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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

Tigerair: Infrequent flyers

This case study describes how Tigerair, a budget airline in Australia, created an 'Infrequent Flyers Club' to popularise domestic budget air travel, overcome its poor reputation and increase revenue.

Mizrahi Tefahot: Happiness? Who is searching Happiness in banking at all?

This case study describes how Mizrahi Tefahot, one of the leading banks in Israel, created a strategy to bring happiness to banking, differentiating itself from the competition and growing its customer base.

Emirates NBD #PassionForGiving: Bade Parde Wali Phillum

This case study describes how Emirates NBD, a leading local bank in UAE, created a 'Bollywood on wheels' portable cinema to bring entertainment to labour camps, to improve its brand perception amongst affluent people and increase account openings.

Turning consumer mindset research into Holiday Inn Hotels media targeting

This case study describes how Holiday Inn Hotels, part of a world-leading hotel group, launched an innovative online advertising campaign to increase the likelihood of US travelers booking at Holiday Inn Hotels.

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.

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.

How to use PR and content marketing for customer acquisition

This article explains how to use PR in customer acquisition.

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