From occasional sales to sustainable growth without destroying margins
Premium Food E-commerce
Premium food brand (artisanal products, carefully designed packaging) with a structural problem: 90% of revenue depended on seasonal promotions. Outside Christmas, Easter, and Valentine's Day, sales collapsed. The model was buckling — customers acquired at a high price with deep discounts who then never came back. Real lifetime value (LTV) was so low it made every acquisition almost unprofitable. We killed across-the-board discounts and redesigned the offer: themed bundles (gift boxes, tasting kits, monthly subscription) with higher margins than single products, shipping thresholds calibrated to push average order value (AOV) into the more profitable range. Meta campaigns on lookalikes built from the highest-LTV customers (not the most numerous ones), with creatives that communicated identity and values — not price. Dynamic remarketing on product viewers, abandoned carts, and buyers inactive for 45 days. Post-purchase email flows (3-email onboarding over 10 days, automated cross-sell, repurchase program). Email contributed 31% of total revenue with no additional acquisition cost. Monthly revenue grew from €22,000 to €119,000 in a few months.
€119,000
Monthly revenue reached
+440%
Revenue growth
6.2x
Blended ROAS
31%
Revenue from repeat customers
The context
Premium food brand (artisanal products, selected ingredients, carefully designed packaging) with strong positioning and a structural problem: revenue depended almost entirely on promotions and peak periods (Christmas, Easter, Valentine's Day). Outside those windows, sales collapsed and margins couldn't carry the weight of the acquisition campaigns.
The problem
The model was buckling: customers were acquired at a high price with deep discounts, and then never came back. Apparent ROAS looked acceptable during promotions, but the customer's real lifetime value (LTV) was so low it made every acquisition almost unprofitable over the long run.
The system we built
Offer architecture redesigned. Across-the-board discounts gone. Themed bundles introduced (gift boxes, tasting kits, monthly subscription) with higher margins than single products. Free shipping thresholds were calibrated to push average order value (AOV) into the more profitable range.
Meta Ads for qualified acquisition. Advantage+ Shopping campaigns on lookalike audiences built from the highest-LTV customers (not from the most numerous ones). Creatives that communicated identity and values — not price. The message was "you're the kind of person who chooses this," not "buy at 20% off."
Dynamic remarketing on the catalog. Automated sequences for people who had viewed products without buying, for people who had abandoned the cart, for people who hadn't bought in 45 days. Every sequence had creatives and tone calibrated to that point in the journey.
Post-purchase email flows. Onboarding sequence for new customers (3 emails over 10 days), automated cross-sell based on the product purchased, repurchase program with contextual reminders. Email contributed 31% of total revenue with no additional acquisition cost.
The result
Monthly revenue grew from roughly €22,000 to €119,000 (+440%). Blended ROAS settled at 6.2x. The most significant number: 31% of monthly revenue now comes from customers who have already bought — proof that the system doesn't just acquire; it builds lasting commercial relationships.