Direct Mail Drives Bigger Sales: Why Top Brands Still Use It
Summary
Restoration Hardware, J.Crew, and other major brands still rely on direct mail for one reason—it works. Drew Sanocki explains why direct mail outperforms digital in high-AOV categories like furniture and apparel, boosting customer LTV and retention.
Transcript
I would say it's almost universal that direct mail works for household items. So furniture, home design items and apparel. And in those categories you've got high AOV items. If the brand has a large selection, there's a lot of opportunity to bring customers back to buy other things. And, you know, the direct mail kind of started in those categories.
You think of like, the Restoration Hardware and, and J.Crew and all that, just the big brands design with design within reach, that started new customer acquisition by dropping catalogs. There's a reason it's because it works really well, and they find that the customers, they acquire through this channel end up spending more than the customers they acquire through any other channel, like meta.
Really, any customer that touches direct mail will go on to spend more on the site. Have a higher AOV. All the metrics are great. So there's a reason why direct mail works.