OUR EXPERTISE = YOUR SUCCESS

Smart collaboration and a strong program enabled our reseller partner to turn our direct mail expertise and capabilities into an unexpectedly healthy revenue stream—all on a turn-key basis.  

Challenge:
Businesses of all sizes look to our strategic reseller partner for solutions; it became clear that their customers would welcome a direct mail offering. The hitch: direct mail isn’t one of our partner’s core capabilities. Luckily, it is one of Taylor’s. The challenge was to develop a program that would make it easy for our partners to capitalize on our expertise and capabilities, for a healthy, turn-key revenue stream. 

Goals:

1. Develop a comprehensive, scalable direct mail offering that could be sold through our reseller partner’s contract sales team.
2. Collaborate effectively with our partner’s sales team on this highly consultative sale.
3. Execute the program, acting as the reseller’s representative after the close of the sale through production and ROI measurement.   

Taylor Solution:

1. We conducted multiple training sessions with our partner’s sales staff, getting them up to speed on issues such as marketplace positioning, value propositions, customer selection, and more. 
2. Once the selling started, the Taylor team acted as the reseller’s direct mail expert, representing the reseller on the phone with the end customer, learning about customer goals and objectives, and helping to close the sale. 
3. We then went to work meeting end customer needs, which ranged from limited to comprehensive (list acquisition, creative, printing, postal prep work and more).
4. We tracked results, delivering ROI intelligence alongside stellar service that met our reseller partner’s brand standards.

Results:

1. Our partner found customers returning for more every quarter—some even every month. (Direct mail, done well, tends to be a repetitive sale.)
2. The average order size exceeded expectations.
3. The program is proving to be a healthy and building revenue stream.