Experian 2007 Annual Report Download - page 11

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The following
clients benefit
from our
expertise in
Credit Services:
Case study
| 09
15
Experian has supported
Crate and Barrel for
more than 15 years
Crate and Barrel is recognised across
the United States as a leading multi-
channel retailer of housewares and
furniture. The company was
founded in 1962 as a family business
and today has more than 150 stores
and over 7,000 associates
nationwide. During this time, it has
also become a major catalogue and
Internet retailer.
Direct marketing has been a key ingredient in Crate and
Barrel’s success and, for more than 15 years, the
company has looked to Experian to help drive its
catalogue and retail campaigns.
Underpinning these campaigns is the confidence that
Crate and Barrel’s customer database is operating
effectively and that it is successfully reaching the right
customers. Experian provides a range of list processing
services to ensure that the company’s mailing lists are
accurate and up-to-date, as well as being compliant with
postal regulations and properly formatted for quick and
easy processing through the mail.
Prospecting for new customers is a key priority. Crate and
Barrel needs access to potential customers with similar
behaviours and lifestyles as its own, as well as a good
understanding of these customers so that it can market
to them in the most effective way. By participating in
Experian’s Z-24 cooperative database, Crate and Barrel
has access to information about millions of avid
catalogue shoppers, enabling the company to continue
growing its customer base. Its prospecting efforts have
also been supported by expert analysis from Experian of
the responses to campaigns. This helps Crate and Barrel
to identify those consumers that will be most responsive
to its direct marketing and to determine the most
appropriate messages and offers.
With the adoption of new online sales channels, Crate
and Barrel has also needed an email service delivery
solution that can help drive the same success in the
digital world that it has experienced with direct mail. The
company has therefore adopted Experian’s CheetahMail
services to deliver all of its email
marketing offers.
“The partnership with Experian has been a long and
successful one”, said Gordon Segal, Founder and CEO
of Crate and Barrel. “Experian has helped Crate and
Barrel maintain a strong relationship with lifelong
customers, while ensuring that we continue to grow our
customer base.”