The Clothing Overstock Note.

In 1996 it became obvious that Grassfield's had an excess inventory of fall-weight suits. We identified eight sizes in which the problem was most severe and drafted a special note to each customer whose size fit the over-stock criteria; 1,164 invitations were mailed. The note read in part: "Dear John: From time to time we experience an overstock in a particular suit size, and this time it's 42-long. Since you wear this size, I'd like to offer you a special incentive." Results: Grassfield's...