Client: Delmarva Power

Objective: To convince homeowners with older oil heaters to switch over to gas.

Strategy: This 3-part mailing was sent to homes heated by oil heaters that were at least 10 years old. Provocative, witty headlines made it hard not to open these pieces up and once they were opened, consumers learned about all of the advantages that gas heat offered over oil. Namely, gas heaters were less likely to need service, cleaner burning and cost less.

Results: Since this was a long-term strategy, I really have no idea how many people switched from oil to gas because of this mailing. But I’m sure that these pieces were looked at and read. They certainly added to people’s view that the company communicated well. They also won several awards for Delmarva and Stooker & Quinn.