Case Study

Purolator Courier Gets Close to the Real Influencers

Purolator had no trouble engaging with corporate buyers in corporate accounting departments. But they knew that the real decision maker about which courier to use on a day to day basis often lay with the front desk. Faced with a choice of providers, the decision often would come down to the dependability of the couriers who visited every day and the relationship they built with the front desk. Purolator used this campaign to gain insight into the state of courier usage within dormant accounts. Postcards were delivered to the front desk; receptionists were invited to fill out a short online survey on courier usage in exchange for a Starbucks gift package. Through this simple program Purolator was able to gain valuable insight, discover potential high value accounts, then link future sales lift back to the campaign.