Loudoun Motors: Using Branded Postcards to Attract a Premium Audience

Loudoun Motors experienced over 49% revenue growth from clear expertly-targeted direct mail campaigns.

Loudoun Motors

Loudon Motors is a single-shop operator based out of Sterling, VA. Founded in 2016 by two ASE Master Certified technicians, it quickly established itself as a high-quality provider, earning five-star ratings across Google Reviews, Yelp, Facebook, and Carfax. With the help of a six-month postcard campaign from Conceptual Minds, Loudoun Motors increased ARO by 40%, growing total revenue  49% over the previous year.

The Results


Our six-month test provided substantial results over the same period the year prior.

0 %

revenue growth

0 %

ARO growth

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The Nuts and Bolts
The Challenge
Loudoun Motor’s founders aimed to grow revenue over the prior year but didn’t want it to come at the expense of service margins. 
 
Moreover, the company was already near max shop capacity, meaning growth couldn’t be achieved through higher car counts alone.
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The Solution
Conceptual Minds strategists satisfied the goals and requirements by focusing on growing average order value (ARO). Such a strategy required a combination of higher-income customer generation and seamless cross-selling (to achieve higher order size).
 
CM print strategists launched a 180-day print campaign targeted toward a more affluent audience. Cross-selling was encouraged by positioning Loudoun Motors as expert in a wide range of repair services.
Why it
Worked?
Conceptual Minds’ postcards were creatively designed with eye-catching visuals and strategically targeted toward a higher-income audience. One not only capable of higher AROs but also more likely to be interested in premium and comprehensive services. 
 
Postcards pushed Loudoun Motors as a premium provider with premium services. Respondents were far more likely to become loyal customers because they weren’t motivated solely by short-term savings.

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