15038-CaseStudy-StaplesImprove Sales Promotions
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.
Two different approaches were taken in accordance to these two different goals. In the “Spend & Get” promotion, a $25 Restaurant.com Gift Certificate was rewarded to customers who spent over $75. In the SKU-based promotion, one retailer offered the $25 Restaurant.com Gift Certificate when any customer purchased two or more toner cartridges.
The initial test of the “Spend & Get” promotion took place in three markets over one week, and over 90,000 Restaurant.com 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 Restaurant.com Gift Certificates to increase promotional sales.