Case study: Solution consultation
Recovering $3.7M in sales for a consumer products company
From a projected 40% sales decline to a controlled recovery: how a solution consultation led to smarter ad management and disciplined new-item launches that stopped the bleeding, regained momentum, and finished the year with positive growth.
The challenge
A multinational consumer products company was facing sharp declines in sales, believing ad budget cuts and new-item launch misses were to blame.
Through a solution consultation, we uncovered the real issues: traffic had fallen, new items underperformed, prices collapsed due to price matching, and out-of-stocks compounded losses. Leadership lacked clarity on root causes, making it nearly impossible to stop the downward spiral.
Our approach
Diagnosed the problem
We broke the decline into clear drivers: traffic loss, weaker sales mix, poor conversion, out-of-stocks and price compression. Then we quantified each, so leadership could see exactly where sales were leaking.
Stabilized the business quickly
Losses flattened as soon as the consultation began. After a full interim takeover of sales and advertising, we stopped further decline and set the foundation for recovery.
Fixed advertising quality and allocation
We moved budget away from a 50/50 branded split toward higher-funnel tactics, more than doubling ROAS in the first week and sustaining it beyond Prime Day, viral moments and launches.
Overhauled promotional strategy
We prioritized items for events like Prime Day, aligned discounts with top performers, and prevented the out-of-stocks that had been eroding rank and conversion.
Created a new-item launch playbook
Retail readiness before launch, dedicated 60-day ad budgets, and patience with short-term ROAS. New items became a growth engine instead of a liability.
Forecasted pricing accurately
We modeled the impact of national promotions and price matching, so leadership could budget for price drops and protect long-term profitability.
Designed a sustainable operating model
We advised building in-house channel ownership. Even with a great agency or consultant, in-house expertise builds better strategy, lowers risk, and keeps outside support accountable.
Results