OnTrax: a $311m Institution Case Study2017-05-22T15:03:52+00:00

Project Description

ONTRAX: OUTSOURCE MARKETING EXECUTION & TRACKING

Objective:

Increase loans, particularly auto loans and mortgages.

Analysis:

This $311 million institution needed a cost-efficient way to build a strong loan portfolio. Because the OnTrax service includes ongoing access to a professional consultant, the client worked with MARQUIS to produce a tactical marketing plan, analyze and segment client data, implement several ongoing direct marketing campaigns, and track the results of each campaign.

Action:

In addition to ongoing communications including onboarding, single service, and relationship building programs, three new campaigns were implemented: an auto loan runoff and auto/mortgage acquisitions.

The auto runoff campaign leveraged monthly data to communicate with members whose auto loans were near their payoff date.

The mortgage acquisition campaign delivered a compelling message to households that showed a propensity for home ownership.

The auto acquisition, much like the mortgage acquisition, used vital customer information from the MARQUIS MCIF to target the most likely respondents.

Results:

The three loan campaigns yielded outstanding results. The auto acquisition program brought in loan balances of more than $2 million, while the mortgage campaign generated nearly $1.1 million in new loans. Over the course of a year, the client gained $263 for every $1 invested.

SOLUTIONS USED

MARQUIS MCIF | MARQUIS Creative | MARQUIS OnTrax