Snow chance to get creative

In January this year, we chided direct marketers for failing to make the most of the cold snap to boost sales. So with temperatures plummeting again, and much of the UK hit by blizzards and ice, have marketers learnt their lesson?

As we pointed out last year, consumers are well aware of the difficult driving conditions, and expect that deliveries may take longer. Most retailers, for their part, are reassuring customers with up-to-date delivery information. Ethical Superstore, for example, suspended its next-day delivery option on 29^th November until further notice due to adverse weather conditions in the north-east of England. Whilst John Lewis, Mark & Spencer, and Argos amongst others, all display notices of possible delays on their home pages. But, just as we said last year, inevitable delays will not deter people from shopping online. Indeed, as Alison Quill, managing director of toys and games cataloguer BrightMinds, posted on Twitter, rainy weather contributed to a significant rise in sales last month, “Will snow gave same effect as rain on mail order, or will customers be nervous about deliveries? Time will tell”.

So how exactly are direct sellers attracting those who are snowed in to visit their website? An email from Hotel Chocolat received this morning urged recipients to “Avoid the snow and order Christmas gifts online TODAY + Free Gifts Offer‏”. This, however, was the only mention of snow in the entire email. It was as though Hotel Chocolat had planned a Christmas-themed email and added snow to the subject line as an afterthought.

An email from the Fish Society, with the jolly subject line “Let it snow”, was actually rather brusque: “We will NOT despatch your order if delivery is threatened by snow”. Of course it makes perfect sense not to despatch perishable goods if they are unlikely to reach their destination before they spoil, but I feel the email could have had a more reassuring and sympathetic tone.

Another email, this time from gifts and gadgets etailer I Want One of Those, buried the snow theme halfway down its email titled “Give better gifts with IWOOT & 10% off Photogifts”. Another rather bland example is Crew Clothing which sent an email titled “Snowed in? Buy your Crew Winter warmers online!”. Exclamation point aside, there wasn’t much to get excited about.

So far, I haven’t received a snow-related email that was truly engaging. Perhaps retailers are all too busy trying to work around the snow in the run-up to Christmas to really get creative.

However, I did get an email from the dedicated folks at Derbyshire-based Dolls House Emporium. Most of them had been out in the car park this morning with shovels and makeshift snowploughs to clear and grit the way for the delivery vans. They even sent me a photo to prove it.--MT

Daddy or chips

Remember that advert for oven chips where Big Sister asks Little Sister which she loves most: “Daddy or chips?” Little sister thinks long and hard about the question and in the evening, as Daddy pinches a chip from Little Sister’s plate she concludes “chips…” Poor Daddy, he always gets a raw deal. So how are retailers combating it this Father’s Day?

As it’s predicted that we’ll spend more on Father’s Day this year—Verdict estimates that Brits will spend £771 million preparing for 20th June this year—I wanted to analyse what sort of offers retailers were promoting in order to get us to part with our cash and treat our dads. In a rather unscientific (and random) way I picked 12 emails that landed in my inbox with reference to Father’s Day.

Only one of those emails, sent on 16th June from gifts cataloguer Lily & Lime, promoted a free gift-wrapping service. It was also in the minority of emails that promoted free shipping. Of those that did offer free delivery, Direct Golf set a £10 threshold, whilst vitamins and supplements marketer Trust William wanted me to spend £30 to qualify for free delivery. Considering that Trust Williams’ main Father’s Day offer was a £15 shaving pack, I thought it was a bit mean that I had to spend twice as much to enjoy free shipping. What’s more, when I visited the website I couldn’t find any information about how much delivery would cost. That’s something Trust William should probably look to rectify.

Out of 12 emails, only three were overtly price-driven. Direct Golf had the biggest price-related promotion. It featured a variety or price points: From golf balls for £19.99 to a putter that was reduced by £109 to £60. Personally I feel more could have been made of the high-end gifts, for example, a GPS golf device worth £329 and premium golf shoes at £90 were subtitled “Luxury Gifts - For That Extra Special Dad!”, but the images were much smaller than the main offer. Why?

Gifts and gadgets etailer I Want One of Those is another that went straight for my wallet. Its email on 2nd June promoted a 50 percent off sale, though its “IWOOT Top Six for Father’s Day” were not in the sale. This email was choc-full of offers and promotions. There was a competition to win a mini helicopter if email subscribers wrote in with tales of their embarrassing dads; there were videos to watch, and 25 percent off photo gifts.

Speaking of videos, that’s the tactic Marks & Spencer went for. Its robust email directed customers to its Father’s Day video featuring former footballer Jamie Redknapp, it also set up a dedicated Father’s Day shop on its website where all the items featured in the email could be found. The email itself promoted wine, strawberries, gifts in all price points, personalised cards… but no discount or free delivery. M&S is obviously hoping we love Daddy more than chips.

Of the other emails I looked at, Joules stood out with the most eye-catching email. It proudly promoted the “Father’s Day Gift of a Lifetime”. Indeed the offer looks great--a day’s sailing for Dad and eight family members or friends on a 60ft yacht. I was least impressed with Natural Collection, which in addition to making Dad share the email with The Fat Bird (a type of bird feeder before you ask), got the day wrong! It had the date as Sunday 21st June—as one famous Dad would say, “D’oh!”--MT

Not hot on cold-related promos

Marketers are opportunistic by nature. So it’s surprising to see that relatively few are using the record cold temperatures and snowfall to anchor promotional emails.

