Case Studies: sales

INDUSTRY: Financial Services
CLIENT: American Express Card Division., Establishment Services
OBJECTIVE: Business-to-Business Sales and Account Development
TARGET: C.F.O's. CMO’s of major retailers.
PROBLEM:

Two misperceptions among retailers were hindering sales and account development.

  • American Express did not understand their business, and therefore was'nt an effective cooperative marketing partner.
  • The value of accepting the higher-priced American Express card was unclear.

In order to change these misperceptions, American Express needed to demonstrate that they not only understood the retail business, but could also be an effective marketing partner to help build
sales.
SOLUTION: This unique testimonial video brings to life B. Altmans’s successful marketing partnership withAmerican Express. In this case study presentation, participants in the co-marketing initiative tell how the working relationship between the two teams made the critical holiday promotion successful. B. Altmans’s CEO culminates the story by stating that accepting American Express is
worth its premium pricing, because the partnership helped his company achive record holidaysales in a difficult economic climate.
RESULTS: Enthusiastically embraced by the sales force, the video became an important tool for convincing retail prospects and customers of the value of accepting and working with American Express. Itwas also used as a sales training tool.
TITLE: SUCCESS STORY
GENRE: Documentary
LENGTH: 15 Minutes

Case Studies: Fundraising

INDUSTRY: Private Schools
CLIENT: The Calhoun School
OBJECTIVE: Raise funds.
TARGET: Parents and friends of the school attending a dinner-auction benefit event.
PROBLEM: Inspire guests to spend money during the auction.
SOLUTION: Have students at all levels tell about their dreams for their futures and about the kind of world in which they would like to live.
RESULTS: “Last year's annual benefit and auction broke all the records! The event raised $169,000 (gross).”
-Adee Strom, Director Of Development
TITLE: Nothing Like A Dream
GENRE: Documentary
LENGTH: 10 Minutes

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