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CASE STUDY - Profiting from Polos

CLIENT: Schwan’s, a Fortune 500 food wholesaler and direct-to-consumer retailer

GOAL: Increase institutional food sales to school lunch programs.

CHALLENGE: Provide an incentive to school lunch directors to purchase Schwan’s products to supplement and/or replace current suppliers.

ACTION: Cavanaugh designed a polo shirt incentive program to outfit school lunch personnel in matching high quality polo shirts on a complimentary basis in conjunction with the volume of Schwan’s products purchased. Schwan’s school food service sales jumped 15% over a four month time frame when this program was
in effect.

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