Case Studies
At One to One Direct, we strive to develop long-term client relationships that produce outstanding results. In partnership with our clients, we have created marketing programs that have achieved long-term, profitable growth.
Case Study #1
CLIENT OBJECTIVE
A large national bank wanted to create sustainable growth in home equity lending, with a focus on attracting new customers in geographic areas outside of their existing branch network.
ONE TO ONE DIRECT SOLUTION
Developed a comprehensive direct marketing strategy and process that involved key internal client departments (product, pricing, sales, risk management and marketing support personnel). All key internal departments participated in monthly reviews of prior marketing results/tests, which included return on investment analysis. Decisions on future marketing campaigns were based on prior economic results, with all stakeholders having visibility into the inter-relationships between product/price/population and ultimate performance. Hundreds of marketing tests were conducted and measured, and successful tests were identified and aggressively rolled out on a national basis.
RESULTS
Program yielded over $4 Billion in home equity production during a 36-month period. All of this loan growth came from market areas outside the company’s existing branch network, resulting in thousands of new banking relationships.
Case Study #2
CLIENT OBJECTIVE
A state-chartered bank needed an engine for asset and income growth in a market area heavily penetrated by larger national players. The organization did not have an internal direct marketing capability.
ONE TO ONE DIRECT SOLUTION
Provided a turn-key direct marketing solution focusing heavily on high value home equity products. One to One Direct managed all aspects of the marketing process, from creative/offer development to production and fulfillment. We utilized demographic and credit data to successfully identify customers and prospects in the bank’s market area that were likely candidates for home equity products.
RESULTS
Our client tripled the size of their home equity portfolio over a 60 month period while maintaining delinquency/loan loss rates significantly below industry averages.
Case Study #3
CLIENT OBJECTIVE
Client had a need to increase organic deposit generation and create new household growth within its market area.
ONE TO ONE DIRECT SOLUTION
Migrated client away from a legacy “saturation mailing” approach to a more targeted, ROI-driven strategy. Developed a segmentation strategy that combined client-specific information with external demographic information to dramatically improve campaign performance.
RESULTS
Segmentation strategy generated almost 4X more profit than the existing client approach in a head to head comparison.
