Driving 43X More Revenue For India’s First Subscription-based Luxury Perfume Ecommerce Store

Solving the major challenge of an innovative eCommerce startup

Jan 20, 2022

Breaking into the market is always a challenge for new businesses, 0Penny made that easy with marketing strategies that delivered impressive results for our client.

About The Company

As India's first luxury perfume subscription service, breaking into the market and getting customers to subscribe to their paid service was a major challenge for the client.

Because its eCommerce marketing model is new, finding its target market and audience base was the starting goal.

Before contacting us, their source of customer acquisition was through organic website visits, which only provided poor traffic that wasn't enough to meet their marketing goals.

Plus, the company did not have the talent or experience to analyze and reach the right audience who would subscribe to their luxury perfume service in India.

The Problem

The client’s innovative perfume eCommerce business model was one like never before.

Usually, perfume collectors will buy large bottles and use them over time, sometimes getting tired of the scent or losing interest in wearing the perfume. The client is offering a monthly stock of new luxury perfumes for its subscribers.

As a new startup, the challenge was finding a market for their business and getting more potential buyers to subscribe to their service.

The Challenge

The challenge for us this time, like with any other new business (without any concrete data to rely upon) was figuring out the market for their business.

They found it hard to achieve their marketing goals because they didn't know who their target customers were, and therefore finding subscribers for their new business was an issue.

It's always hard being the first to bring a new idea to the market. And due to a lack of expertise in audience analytics and advertising, they could not pinpoint their target audience for effective advertising.

The Solution

After carefully reviewing their business model and going over the client’s company profile and objectives, we discovered that they’re looking to attract perfuming-loving shoppers in India and boost market share.

Working with their needs in mind, we created small campaigns to find customers who will buy into their subscription-based eCommerce model.

We started by testing different metrics at minimum budget, then scaling when we see good ad performance.

Our campaigns first create awareness about the brand before narrowing the marketing efforts to reach audiences that are ready to subscribe.

The Process

After we took over the company’s advertising role, we started by creating single minimum budget campaigns targeted at audiences with an interest in luxury perfumes.

The first campaign stage involved testing the ad creative, copy, and target audiences for the first week. Our goal at this point was to find out what works best and the target audience we should focus on when it's time to scale.

Moving forward, we chose the highest performing ad and scaled it to achieve better results and meet facebook's minimum data requirements.

We then boosted the ad success rate by setting up and testing retargeting campaigns that’ll help in converting as many interested customers as possible.

On a larger scale, we retargeted people who interacted with the advert or left the website without subscribing to the luxury perfume service.

In the next phase, we went beyond just converting target audiences.

We added promotional offers for festivities, trends, and discounts for consistent subscribers to build brand acceptance and customer relationships.

We continued to scale the performing campaigns to help the client achieve exponential growth and marketing success.

Final Results