Holiday

It’s the email time of year…

I’m basically waiting for the various ESPs to announce Just How Much Mail they’ve sent over the last 4 days. Early information from one ESP shows a hefty percentage over the amount they sent last year, and that amount had many, many, many zeros in it.

ESP being phished is a Black Friday cataclysm

There is currently a phishing attack against a major ESP. The mail came through what I presume was a compromised account hosted at one of the providers. It’s just as possible this was a domain set up for the sole purpose of phishing, though.

Don't forget the strategy

We’re two days out from the beginning of the Holiday Shopping Season here in the US. Three days out from one of the biggest retail shopping days of the year in the US. 5 days out from one of the biggest online shopping days of the year.
I’m sure everyone has their mail campaigns planned. Most of the messages are finished, just waiting for a tweak or the exact right image.
The challenge, during this time of year, is to actually think strategically about marketing. The challenge is to pay attention to what subscribers and ISPs are telling you. The challenge is to adapt to conditions on the ground, rather than just executing a strategy planned months ago.
I often joke that my job gets quiet around this time of the year. Most of my clients and customers are busy executing their strategy, not planning it. So much mail is being slung around that no one really has time to do any thinking about it. That is, of course, a gross exaggeration, smart email marketers are always considering strategy even as they’re in the middle of the holiday mailing season. They still pay attention, they adapt to the conditions, they get the mail through.
Just remember, 2016 is almost over. But we still have a lot of email to send first.

It's beginning to look a lot like…

I had a call this morning discussing holiday email volumes.

I think many consumers now expect the deluge of emails that start in early November. I’m not sure all of them want it, but I think they expect it. We’ll, of course, be writing more about holiday volumes, mailing issues and such through the end of the year.
What are your plans for sending all the mail? How have experiences in previous holiday seasons affected your planning for this one? Tell me how you’re approaching things.

The holiday mailing season

We’re half way through September and it seems way too early to start thinking about the holidays. But for marketers, even email marketers, planning should be starting now. This planning shouldn’t just be about content and targeting and segmentation, but should also cover deliverability.
Most retailers use email marketing to drive traffic to their websites during the holidays. Experian reported that in 2014 email was the second largest driver of traffic, behind search, to the Hitwise Retail 500. In recent years, though, some retailers have run afoul of filters during the holiday season, losing precious opportunities to reach potential buyers due to delivery problems.
Retailers should consider deliverability as a factor in their marketing strategy.
Choices about who, how, how much and when to email can and do significantly affect marketing. The good news is that smart marketers can use their understanding of filters as part of their strategic planning and avoid some of the bigger problems that have plagued retailers in the past.
In December 2012, retailers Gap and Gilt were listed on the Spamhaus Block List. Since then, other retailers have also had delivery and blocking problems during the holiday season, although none have been quite so public.
Delivery problems can have a significant impact on a retailer’s bottom line. Mark Zadon, the chairman of Zulily, blamed his company’s lower profits in Q3 2014 on changes at their unspecified email service provider. After that announcement, Zulily’s stock value dropped 15%. Zulily isn’t the only company to have email delivery problems affect business growth enough to be mentioned in SEC filings. “Various private spam blacklists have in the past reduced, and may in the future reduce, the effectiveness of our solutions and our ability to conduct our business, which may cause demand for our solutions to decline.”
Deliverability rules don’t change.
Some people argue that the increase in blocking during the holiday season is because the folks running the filters are attempting to sabotage retail marketing. The available evidence doesn’t support this conclusion. For webmail providers and consumer ISPs, the overarching rule for filters is to give users email they want and filter email users don’t want. The processes and techniques the ISPs and filter companies use don’t change during the holidays. A few years ago Return Path interviewed people at a number of providers and all agreed that the receivers don’t change during the holidays.
It is true that during the holiday season some retailers see an increase in delivery problems. These are mostly self-inflicted. The good news is that given the changes are happening at the sending end, there are things senders can do to minimize the impact of filters. It’s all in their control.
Mail volume increases for multiple reasons.
The volume of transactional email goes up because brick-and-mortar retailers collect addresses in the store and email receipts to shoppers. This often involves the shopper spelling out the address for a harried sales associate in the middle of a store blasting holiday music. Typos can, and do, happen. Even when shopping online, from the comfort of the couch, there is a risk of a mis-typed email address.
These typos hurt deliverability a few different ways. The receipt can go to the wrong person, causing a complaint and hurting the reputation of the sender. The receipt can go to a non-existent account, causing a bounce and hurting the reputation of the sender. Both of these things happen, and can hurt delivery if they happen in significant enough numbers. Of even more concern is when a receipt goes to a spamtrap. Enough trap hits or complaints and the sender risks blocking and delivery failures at one or more ISPs.
Many of the larger brick-and-mortar retailers have implemented processes to reduce the chance of bad addresses. Some ask the shopper to input their email address right into the credit card pad. Others show the address to the user on the register and have the user confirm it. These things do help lower the risk of problems and incorrect addresses. But they don’t resolve it completely. Verification services can weed out undeliverable addresses, but can’t really do anything to make sure a deliverable address is the right one.
Transactional email isn’t the only reason volume increases during the holiday season. The volume of marketing email goes up as well. Marketers increase their frequency, sometimes to ridiculous amounts. A few years ago, I was on a list for a cooking store. They increased their volume from 2x a week to 3x a day in the 3 weeks leading up to Thanksgiving. This may make perfect sense from their point of view, but some recipients just don’t want that much email.
In addition to increasing volume to current and engaged customers, retailers often look to older, unengaged lists during the holidays. This has a double negative effect. First, addresses that have gone dormant, whether they bounce or not, can drive reputation down. Second, sending to people after a long period of no email can result in increased complaint rates. Increased complaints, increased bounces, and increased email to abandoned addresses all drive reputation down.
Taken together it’s no wonder some retailers see an increase in deliverability problems during the holiday emailing season. The good news is that mailers have the ability to control and manage their deliverability, even as they manage the holiday volume.

Holiday mailing advice from mailbox providers

Christine Borgia has a post on the Return Path blog where she interviews a number of different groups (spamfilters, DNSBLs, mailbox providers) about their filtering strategy for the holidays. Overall, no one changes their filtering during the Holiday Mailing Season. On the other hand, many marketers do change their marketing strategies in ways that trigger more filtering and blocking.
The take home message? Pay attention to what is being sent and who it is being sent to. This is nothing new, but many marketers seem to forget it in the effort to get into their customers’ inboxes.

Thanks

It’s thanksgiving here in the US and most of us are off eating way to much food with family and friends. But that doesn’t mean I can’t take a few minutes to give thanks.
I am thankful for reasonably effective spam filters.
I am thankful for ESPs and ISPs who actually take action on complaints.
I am thankful for the unsung folks who keep email useful.
I am thankful for my readers who tell me they enjoy, even if they don’t agree with, my blog posts.
For all my US readers, enjoy your holiday. For all my non-US readers, check back Monday for more posts.