CASE STUDY · RETAIL / COSTCO PILOT
Sold through Costco two weeks early.
A protein donut brand had six weeks to sell through a 24-store Costco regional pilot. It took four.
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2 weeks
AHEAD OF THE PILOT WINDOW
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24
PILOT STORES SOLD THROUGH
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199+
STORES WITHIN SIX MONTHS
What we found. What we did.
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THE SITUATION
The brand had secured a 24-store Costco pilot in the Northeast. Shoppers needed to know the product was available and exactly where to find it in the store.
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THE PROBLEM
The brand had no retail media access and no purchase data. Radius targeting could reach nearby residents, but it could not identify the people actually walking into those stores.
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THE APPROACH
We used geofencing and mobile display ads to build an audience of real visitors to the 24 pilot stores, then reached those shoppers and lookalike audiences on Facebook and Instagram. In-store videos and a pilot-only store locator guided shoppers straight to the product.
First-order sell-through against the pilot window.
The six-week window was set by the pilot. Store searches are not purchases. Distribution expansion is an observed business outcome.
TWO WEEKS EARLY
Sold through, all 24 stores
- WEEK 0 · PILOT STARTS
- WEEK 4
- WEEK 6 · DEADLINE
24 pilot stores → 199+ stores within six months.
2 weeks
Ahead of the pilot window. Then 199+ stores.
All 24 stores sold through the first order in four weeks, two weeks ahead of the six-week window. Distribution expanded to 199+ stores within six months. The campaign generated 59,829 store searches on $28,000 in total ad spend.
Distribution expansion is an observed business outcome, not a result attributed solely to advertising. Costco is the retailer, not the client.
MORE RESULTS
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REGULATED DTC
40x
From $16K to $650K a month.
A full-funnel rebuild took monthly revenue to 40× its starting level in six months.
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LASIK PRACTICE
4x
$252K in revenue on $63K in marketing spend.
63 new patients in six months. Roughly $1,001 invested returned about $4,003 in revenue per patient.
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ECOMMERCE PRODUCT · SINGLE SKU
23x
From roughly $1,500 to $35,262 in Q2 sales.
One generic funnel served every buyer, and sales stayed flat. We built ad angles and matching landing pages around each buyer's reason to purchase, then made multi-unit bundles worth taking. Q2 sales reached $35,262 across 462 orders, about 23x the prior-year quarter.
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HOSPITAL ADOPTION
6.4x
Annual account goal exceeded by Q3.
Tracked inquiries gave reps evidence of demand. The 20-account annual goal was passed before Q4.
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