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About Paperight, Marketing

Matric Exam Marketing Campaign 2013

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For the end of the year, we focused on pushing sales of matric exam material as a priority and other supplementary school material too.  This was to be our most profitable season based on the success of the previous season. Our marketing efforts consisted of the following:

  • post_20131010press releases to media contacts on our work with Pelikan Park (PP) High School and Silverstream Secondary (SS) School (see ‘Turning school sponsorships into great PR’ article for more details)
  • newsletter pieces and blog posts encouraging outlets to commit to in store promotion
  • Gumtree and OLX adverts offering a door-to-door delivery service for past matric exam papers
  • an smsweb email to school principals introducing what Paperight can do to help their schools access study material
  • a Facebook conversation plan and paid Facebook advertising
  • three adverts in The Good Times school newspaper (Hout Bay/Llandudno, Atlantic Seaboard and Constantia).

We intended to also place an advert in Free4All (the free school newspaper that is distributed nationally) with the help of a copy shop partner, but this did not come together in time.

Our Facebook strategy was to fill our page with advice to matric students for their exams and links to relevant products, while targeting parents of matric students through paid advertising. This helped us to increase our page likes, yet did not lead directly to many sales, as far as we could track.

Our door-to-door delivery campaign completely failed with not even a single request for the service.

Our door-to-door delivery campaign completely failed with not even a single request for the service. We offered to print and bind matric past papers and drive them to customers’ homes and offices, and we advertised the papers at very affordable rates. Despite posting adverts on Gumtree and OLX, as well as posting our offer on Facebook and scheduling a paid Facebook advert targeting parents, it did not have the desired effect. The only conclusion we can come to is that the offer may have been arranged too late for most parents to take advantage of. Similarly, the offer only applied to the Western Cape (within driving distance of Claremont) and perhaps the need for the service may have been more pressing in other provinces that we couldn’t get to simply due to a lack of resources.

The press release I sent out about our work with PP and SS was picked up in numerous regional newspapers and again showed our extraordinary ability to generate free press.

we were faced with feedback from unsatisfied customers, explaining that they were turned away by front of house employees who did not know about Paperight or did not know enough about the service

Many outlets committed to instore advertising to drive sales of study material. However, as with most work with copy shops, we were faced with feedback from unsatisfied customers, explaining that they were turned away by front of house employees who did not know about Paperight or did not know enough about the service to a) recognise the query as a request for a Paperight book or b) assist the customer immediately. Yet more evidence that trusting Paperight sales to another business that has control over point-of-sale is a major hurdle that needs to be addressed. Regardless, we made many successful sales too.

The Good Times newspaper is a great publication to advertise with to reach parents directly. Made up entirely of news items about schools in different areas across the Western Cape, parents dip into the newsaper to find photos of, stories of and work produced by their offspring. However, the publication went to print far too late in the year (2nd December 2013) and therefore had no impact on sales. However, our paid advert was featured alongside a full page article about the work that Paperight does and I am sure that it will stick in parents’ minds during future buying cycles.

Based on the results of our Adopt-a-copy-shop/Adopt-a-school project, we did not send any marketing materials (posters or flyers) directly into schools.

post_20131018Overall, this buying cycle was more lucrative than 2012, even though the number of study aids (past papers and study guides) was significantly less. This is perhaps because in 2012 past exam papers had no license fee. From 2013, Paperight began charging $1 (or 1 credit) per document to help inch our way towards sustainability.

These titles are our most valuable content and have been essential to defining ourselves to the public. Any and all future marketing strategies that Paperight implements must build on the strong base already in place.

About Paperight, Admin and infrastructure, Finance, grants and awards, Marketing

Launching the anthology, mapping outlets, and a big win

We’re super proud of three new videos:

22 Oct 2013: This 8-min documentary on how and why Pelican Park High bought study materials through us is so affirming for us. It helps answer the doubts that can haunt you when you’re wondering whether you’re moving forward at all.

1 Nov 2013: Similarly, this 8-min documentary on how and why Minuteman Press sponsored books for Silverstream Secondary.

18 Nov 2013: We created a short 1-minute promo from the Pelikan park video on why schools should buy study materials through us.

But the real hjighlight event of the last few months has to be the launch event of the Paperight Young Writers Anthology on 7 September 2013. (See the blog post here and photos on Facebook.)

20140429_frankenstein-mapBack at the ranch, at the end of October we finally integrated our outlets map onto our product pages, to offer the ability to find outlets and compare prices of books at them per product.

This new product-page map explains the concept behind Paperight much better, too, which frees up other messaging space.

At the same time, we also created a range of new screencast videos for our help site (released 21 Oct 2013), produced on 4 Nov 2013 a new printable product catalogue, including improved CSV-based workflow to make future updates quick and easy, and made (on 13 Nov) some useful guides for schools and sponsors on how to work with us.

Marie and Nick have also been producing loads of Facebook posts about our books and outlets.

Out and about

  • On 10 Oct 2013 I pitched at the Accenture Innovation Awards in Joburg, and won! More on that below.
  • 9 to 13 October 2013: Tarryn, our COO, visited the Frankfurt Book Fair, and also won an award. More below.
  • 24 Oct 2013: I spoke at the launch of market research company Yellowwood’s white paper on transformative innovation. Here’s text and video.

  • 6 Nov 2013: “Tough Truths about Selling to Publishers”. I spoke at the inaugural Footnote Summit, a South African digital-publishing conference. I was worried I might offend some people, but my worries were unfounded: people really appreciated my honest, and my talk led directly to one important publisher signing up, and another giving us much better books.
  • 11 Oct 2013: Nice PR opportunities off back of Accenture win, including this breakfast TV show (skip to 3:10 for me).

New supporters

20130903_122743_window-dressedWe noticed on 4 Sep 2013 that local copy shop Top Copy had devoted their entire front facade to Paperight books. It’s great to see one of our champion copy shops devoting their prime ad space to our books.

We identified 46 separate media pieces about us, including these highlights:

Big wins

Five great wins in the last three months:

Our roadmap for the next 3 months

October and November sales were very low, so for the next three months we’re shifting focus to our Feb/Mar 2014 universities promotional campaign, headlined #textbookrevolution, and emphasising the need for universities and publishers to move away from their traditional, bloated supply chain (where 70% of the retail price of a textbook goes to the supply chain alone), and towards Paperight.