Virgin Trains needed to fill seats on off-peak trains on their Manchester to London route.


They created a tongue-in-cheek door drop – ‘The Northerner’s Guide to London’. By taking the proverbial out of Southerners, it forged an immediate allegiance with their Northern audience, and a £10 voucher off their next journey offered a tangible reason to travel. The door drop targeted core Virgin Trains audience segments in areas around key Manchester stations.


The door drop achieved a response rate of 0.14% - beating the industry benchmark of 0.1%. A 40% uplift.  11% of households (11,648) targeted with the door drop went on to purchase a Virgin Trains ticket generating £2.4million in revenue.


Source: Virgin Trains - DMA Award Entry 2015


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