The document outlines several processes for acquiring and retaining email subscribers. It discusses setting up a registration process that includes: 1) a registration form on the website, 2) a thank you page upon registration, and 3) a confirmation email. It also discusses best practices for retention, including: 1) designing emails with a clear layout, 2) segmenting subscribers and sending relevant content, 3) developing a communications plan with sales teams, and 4) integrating email marketing into the broader promotional mix. Finally, it examines how Dick Smith grew its database through initiatives like offering exclusive deals to email subscribers and including a "send to friend" feature.

1. Acquisition enews registration process 1. User locates the register area on the website 2. Register for the enews via a web form 3. Thank you for registering page appears 6. User receives their first automated welcome email 5. User hits confirm and are directed to a confirmation page 4. The subscriber receives a confirmation email

2. Step 1. First email Step 2. Registration web form Step 3. Thank you page with ‘refer a friend’ link

5. Case Study - Retention Keeping your prospects engaged via email 4 Rules of thumb Live. Work. Shop. Invest

6. Retention The Purchase Cycle & Electronic Direct Mail (EDM) Online Registration Purchase with Stockland Re-purchase investment property EDMs 1. Database purchase 2. Referral emails EDMs 1. Welcome note 2. Targeted product messaging EDMs 1. Thank you note 2. Post-purchase service + product messaging Case Study : Apartment purchase with Stockland Pre-purchase (3-9 months) Post-purchase (1-10 years)

11. Case Study - Growth Send to friend initiatives Dicksmith.com.au