Utah-based discount eretailer, Overstock.com grossed $2 million in 1999, $39 million in 2000, and on December 6th 2000, CEO Patrick Byrne announced that it had hit profitability. A few months later, he predicted that sales for 2001 would almost triple to $100 million, while still maintaining profitability.
When new VP Marketing Debby Richman joined the company in April 2001, she had to meet this aggressive goal -- despite the rapidly slowing economy.
This Case Study, detailing how Richman now sends more than five million emails a week to her opt-in list (and the clever tactic she uses to grow that opt-in list rapidly) is one of the best we've ever done on the subject. Yes, it includes samples of Overstock's email test campaigns, and also of her device to gather opt-ins. continue...