Maybe merchants are concerned about the difficulties parcel carriers are having reaching some areas of the country. Numerous websites have caveats on their home pages admitting to weather-related delays. That concern shouldn’t hold you back, though: Consumers who are finding it difficult to get to the store to replenish their waning supplies of tea and milk (or in my case, Diet Coke) are well aware that delivery delays are inevitable, so a simple reminder on the website is enough. If they then decide not to place an order, so be it. But at least do what you can to get them to your website (or your call centre) first.

Home decor retailer Brissi, for instance, informs visitors to its home page that its carrier, DHL, is having some difficulties. And to drive consumers to that home page, it sent out an email with the subject line “Beat the freeze, we are delivering to your doorstep for FREE!”. The copy continues in the same vein: “Beat the Big Freeze and avoid the icy roads, now there is no need to venture out, while the cold snap is biting we are delivering everything to your door for FREE! Yes, free package and posting. So what are you waiting for? Put the kettle on, sit comfortably, browse through our gorgeous collections...”

Gifts merchant Past Times takes a similar approach with a recent subject line: “Beat the freeze and shop our Winter Sale online”. The email itself is a generic “sale continues” sort of thing, but by putting a more timely spin on the subject line and creating a benefit in the minds of readers (no need to trek out in the cold; we’ll enable you shop while lazing in front of your fireplace in your Slanket), Past Times manages to instil a bit of urgency and interest.

Apparel retailers arguably have it easier than most others when it comes to tying a promotion into the weather. Cataloguer Bonprix does it nicely while confirming its brand image as a source of fashion savvy on a budget, “Beat the big chill by layering!” reads the subject line. The text continues, “There's only one way to beat the big chill this winter and that's the layer look. Fight off the cold with a cami under a jumper, a cardi, and a coat and then simply peel off a layer at a time when you're back in the warm. For more inspiration, view our online fashion show to see just how it's done.” The runway video that the email links to does a great job of piling multitude items of clothing on each model; I wouldn’t be surprised if the clothes weighed more than some of the mannequins. But they sure look both warm and chic.

So many others missed this easy opportunity, though. EasyvoyageUK sent out an email to promote bargain trips to warmer climes. Its subject line: “Caribbean flights for under £650 pp”. Okay, that’s factual, but not very evocative. How difficult would it be to warm up the subject line with something like: “Get out your bikini—fly to the Caribbean for under £650” or “What big freeze? Warm up in the Caribbean for less”. Before you creatives write in to tell me that those subject lines stink, bear in mind that I whipped them up in a matter of seconds. I’m sure you could do better with just a bit more time—so why not take that bit more time and at least test a more relevant subject line?

Gadgets mailer I Want One of Those did more than simply come up with a clever subject line; it came up with a contest as well. “Stuck at home?" begins the email. "Use that snow before the gritters get to it! While you're working from home (or occasionally checking the work email and watching Cash in the Attic), why not make us a snow creature and post a picture on our Facebook wall? The best one posted will get a tasty £100 IWOOT Voucher! All we ask is that you include a purple element into it somehow, just to prove you're not dragging out photos from Winter '87.”

I received the email at around 3:30pm on 7th January. By noon on 8th January, 151 snow creature pix had already been posted on the I Want One of Those Facebook page. The email about the contest didn’t push product, but it certainly helped engage customers with the brand and, judging by the retweets on Twitter, is spreading the word to prospects as well.

The only things more clever than the promotion are some of the snow creatures photographed for the contest. This photo and caption made me laugh, but my favourite is the one labelled “Snowman cat & dog by Justin Adams” (see below), which for some reason reminds me of Jeff Koons's Puppy.—SC

Three highlights from our email inbox

A few emails in particular caught our eye this week. First up, from fashion cataloguer Brora:

This email alerts recipients to the Colourfinder tool on the Brora website. You select the pattern or colourway of the item you’re interested in, and it will show you all the products available in that shade and coordinating shades. No more worries about whether the blue of a certain cardigan matches the blue used in the floral pattern of the dress you’ve had your eye on. I imagine that this feature will reduce inbound service calls and help increase order sizes.

Next, from menswear mailer Brook Taverner, an email with the subject line “How to Tie the Perfect Half Windsor Knot”.

The email opens with several model shots and a paragraph with links to specific brands. This segues into a discussion of ties and knots. “There are different types of knot and which you use is not just a matter of taste but of getting the right knot for the right tie and shirt collar,” the copy states. I wasn’t aware that certain knots worked only with certain collars--and I’m not sure my husband is either. “The absolute definitive to master is the Half Windsor,” the email continues, “a symmetrical and triangular knot which can be used with any formal shirt and which lends itself to most ties in a light to medium weight fabric…” What follows are step-by-step directions complete with illustrations. The subject line encourages even those not in the market for a suit or other piece of attire to open the message; the nonselling information bolsters Brook Taverner’s credentials as a source for stylish, quality menswear.

Last but not least is the I Want One of Those (IWOOT) enewsletter.

Each issue of this newsletter tends to be several screens long, but it’s well worth scrolling down to the end—not simply to look over the etailer’s latest offers and odd new gadgets but also to read the fun facts featured in a section titled “Things We Didn’t Know About…” a particular subject. This week’s subject, in honour of the start of the school term, is “studies”. Thanks to IWOOT, I now know that Margaret Thatcher “was on the university science team which developed the first portable ice cream machines used in ice cream vans”. And then there’s this anecdote: “Seventy percent of the entire final mark of a Sociology A Level final exam was based on one question,'What is the bravest thing you've ever done in your life?'. One student wrote, 'This.', got up and walked out. He got an A.” Sheer brilliance all around.--SC