The Ocado case study is a brilliant example of how door-drop media can support customer acquisition when powered by smart data and precise targeting.
As a challenger brand, Ocado wanted to win new customers in lower-penetration areas — but not just one-off voucher users. The objective was to find high-quality customers with the potential to become loyal, repeat shoppers.
The solution?
A carefully targeted campaign using geodemographic segmentation, lookalike audiences and smart exclusions to avoid cannibalising existing customers.
The results speak for themselves:
- Door-drop ROI of 3:1
- Highest-ever ROI for Ocado
- 27% of customers completed five shops
- Customer acquisition target doubled
- First-order response exceeded target by 20%
- Predicted first-year lifetime value rose by 26%
And the campaign went on to win DMA Bronze for best use of unaddressed print and door drops in 2025.
This is exactly why leaflet media deserves a strong place in the modern marketing mix.
When data, targeting and creative work together, door drops are not “old media”.
They are measurable, strategic and commercially powerful.