Challenge:
The Access Fund is a non-profit organization with the mission to keep public lands open to mountain climbers.  Previous attempts to increase their membership base through direct mail were unsuccessful.  They had talked with several direct mail marketing organizations which handle the likes of the Nature Conservancy, Green Peace and the Cousteau Society, before deciding upon Ariss Kahan.

Tactics:
With a goal of generating 500 new members (1% of a 50,000 piece mailing), Ariss Kahan proposed a multi-tiered test, using new graphics, several list recommendations and a T-shirt offer.  We tested 9 lists including The Access Fund’s in-house lapsed members.  The 6x9 direct mail package was split geographically 4-ways so that respondents could read about exactly what The Access Fund had done in their area of the country.

In addition, Ariss Kahan hired a copywriter with climbing experience.  He was able to write a dramatic letter to which the respondents could relate (and respond to).

Results:
A response rate of 2.79% generated 1,971 new members, an average donation of over $51 and revenues of $100,547 against an in-the-mail cost of $29,386.  Return on Investment was $71,161 excluding the lifetime value of these new members.

Challenge:
Adelphia Communications, a national cable provider, required a multi-tiered campaign dependent upon the subscribers’ service level, as follows:

1. Target analog subscribers in non-digital serviceable areas and increase retention.
   
2. Target analog subscribers within digital serviceable areas and upgrade these subscribers to digital.
   
3. Target digital subscribers within high-speed cable modem serviceable areas and cross-sell the PowerLink service.

The objective was to garner a positive return on investment with this multi-tiered marketing initiative.  Adelphia’s specific objective was to increase the retained percentage of analog subscribers, make analog subscribers within digital service areas aware of the availability of digital service while converting and retaining digital subscribers from this universe as well as offer and retain high-speed cable modem subscribers (PowerLink).

Tactics:
In this case, we ran retention (to analog non-digital serviceable) offering digital cable; upgrade (from analog to digital) and up-sell (to include high-speed cable modem Internet service) to tiers of non-subscribers and/or subscribers, depending on the existing service level.  We employed a new creative direction and made the mailers into cartoon strips.  And, naturally, we understood the cost/benefit relationship while assigning reasonable responses to budget.

Results:
While we do look at initial response or "take" rates, we are more interested in a "retained rate" after 90 days of service.  From our back-end analysis, we determined that the total cost of the marketing initiative was $52,294.20, while the retained value of billed services exceeded $428,000 (not including the cost to establish the service via truck rolls, etc.) after three months of retained service.  The lifetime value would be in the millions.

Challenge:
A 14-year old Film & Video Expo was experiencing stagnant attendance and declining revenues. Ariss Kahan profiled their existing audience and leveraged the analysis results to target new prospects for attendance.

Result:
Our efforts not only generated a 13% increase in attendance, but raised the demographic/firmographic profile of the audience.

Client Quote:
"Your professionalism was apparent from the first. You made me and my company look good and my exhibitors are pleased and impressed with the improved quality of the attendees."

Mark Cramer, President

Challenge:
Although they offered a competitive service, U S WEST was concerned with their customer attrition rate. In partnership with their advertising agency, Ariss Kahan designed a premium-grade relationship marketing campaign targeted at new subscribers of specific telephony services. The goal was to reinforce the buying decision and re-educate subscribers to the many features and benefits of the services.

Results:
By finding the real reasons customers were leaving and addressing them through relevant, well-targeted customer communications, the client's attrition rate for the targeted services was reduced by 28 percent.

Client Quote:
"Ron Kahan is the authority on database-driven relationship marketing. When you think "database' you think Ariss Kahan."

- Neal Arestie, Director of Strategy and Business Development

Harveys Wagon Wheel Hotel Casino

Challenge:
With a huge warehouse of data gathered from their slot club cards, Harveys saw an opportunity to leverage that information for sharply-focused customer relationship marketing initiatives. The goal was to find a way to get patrons who had not visited Harveys in over a year to return. The budget was very limited.

Results:
As a result of the client request, Ariss Kahan developed a custom marketing database system for the analysis of casino patrons. This system uses sophisticated analytical techniques to segment gamers into specific "worth" categories, which the client can use to communicate in a differentiated fashion to their patrons. As a result, Harveys Wagon Wheel Hotel Casino has steadily benefited from increased new business, better retention and greater profitability.

Client Quote:
" Ariss Kahan was able to take our raw data and turn it into meaningful, actionable information. Our casino property remains the market leader because of our ability to understand our patrons' behavior and communicate effectively with them."

- Joseph Behm, Marketing Manager

Challenge:
Before the introduction of Ariss Kahan as their database marketing solution provider, the client's telemarketing only strategy for Medicare customer acquisition was not producing their desired results.

Results:
Ariss Kahan developed and executed a split test of a new telemarketing only and a direct mail with telemarketing follow-up campaigns. In an ever-competitive, dynamic business environment, the successful test winning campaign exceeded the client's goals.

Challenge:
To successfully target a uniquely qualified universe of consumers for the purchase of high-end, resort real estate property.

Results:
Using sophisticated profiling techniques, Ariss Kahan was able to create a target universe which was sent a series of compelling direct mail offers resulting in a sell-out of the resort condominium property in a matter of only two weeks.