Case Study: Luuna Scrubs Increasing Sales for Ecommerce Scrubs Brand

Luuna Scrubs is a Canadian scrubs supplier that delivers fashion-forward athletic-type scrubs to the medical industry. They were set up in 2020 and had been growing steadily for 3 years before Binary & Co became involved with the business. They had a strong foothold in a portion of the market but wanted to expand their sales.

They developed scrubs for the medical and spa industry 

Challenge

The challenge for Luuna Scrubs was that they were a relatively small player in the market compared to a larger competitor that dominated the space. They needed to be able to ensure consistent sales with a good return on their investment, unlike their larger competitor, which could afford to potentially post lower returns for the sake of market share. 

For this reason, we always needed to be very aware of the ROAS generated from their advertising and to make sure it was consistently maintained at a 4X ROAS across the board. 

We also wanted to try to enter the US market to see if we could generate sales there despite being an unknown brand in that geography.

Solution

  • Paid Search Advertising
  • Social Media Advertising
  • Competitor Conquesting
  • Shopping Feed Optimisation

The solution was to set up the advertising across multiple platforms, but to only leverage high-intent traffic wherever possible. This means a combination of using search but also targeted competitor advertising against their nearest competitors. By driving users onto the site through competitor intent and then remarketing to them, we were able to generate sales with intent-ready purchasers that would otherwise have used a different supplier.

In addition, we held a series of strategic sales events to deliver periodic increases in revenue but also to allow Luuna to clear old stock and bring in new colours, thereby keeping the feel that the brand was always evolving and generating new items for their customers. 

We also split our advertising dollars across the Canadian and US markets to identify where we were getting the best results

Results

Year One

  • Over $500K worth of revenue was generated through advertising channels.
  • We maintained a 6X ROAS across paid search channels
  • We maintained a 3X ROAS across paid social channels.
  • We held 4 different sales events resulting in sales $200K worth of sales at 8X ROAS

Year Two

  • Over $400K worth of revene generated from advertising channel in the first two quarters alone 
  • We maintained a 9X ROAS across all paid channels. 
  • We held 2 separate sales events that drove $150K worth of revenue

 

What Next?

With stable sales numbers and an advertising program that they can reliably rely on to generate revenue at a stable return, Luuna Scrubs intends to go back into the US market at the back end of 2025 to establish a foothold there. 

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