E-Mail Goes Swimmingly For Pool Company
Selling high-ticket goods: Kayak Pools makes a splash with e-mail.
Selling high-ticket goods: Kayak Pools makes a splash with e-mail.
Conventional wisdom holds the Internet is an ideal medium for selling small ticket items. I’ve covered many case studies that demonstrate this. But, as the theory goes, it isn’t necessarily the best place to sell high-priced goods. E-mail marketing convinces consumers to make impulse buys. These tend to be books, software, flowers, etc.
Today’s case study shows the conventional wisdom is all wet. The featured company successfully employed email marketing to sell swimming pools. The company’s online efforts, a mix of search engine advertising, an e-commerce Web site and email marketing campaigns, were so successful the company is now dropping most of its print campaigns.
Kayak Pools has sold and maintained above-ground pools since 1994. The Midwest franchisee, like most of its competitors in the industry, is fairly low-tech. It relied heavily on traditional print marketing.
Like many others pool retailers (along with folks in pretty much every other U.S. industry), Kayak Pools was concerned about a dip in sales due to the nation’s lagging economy. Yet research was heartening. Despite the pinch, 77 percent of U.S. consumers said they still needed a vacation. Increasing numbers of people planned to take one close to home. Summer camp enrollments were down 10 percent this year, implying more kids are spending time at home. Kayak Pools wanted to pitch the idea a pool is a great way to keep kids active all summer.
So Kayak Pools began experimenting with online advertising and made email marketing a large component. It worked with Neighborhood E-mail, an email marketing firm, to come up with a campaign.
It’s easier to show you the creative than describe it, so please take a moment to look at the HTML offer. Neighborhood E-mail chose opt-in rented lists from nearly 100 different list brokers. The lists were segmented by Zip code/neighborhood (suburban Detroit, Chicago, St. Louis, Cincinnati and Indianapolis); home ownership and income level. Kayak Pools sent the offer to 800,000 recipients starting in March. They dropped about 150,000 emails at a time, with six drops occurring every other week.
Results/Analysis:
If conventional wisdom says email marketing won’t work for your company, perhaps you should instead heed Kayak Pools’ lesson.