2013 Fundraising Stars

Jan L. Buchanan
Integrated Direct Marketing Manager
International Orthodox Christian Charities

In 2012, a relatively simple change in IOCC’s direct-mail newsletters meant a huge jump in revenue for the organization.

According to Mark Hodde, director of partnerships and public relations at IOCC, early testing of several direct-mail packages indicated that envelopes nested in newsletters or other marketing materials weren’t pulling nearly the same rate of response or average gift amount as appeals mailed in No. 10 envelopes inserted with a reply card and No. 9 BRE. The newsletter was being mailed to a housefile of donors who had given within the last 24 months, yet was drawing few repeat donors.