Business Stream direct mail case study

Business Stream is a supplier of water and waste water to Scottish businesses. Because the brand derived from Scottish Water Business Stream – it became a standalone company in 2006 – it was already a major player when the Scottish water and waste water market deregulated in 2008.

In a bid to protect market share against emerging competitors, it aimed to attract new business with solutions for leak detection and repair, network rehabilitation and water efficiency equipment.

Because feedback showed potential customers needed information relating to likely return to justify investment, agency Tangible came up with Health Check to help customers identify water wastage and build a business case for spend.

A slick first aid kit was sent to 29 energy and operations managers, containing an assortment of materials, including Savlon and plasters, as well as informed and relevant messages relating to savings and tools for assessing water efficiency.

The response was unprecedented. Some 62% of businesses have taken up Business Stream's offer of a Health Check, generating over £530,000 of extra revenue for the water supplier. Overall the campaign has delivered an impressive 1:133 ROI.