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Selected work

Golden Ticket Promotion

Sales promotion
Scranton
2009

Overview

Michael Scott placed five Golden Tickets into outgoing paper shipments, each offering a 10% customer discount for a year. All five reached Blue Cross of Pennsylvania, the Scranton branch’s largest client, creating an immediate pricing crisis that unexpectedly became a major account win.

Challenge

A promotion designed to spread five discounts across customers accidentally concentrated all of them in one high-volume account, creating a potential 50% discount exposure.

Scope

Contain the immediate pricing risk

A defined part of the initiative.

Contact the affected major account

A defined part of the initiative.

Coordinate branch and corporate communication

A defined part of the initiative.

Assess the account economics

A defined part of the initiative.

Protect the customer relationship

A defined part of the initiative.

Capture the commercial upside if the promotion increased loyalty

A defined part of the initiative.

Project gallery

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Results

Key outcomes from the Dunder Mifflin story.

0
Golden Tickets reached one customer
0
combined discount exposure
Blue Cross chose Dunder Mifflin as exclusive office-supply provider
Outcome a terrible control process produced an excellent sales result

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