers to put a Telephone Sticker onto
their telephones. Now Overland Freight's dispatch number would be
highly visible on customer's telephones.
We utilized a similar
contest draw to motivate the Truck Drivers and Courier Drivers.
Overland's Drivers too could win a second trip to Hawaii or one of 50 other nice prizes,
like big-screen TV's and waterbeds. We created a special involvement
program for the drivers, to cause the drivers to encourage old and new customers.
We wanted to have a serious incentive for the Truck Drivers themselves. To
some, these Drivers were already highly paid. However, we did offer
incentives to the drivers and it was very very successful.
Direct Marketing Program:
We created an inexpensive mailer, and blanket mailed businesses in Metro
Vancouver. We have samples of this campaign that we can show
Yes, their Sales increased dramatically. Yes, the shippers
did put the Telephone Sticker onto their telephones. Yes, the Truck
and Courier Drivers suddenly became sales oriented. Yes, the Drivers
cooperated with a contest that would reward them. We awarded the
Hawaii trip to a very happy Overland customer. We awarded the second
Hawaii trip to the deserving Overland Driver.
Overland Freight was very successful with this Direct Mail
Promotion. Overland received an instant increase of 30% in business. The
Direct Mailer and Promotion
opened many new accounts, and increased their business with old
accounts. The Overland Drivers gave more emphasis to "thinking sales".
Mountain of Entries swamps
"Shocked!" by the
tremendous response was the reaction by Overland President and part
owner Jim Donald. (left) "We expected a good response, but we were overwhelmed.
... Because of the response to this promotion, we're already planning the
next one." (From their customer
newsletter.) They have really big
smiles on their faces.
their Customer Newsletter, click HERE.
received tremendous Sales Results.
This campaign is a typical
Business-to-Business Service campaign. Most important to Overland
Freight was the increase in new accounts, because these new accounts
could be expected to give Overland their shipping business - forever.
What we're not
revealing on this webpage
The secret to good
Direct Mail is participation by the viewer, what we call the "Play
Value". We've deliberately avoided showing the world how exactly we
did it on this website. However, we'd love to show you this in
person, face to face. For this and most examples on this website, we have
printed samples of the exact campaign that we can show you.
What kind of Sales Results
can you expect? Using Direct Mail, most companies experience Sales Results that are
The results from B2B
Service campaigns is usually spectacular. The phones start ringing
immediately. Because the new sales from new customers do not usually increase your
overhead - the profit margin is higher.
Direct Mail can sell both
Services and Products to Businesses
Isn't a list
No, not always. We created this campaign to work successfully
without the need for this client to have a list. For example, Vancouver
City has 32,923 businesses while the whole of Metro Vancouver including
the Fraser Valley together contain 78,119 businesses. Sometimes an
addressed mailing list is the most cost-effective, usually both addressed
and bulk-to-businesses is best. We'll find you good lists of prospects,
specific to your industry or business. Many of the best lists are only
available to the Direct Mail industry. Leave your list selection to an
expert firm like Best Practices Marketing.
This Direct Mail Marketing has
worked successfully for those who sell Services to businesses, including Telecom, Machinery Repair Services and
Delivery/Cargo Services. As well, This Direct Mail Marketing
method would workfor most companies who sell Products to businesses, such
as Office Furniture, Coffee Services, Stationary, Copier Sales, Computer
Sales, Paper Products, Industrial Equipment & Machinery, and most
Business-to-Business sellers. Whether you sell a product or a service, from
Business-to-Business, this method of Direct Mail marketing almost always
What's the average cost
for a Direct Marketing Campaign to sell your Business Services?
We'd suggest that you start
with a minimum budget of $5000 to $10,000 to effectively test a Direct Marketing
program. This Overland Campaign cost substantially more than that. After a
successful test campaign, many clients choose to increase the scale of
their Direct Marketing. Direct Mail Marketing can actually
build any business into a much larger one - fast.