Good Sports Outdoor Outfitters Uses Cross-Channel Marketing to Generate Store Traffic and Sales

Posted on by Christine DeLooze | 1 Comment »
Business Objectives:   Good Sports Outdoor Outfitters is a family owned specialty retail store operating in San Antonio, Texas for over 25 years. During 2010, Good Sports expanded its business by opening an outlet store and was developing plans for an online shopping website.

To be successful in the expansion and to build its business, Good Sports needed a direct marketing campaign that would:

  • Increase sales
  • Attract new customers
  • Build relationships with existing customers
  • Grow their customer database for future marketing
  • Build awareness through consistent branding and messaging


A multi-channel direct marketing campaign drove new business for Good Sports Outdoor Outfitters. Results for the campaign period June 2010 – April 2011 were:

  • Redemptions of personalized direct mail coupons and seasonal promotions resulted in new sales of $61,364
  • QR codes placed in magazine ads extended the reach of Good Sports’ brand and messaging
    • 335 unique hits on campaign landing page
    • 202 individuals provided their email address to receive a QR code coupon promotion.These addresses were used to build a data list for weekly email marketing messages
    • 62% of the responders were new clients
    • 37 QR code coupon responders made purchases at the store totaling over $4,800
  • Good Sports’ goal in attracting new customers was to go beyond the client who makes one coupon purchase and attract long-term clients with a high lifetime value. 10% of the new clients have made repeat purchases

Read more about how this campaign was structured and why it succeeded.

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Client Good Sports Outdoor
Print Service Provider
Marketing Service Provider

the e.f. group

One Response to “Good Sports Outdoor Outfitters Uses Cross-Channel Marketing to Generate Store Traffic and Sales”

Comment from Peter
Time September 4, 2012 at 1:09 am

Thanks. Nice to read about the direct marketing campaign results for Good Sports Outdoor Outfitters. It has proved again that Direct marketing is not dead but still effective. Results are quick and measurable.

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