Salvation Army Night Before Christmas

This DM campaign targeted 623,000 selected supporters of the Salvation Army for the UK charity's annual Christmas appeal.

Salvation Army Night Before Christmas

Watson Phillips & Norman

The team

John Eversley, Bob Nash, Alison Meredith, Zoe Hewitt, Rob McWilliam, Polly Jones, Mick Eglinton, Arno Meddleton.

How did the campaign make a difference?

Telling a real story to existing supporters as close to Christmas as possible but waiting until 26 November paid dividends for the Salvation Army: a massive 22% response. This single mailing raised £4.4 million, gained a response rate of 22% and an ROI of over 20.

What details of the strategy make this a winning entry?

This mailing was about contacting the right people at the...

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