In 1993, Penn, Schoen & Berland was engaged by AT&T's new advertising agency FCB to guide a response to MCI's "Friends and Family" plan, an upstart competitor for AT&T's long-distance services. To help AT&T understand how best to counter MCI's strongest messages, Penn created the "mall testing" methodology for competitive advertising research. In the mall tests, Penn showed randomly selected mall shoppers MCI ads head-to-head with proposed new AT&T ads. Using this methodology, Penn's firm determined messages resulting in AT&T's "True" plan and its $200 million advertising campaign. As a result of this campaign, by the end of 1994, AT&T had signed up 14 million new long-distance customers.