SAN FRANCISCO, Sept. 15, 2026 (GLOBE NEWSWIRE) — Lob, the direct mail automation and logistics platform that brings the power of digital to direct mail, today released its fourth annual State of Direct Mail: Consumer Insights 2026 Report, examining how consumer attitudes toward direct mail are shifting.
The report found that economic pressures are changing how consumers value direct mail. Eighty-four percent say higher prices have changed their shopping habits, leading them to delay purchases, compare options and look harder for value. As a result, 68% are paying closer attention to what lands in their mailbox, with deals, affordability and useful information taking center stage.
“Consumers are looking more carefully at where they spend their money, and that is changing what earns their attention in the mailbox,” said Ryan Ferrier, CEO of Lob. “Direct mail that provides a relevant offer, useful information or clear value gives consumers a reason to take action or revisit it when they are ready to make a decision.”
But value alone is not enough. Nearly 9 in 10 consumers say that relevant, personalized mail influenced them to take action. However, the factors that drive engagement differ by generation. Baby Boomers are more likely to respond to practical shopping contexts, such as offers and promotions, while younger generations place greater value on basic personalization and life-stage marketing.
Additional findings reveal how consumer views and behavior are shifting around direct mail. Key insights include:
- Mail is a daily ritual. 82% of consumers collect their mail daily or nearly every day, and 87% read it the same day they receive it.
- Direct mail sparks action beyond the mailbox. 79% of consumers have taken a digital action after receiving direct mail, and 65% have made a purchase, signed up or become a customer as a result.
- Consumers don’t mind AI, but they do mind AI slop. 82% of consumers are comfortable with brands using AI to personalize direct mail, whether that means tailoring content, improving relevance or delivering more personalized offers. But there are limits. 67% say they’re least comfortable with AI being used to generate images of people. It’s a good reminder to leverage AI, but only where it adds value.
- Direct mail has the trust advantage. 34% of consumers say direct mail feels more trustworthy than digital communication, a nine-point increase from 2025. Interestingly, 62% say AI has made them more skeptical of digital ads because they encounter “slop” more frequently online.
- Usefulness beats urgency. 56% say useful offers or information matter more to them than having their first name printed on a piece of mail. Urgency tactics like “Final Notice” or “Act Now” backfire: 45% say they’d discard mail that tries to sound urgent.
- Mail has staying power with Gen Z. Despite growing up digital-first, Gen Z is the generation most likely to hold onto direct mail and pass it along. 21% keep a piece for more than five days, and 82% share what they receive with others.
What the findings mean for marketers
Rising prices have made consumers more deliberate about what they buy and more attentive to direct mail that offers clear value. 55% of economically strained consumers say receiving direct mail from a new brand makes them more likely to purchase, compared to 32% of less-affected consumers.
For marketers, this means designing mail that remains useful beyond the first glance. Product comparisons, financing details, relevant offers and QR codes can help consumers evaluate their options and return to the information when they are ready to buy.
With 82% of consumers checking their mail daily or nearly every day, brands already have a consistent opportunity to reach them. The challenge is to make that moment count with mail that is relevant, useful and worth keeping.
Lob conducted this study in partnership with Kelsey White and PureSpectrum. The online survey was completed in July 2026 with 2,000 adult consumers across the United States, nationally representative of age, gender, income and region
For more information on Lob or to access the full report, visit lob.com.
About Lob
Lob is a direct mail automation and logistics platform founded in 2013 that brings the power of digital to direct mail. With its nationwide Print Delivery Network (PDN), intelligent routing and end-to-end automated platform, Lob enables businesses to build personalized, high-quality direct mail programs at scale. Marketing, product and operations teams can automate campaigns, connect direct and digital channels and optimize performance through real-time measurement. Named Mail Service Provider of the Year in 2024 by the National Postal Forum and winner of Postman’s Best API award of 2024, Lob is trusted by more than 12,000 brands, including L’Occitane, Ro and SimpliSafe.
Learn more at lob.com and connect with us on LinkedIn.
Media Contact
Delia Mendoza
Lob
c_delia.mendoza@lob.com
(310) 500-9273
