Claude C. Hopkins (1866–1932) was an American advertiser and author. He introduced the slogan in advertising and popularised the use of test campaigns, especially using coupons in direct mail, to properly attribute marketing spend.
Claude C. Hopkins was born in
Hillsdale on April 24, 1866, received his education at
Ludington and later attended a commercial school in
Grand Rapids
[1].
He worked for various advertising companies, including Bissell Carpet Sweeper Company, Swift & Company, and Dr. Shoop's patent medicine company. According to
David Ogilvy, in 1907, at the age of 41, Hopkins was hired by
Albert Lasker, owner of
Lord & Thomas advertising, at a salary of $185,000 a year (equivalent to $6,049,500 in 2023).
[2] Hopkins insisted copywriters research their clients' products and produce "reason-why" copy. He believed that a good product and the atmosphere around it was often its own best salesperson, and, so he was a great believer in
sampling to track the results of his advertising, and he then tested headlines, offers, and propositions against one another. He used the analysis of these measurements to improve his ad results, driving responses and the cost effectiveness of his clients' advertising. While working for the Bissell Carpet Sweeper Company, Hopkins sent out five thousand letters recommending carpet sweepers as Christmas presents – one thousand people sent in orders. He also convinced Bissell manufacturers to offer more variety of carpet sweepers, such as making them with twelve different types of wood. Following these changes, Bissell sold two hundred fifty thousand in three weeks.
[3]
Hopkins has been credited with popularizing
tooth brushing, as a result of his campaigns for
Pepsodent.
[4]
His book Scientific Advertising was published in 1923, following his retirement from Lord & Thomas, where he finished his career as president and chairman. This book was followed, in 1927, by his autobiographical work My Life in Advertising. He died in September 1932 at Spring Lake. [5]