Avis Rent a Car System

When every car renter was wooing major accounts with bigger and bigger discounts, Nash advised Avis to out-flank the competition and go after mid-sized clients. Starting with President-to-President letters and hand-addressed Confidential Proposals, a series of mailings offered special privileges and prices “traditionally offered only to very large companies.” This was so successful it was expanded to smaller accounts as well and soon copied by Avis’ principal competitor.

American Express Establishment Services

Retailers concerned about paying higher rates had to be reminded of the exclusive benefits of accepting the card. This 16-page booklet brought together the promotional, data and other services that could help retailers accelerate their success.

Pitney Bowes

Applying a theory originally developed for Polaroid, we customized postage meter offers and benefits for specific business types—insurance offices, doctors’ offices, etc.—instead of talking about “your small business.”