SIGN UP FOR THE 2026 ANNUAL PLANNING 12+ HOUR FREE LIVESTREAM MONDAY 12/15: http://ordnl.link/SOhsSme

Insurance companies are paying $10-14K for medical-grade kids' beds, and parents aren't paying a dollar out of pocket. This changes everything about how you structure your email strategy, bundle offerings, and lifecycle automation. In this episode, Samar Owais breaks down the exact email playbook she built for a medical device brand that creates beds for kids with special needs.

What You'll Learn:

→ Why bundle offers outperform discounts when insurance covers the cost → The 90-day customer journey from quiz to approval to purchase

→ How to write empathetic emails for sleep-deprived special needs parents → Why weekly nurture alone won't drive sales (and what will)

→ Accessory upsells that drive repeat purchases after a one-time big buy

→ The psychology of buying when someone else pays the bill

If you're a DTC founder, email marketer, or eCommerce operator trying to figure out high-AOV email strategies, niche market positioning, or lifecycle automation for complex purchase journeys, this episode gives you a complete playbook from a real client case study.

Connect with Matt:

https://x.com/mattlady

https://www.linkedin.com/in/mattlady/

The Performance Marketing Agency for eCommerce & DTC Brands: https://www.klientboost.com/

Find out more about Samar: https://samarowais.com

Take the Email Strategy Quiz: https://emailsdoneright.com/quiz

Check out the eCommerce Email Bootcamp: https://emailsdoneright.com/eebc-special-admission

00:00 Intro: Insurance pays $10-14K for kids' beds

01:39 Medical device brand scenario introduction

02:29 Samar introduces the client case study

03:45 Why bundle offers are the correct answer

05:15 Understanding the audience: parents vs. kids as users

06:30 The empathetic email approach for sleep-deprived parents

08:10 Importance of knowing your customer deeply

09:29 Additional products: pillows and accessories for repeat purchases

10:38 The 90-day purchase journey and qualification quiz

13:15 Post-purchase education and measuring success

15:45 Using testimonials instead of making medical claims

17:54 The power of social proof from exhausted parents

19:12 Compliance challenges with medical-grade products

19:50 Service guarantees and bed repair programs

20:33 Why 20% off discounts don't work for this brand

21:42 The role of weekly nurture emails in the strategy

22:24 Potential for secondary bed purchases

22:48 Final insight: knowing when buyer and user are different

23:11 Outro: Key takeaways and livestream announcement