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Customer acquisition


Key reading

Peparami

A practitioner's guide to customer acquisition

This detailed guide offers the building blocks for setting up KPIs and how they drive profitability. It also includes an overview of each of the major channels available, and practical guidance on how to use them individually and collectively to deliver success.

Growing by growing distribution

Byron Sharp and Kate Waters argue that advertising is a weak force compared to personal recommendations.

Acquisition is the only reliable route to growth

Les Binet and Peter Field on loyalty – and why aiming to gain new customers is more effective.

The business benefits of customer management

A new model of customer management and good practice in customer acquisition, penetration and retention.

Breaking the habit code

TNS research offering a psychological perspective on how marketers can change consumer habits.


Latest case studies

Volvo UK: "Or By" - How two little words made Volvo's safety matter again

This case study describes how Volvo, a Swedish car manufacturer, went against the expected position in the UK and got itself noticed - in a good way.

FC Zurich Women: Escort Men

This case study demonstrates how FC Zurich Women, a football team that regularly makes the UEFA Women's Champions League, put women's football in the spotlight in Switzerland for the first time.

Tigerair Australia: Infrequent Flyers Club

This case study shows how Tigerair, an Australian low-cost airline, improved its very low customer consideration scores with a humorous and highly shareable campaign.

VisitBritain: Great Chinese names for Great Britain

This case study explains how Visit Britain, the UK's national tourism agency, engaged young affluent Chinese travellers in a 360-degree social media campaign and got them to consider Britain as their next destination.

Latest articles

Direct Mail: Email is fast but letter is better

This article looks into the continuing power of physical post over digital communications in direct mail.

How to use paid search (PPC) for customer acquisition

This article explains how to use paid search (PPC) in customer acquisition.

Breaking the habit code

This article looks at how marketers can create or change consumer habits.

Ecover's makeover

Ecover, an eco-friendly detergent brand launched over 30 years ago, found that by 2011 the UK market had changed considerably with an increasing number of competitors, including P&G and Unilever entering the 'green' space.

Want to find out more? Contact us

Monique Dolbin

Americas

Monique Dolbin
+1 202 778 0680
americas@warc.com

Nicola Tillin
Ed Pank

Asia Pacific

Ed Pank
+65 3157 6200
asiapacific@warc.com