As with so many aspects of marketing these days, data segmentation is key to the success of retailers’ sales efforts.
E-marketing may well be the most cost-effective method for reaching customers and driving business, but a recent analysis by Gartner of retail e-marketing activities shows that many retailers are employing tactics that are neither well-targeted … nor particularly compelling.
The Gartner analysis was performed earlier this year and published in a report titled Discount Emails — The New Playbook. The analysis covered more than 98,000 e-mail campaigns conducted by 100 national retail brands.
Trumpeting discounts is one of the oldest tactics in marketing, of course, so it comes as little surprise that those sales messages are pervasive in e-marketing as well.
In fact, Gartner finds that more than half of all e-mail campaigns by retailers feature discounts in their subject lines. Those discount messages are typically sent to nearly 40% of the retailers’ e-mail list — meaning that discount messaging targets broad segments of customers.
Gartner finds that those discount offers generate a ~16% open rate, on average.
Contrast this with retargeting and remarketing e-mails. They make up a much smaller fraction of the e-mail volume, but pull much higher open rates (around 31%). Abandoned shopping cart e-mails generate an even higher average open rate of 32%.
“Welcome” e-mails tend to do well, too — in the 25% to 30% open rate range.
Gartner’s conclusion is as follows:
“Brands that employ less frequent, but timely, relevant e-mails triggered by customer site engagement or transaction outperform their peers.”
Gartner also found that the average national retail brand has more than 25% of its e-mail database overlapping with other national retailer e-lists, making it even more important for brands to differentiate the language of their e-mail subject lines and to engage in more data-driven e-mail targeting in order for their marketing to stand out from the pack.
Let’s see if the national retail brands get better at this over the coming year.