Building a store from $0 to $67 million in 3 years
Natubay Sp. z o.o., a company owning a chain of pharmacies, set us the goal of launching Primabiotic brand products on the market. Our objective was to prepare an action strategy, select marketing channels, and implement sales-oriented activities, taking into account the business goals and objectives.
Developing a repeatable framework for performance marketing activities for various product categories in e-commerce.
Synchronization of marketing activities with the business calendar through coordination of promotions and seasonal communications.
Optimization of product range based on sales data with recommendations for product bundles and quantity sets.
Systematic testing of new customer segments using dedicated communication and special product variants.
Building synergy between marketing channels (performance, influencer marketing, SEO) within a single ecosystem.
Implementation of a foreign expansion strategy with adaptation of proven solutions to new markets.
Our cooperation with Natubay began with building the e-commerce foundations for the primazdrowie.pl store in early 2021. The first step was to create an effective performance campaign structure for a completely unknown dietary supplement brand, which required developing advertising creatives that would build brand awareness.
The most important test for the completeness of the e-commerce system turned out to be the rebranding and change of domain to primabiotic.pl in 2022. Thanks to properly configured recipient lists and communication systems, we were able to inform the customer base about the change without a noticeable drop in sales—the store rebuilt its results to the pre-change level within a few weeks.
After stabilizing the brand’s foundations, the team focused on maximizing sales within the set budgets, which resulted in a transition to an “open” budget regulated solely by ROAS – a classic example of a mature e-commerce system.
A strategic element of the activities was the systematic search for new target groups in order not to exhaust the sales potential. We always started the “sampling” process with image-building activities in Meta Ads, and after positive feedback, we expanded them to include a full range of tools (paid search, display). We used broad targeting groups and then gradually narrowed them down based on conversion data.
The developed framework of activities skillfully combined image and sales elements, making maximum use of the synergy of various advertising systems and influencer marketing campaigns. The tactic was consistently repeated with each new product, which allowed us to gradually build the store’s portfolio of bestsellers.
Based on the experience gained on the Polish market, Natubay entrusted us with the mission of running a digital campaign for the primabiotic.de store (2023). The key to success on the German market was to build the right image “foundation” that enabled the achievement of revenue goals without using Amazon. Each order from the digital channel further strengthened the brand thanks to cooperation with local influencers.
Effective spending of significant media budgets while maintaining ROAS that enables dynamic scaling.
First page on Google for key phrases: “collagen,” “natural collagen,” “drinkable collagen.”
Building brand recognition among defined target groups through triple exposure of the message.
Identification of new customer groups allowing for scaling without the risk of exhausting potential.
Building sales on the German market based on our own platform with image campaigns.
Creating a self-sustaining ecosystem through the synergy of performance, influencer marketing, and SEO.
Revenue growth from $10 million in 2021 to $67 million in 2023 with online sales in the initial phase.
