Company: $15M/year hot tub supplies ecommerce business

Serving: USA, Canada, UK

Challenge: company had an underperforming email marketing list of 150k subscribers that has not been properly optimized or leveraged. Email open rates were low and most emails the company sent in 2020 prior to employing us included sales, hurting profit margins. By the time the company employed us they had seen an increased list fatigue, with little engagement and high unsubscribe rates Our team's task was to turn the list into a 7-figure asset.

Results:

• generated $1M in email campaigns revenue from February 2021 until August 2021, on track to reach $2M in email campaigns revenue in 2020. No discounts or sales were offered
• generated $1M in email flows revenue from September 2021-August 2021
• Increased email campaigns open rates by 25%
• Increased email campaigns CTR by 20%
• Reduced unsubscribe rates by 50%

To achieve our 2021 target of $2M of revenue generated with email marketing campaigns we focused on the following:

1. Increasing open rates

• our client's email lists had extremely low open rates, ranging from 12% to 18% for various segments. We increased their open rates to a consistent 15-22% for the same segments. We achieved that by split-testing subject lines, campaigns sending dates & times, as well as include content that was not purely promotional but also added value, information and entertainment to our subscribers' lives - this increased our subscribers' engagement and our credibility as a company as well.

2.Increased click-through-rates

• one of the main issues our list encountered was that all of of our subscribers were customers of a very good product that did not need repurchase as often as most products. In addition, our product was priced at $400-$600
• we increased our CTR by 20% across all segments by delivering content that was informational and added value, while educating our subscribers on different products they did not think of purchasing before due to believing they did not have a need. This resulted in a lot of cross-sells and a lot more engagement on our customers' side

3.Increased email campaign frequency

• prior to employing us, the company emailed a newsletter-style email once per month that mostly featured sales and promotions
• our team delivered 2-4 email campaigns/month to each list segment, including content that was educational, entertaining, conversational and added value. With this, we have not only increased our trust and credibility, but we brought in extra sales of products our list now realized they had a need for