Over the years Porsche Netherlands had completely gone out of touch with their classic driving user base. Many classic drivers choose to go to specialist dealers over the official dealerships for maintenance. So Porsche Netherlands had only a vague estimate of how many classic Porsches were actually out there and no way to establish contact with them for deals or offers.

Goal: Reunite classic drivers with the official Porsche dealer, by showing them that Porsche Netherlands isn’t just focused on new models but also cares about the classic user base.

How can you reach a target group that is so small and hard to find, if you have no idea where to start looking and only have a small budget?

We spread the word amongst classic Porsche drivers about something they’ve always wanted to have, but were never able to get. Together with car photographer David de Jong we put word out that classic drivers could get a professional photo of them behind the wheel of their Porsche.

Through a website only accessible with a classic Porsche licence, drivers could find 8 curated routes. All were equipped with a special camera setup, able to recognize classic Porsches driving by and take their photo. The photo was uploaded and printed at a nearby dealership and ready to be picked up after their drive.

All photos were combined into a book: a collection of all classic Porsches still driving in the Netherlands. A book you want your classic Porsche to be in. And of course, we put their own Porsche (the most beautiful classic Porsche there is) on the cover.

Less than 0.1% of all cars on the road are classics Porsches. A mass media approach would be inefficient and CRM was impossible as these people were not in our database. Since we couldn’t reach them by conventional means, we made them come to us, using smart behavioural mechanics. Our insight: a Classic Porsche owner behaves in opposite ways to owners of new Porsche. They don’t want to stand out, but be part of a community. They are not engaged by luxury, but want to get their hands dirty. And they are not aroused by status, but by the sheer pleasure of driving their vintage car. So we celebrated what they love most: their own classic Porsche. We gave them the only picture of their Porsche they couldn’t make themselves and offered the opportunity to make their pride and joy part of an exclusive collection.

By the end of the campaign, we engaged a massive 62% of the target group through our communication. Of these people, more than half registered their information with Porsche Netherlands: more than 3000 news leads of a previously unknown group of 7000.

But there’s more: of this group, 1234 drivers actually drove our routes and picked up their photo at the dealer, of which more than 50% were previously unknown. And more than 800 people actually brought their car to a dealer for maintenance. In comparison: previous dealer campaigns for the past 10 years were never able to convert more than 400 additional clients.