Most DTC brands are sending 50-100% more emails than they need to hit the same revenue targets. The problem isn't frequency, it's segmentation. When you don't know where your incremental revenue breaks, you're just burning list health and paying double your ESP bill for zero return.

Eric Rausch is the co-founder of New Standard, a top-tier email marketing agency specializing in retention strategy for seven and eight-figure ecommerce brands. His approach to segmentation has helped dozens of brands unlock 20-40% more revenue without increasing send volume — and in this episode, he's breaking down exactly how to do it.

→ Why most brands waste 150,000+ emails producing $0 in incremental revenue

→ The exact engagement windows to test: 15-30-45-60-90 days for non-buyers, 30-60-90-180-365 for buyers

→ How to run incrementality tests that prove where your revenue actually stops growing

→ The "buy or bye" philosophy: why Eric kills non-buyers after 15-40 days instead of nurturing long-term

→ Benchmark KPIs: 60% open rate, 1% click rate, 0.10% CVR for evergreen emails

→ Frequency testing methodology to find your optimal send count per segment

If you're a DTC founder or email operator sending daily campaigns and wondering if you're over-mailing your list, this episode will give you the frameworks to test, the benchmarks to hit, and the exact three-step plan Eric gives every brand that's starting from scratch on segmentation.

00:00 How to unlock 20-40% more retention revenue without sending more emails

01:01 The fastest way early stage brands can increase retention revenue

02:03 Five core metrics to track for list health and segmentation strategy

03:27 Benchmark KPIs: open rates, click rates, and CVR for evergreen vs promo vs BFCM

05:13 Why revenue matters more than vanity metrics like open and click rates

05:39 How segmentation strategy differs by industry, AOV, and subscription model

07:04 The incrementality concept: making 85K from 150K emails instead of 300K

10:19 What "full list send" actually means and when to reserve it

14:14 How to reduce unsub rates by strategically limiting full list frequency

17:27 Engagement windows explained: who receives evergreen campaigns vs who gets suppressed

20:06 Frequency testing methodology: BAU vs 70% vs 50% send cadence groups

23:25 The three-step segmentation framework to implement in the next two weeks

25:32 Wrap-up and final thoughts

25:39 Key takeaways and how to provide feedback or suggest future guests

Everyone's saying "SEO is dead" because of ChatGPT and AI search... but that's only true if you're stuck using 2020 strategies. The reality? These AI models still rely on Google's foundation, and Ccommerce brands have a massive opportunity right now if they know where to focus.

Seth Trammell, Director of SEO at KlientBoost, breaks down exactly what's working for DTC SEO in 2025 into 2026, and why most brands are wasting time on the WRONG tactics.

→ Why LLMs like ChatGPT still depend on Google for product recommendations

→ The 3 specific SEO areas eCommerce brands should prioritize (collection pages, product optimization, organic feeds)

→ Why blog posts are no longer the (starting) answer for most ecommerce brands

→ How to use Google Search Console to identify your biggest opportunities → The hidden Merchant Center organic feed that almost nobody optimizes

If you're a 7-8 figure eCommerce founder or operator still investing heavily in blog content without seeing returns, or just getting started with SEO, this episode will show you exactly where to redirect that effort for measurable traffic growth.

Your best customers have been trained to never pay full price. Every discount you send conditions them to wait for the next one, slowly destroying your profit margins even as sales volume stays steady. So how do you break the cycle without watching revenue collapse?

Guest:

Samar Owais Founder, Emails Done Right. Retention marketing strategist for 7-8 figure DTC brands

In This Episode:

→ Why changing your opt-in offer won't hurt existing customers (but will transform new customer economics)

→ The 3-step playbook for weaning brands off discounts: free shipping first, bundles second, subscriptions third

→ The metric that matters more than sales volume (and why founders obsess over the wrong number)

→ How to expect and survive the 90-day dip when transitioning away from discount-driven marketing

→ Why bundles are "discounts without calling them discounts" and how they increase AOV while protecting margins

→ Category-specific strategies: what works for beauty, supplements, snacks, coffee, and even one-time purchase products like water flossers

If you're a DTC founder or eCommerce operator tired of competing on price and ready to build a sustainable email retention strategy, this episode gives you the exact framework to start the transition.

Account suspensions during Thanksgiving dinner. Promotions disapproved hours before your Black Friday sale goes live. Billing limits that freeze your spend at the worst possible moment. These aren't hypothetical disasters—they're real stories from seven and eight figure brands who didn't prepare properly for BFCM on Google Ads.

In this episode, Matt is joined by Menachem from JXT Group where, we break down the complete Google Ads preparation strategy for Black Friday and Cyber Monday, including the overlooked technical details that can destroy your biggest revenue weekend of the year.

What You'll Learn:

→ Why you need to start your BFCM campaigns 2-3 weeks early (and what happens if you don't)

→ The merchant center data feed mistakes that limit when and where your ads show up

→ P-Max vs Shopping campaign strategy for different product types and price points

→ The post-BFCM pullback strategy that protects your profit when the sale ends

→ Billing, verification, and promotion approval issues that cause account suspensions

If you're a founder or marketer at a $1-20M eCommerce brand preparing for Black Friday, this episode gives you the tactical checklist to prevent disasters and maximize performance during the highest-stakes weekend of the year.

Your 3PL might be charging you 20-30% more than necessary, and most founders don't realize it until they see Shopify's rates beating their "negotiated" contracts.

In this episode, I sit down with Keyan from Iron Margin, a supply chain expert who launched 8 fulfillment centers globally in one year. He breaks down exactly how brands generating $3-20M can claw back 10% in logistics costs without sacrificing customer experience—and why last-mile shipping is your biggest untapped savings opportunity.

What you'll learn:

→ How to spot predatory 3PL contracts (and why the best 3PL had ZERO contract terms)

→ The exact metrics to evaluate when comparing 3PL rates

→ Why it's easier to save a dollar on shipping than manufacturing

→ Red flags that mean you should switch 3PLs immediately

→ The insider process for visiting warehouses and asking the right questions

If you're a founder or operator at a DTC brand spending $10K+ monthly on fulfillment and shipping, this episode can save you thousands each month.

Most eCommerce brands think October is early enough to prep for Black Friday. They're already behind—and about to learn it the hard way when 40% of their annual revenue happens in 48 hours.

In this episode, Adam Riback, Associate Director of eCommerce at Klientboost, breaks down the exact BFCM playbook he's used to manage eight-figure campaigns where midnight fire drill calls are standard and attribution lag can make or break your scaling decisions (including how a $1.16 cup as a free gift helped drive $80k in sales)

→ Why creative planning must start in August (and the 90-email reality)

→ The $80K free gift strategy that outperformed steeper discounts

→ Budget scaling guardrails that prevent panic spending during attribution lag

→ What actually breaks when volume doubles (and the redundancy plans you need ready)

If you are a bootstrapped eCommerce founder doing $1-20M in revenue and Black Friday represents 30-40% of your annual sales, this is your survival guide.