Case studies
Results that speak for themselves.
Five brands, five very different categories. One consistent theme: an operator in the seat who connects the dots and moves revenue. See who does the work and the brands behind it.
Electric bikes · DTC · Digital acquisition
Juiced Bikes
From stalled sales to profitability.
3x
Revenue growth
25%
Of revenue from pay-over-time
12+
Editorial awards and features
The situation
Juiced Bikes is one of the original American electric bike brands, founded by a US Olympian. With a DTC-only model and a premium price point averaging $2,000+ per unit, the brand had built a loyal following but faced real friction converting first-time visitors into buyers.
Triple-digit revenue growth created new pressure: scaling digital customer acquisition without blowing CAC, reducing cart abandonment on high-consideration purchases, and building the infrastructure to support sustained DTC growth, all while competing in a rapidly crowding e-bike market.
Our approach
- DTC and CRO audit
- A full audit of the eCommerce funnel, from acquisition channels through checkout, identifying drop-off points and conversion gaps on a high-AOV purchase journey.
- Digital customer acquisition
- Built and managed paid acquisition across Meta and Google. Audience strategy, creative briefs and campaign structures tuned for a $2K+ considered purchase with a longer sales cycle.
- Checkout and conversion
- Implemented Shop Pay Installments, Pay Over Time and PayPal to break down the price barrier on high-ticket units, reducing cart abandonment and moving more buyers from consideration to purchase.
- Lifetime value and retention
- Launched Shop App to drive repeat engagement and lift customer lifetime order value, turning one-time bike buyers into long-term customers across accessories and future models.
- Brand positioning
- Aligned acquisition messaging with the brand's performance-first identity. Juiced appeared on nearly a dozen "Best E-Bike" editorial lists, including Yahoo! Electric E-Bike of the Year 2023.
The results
- Triple-digit revenue growth
- Sustained triple-digit YoY growth through the engagement, driven by the acquisition build-out and conversion work across the DTC funnel.
- Strategic partnership secured
- The growth trajectory attracted a partnership with professional football players, unlocking new customer segments.
- Checkout conversion lift
- Reduced friction on high-AOV purchases, materially improving time-to-purchase and checkout completion for first-time buyers.
- 25% of revenue from pay-over-time
- Optimized payment UX made Pay-Over-Time the single largest accelerated checkout source, a quarter of total brand revenue.
- 12+ editorial awards
- Paid and organic acquisition aligned with press outreach drove consistent coverage, reinforcing credibility at every stage of the funnel.
Building a DTC business around a $2,000 product requires more than a great product. It requires a system, from first click to repeat customer.
M38 Partners
CPG · Amazon · Marketplace
A CPG brand on Amazon
Revenue up 79% at full price, by reading the business by product line, SKU and paid vs. organic.
+79%
Amazon revenue
7.6%
Unit session percentage
0.3%
From minimum advertised price, on average
The situation
A brand in the CPG vertical that had built its audience direct to consumer and was building its Amazon business, with M38 Partners as its eCommerce lead. The brand and its products are anonymized here, and results are shown as percentages.
A CPG brand growing on Amazon has three problems at once. Shoppers do not know it yet, so sales lean on advertising. Price discipline matters, because the same product is sold on the brand's own site and a marketplace discount undercuts it. And with several SKUs, it is easy to spread budget evenly when demand is not even.
Our approach
- Hold the price
- Amazon pricing was kept at the brand's minimum advertised price. The small gap between the average selling price and that price came from Subscribe & Save and business orders, not from discounting.
- Open more than one way to buy
- Alongside one-time orders, the listings carried Subscribe & Save for repeat buyers and were set up for business buyers through Amazon's B2B channel.
- Read performance by product line and SKU
- Revenue, traffic and conversion were tracked by line and by SKU, so budget and attention followed the SKUs that sold rather than being split evenly.
- Separate paid from organic
- Ad-driven and organic sales were reported apart, so growth bought with ads was never mistaken for demand the brand had earned.
The results
- +79% revenue at full price
- Units rose 80% and orders 79%, while order value and units per order held steady. Growth came from more orders, not bigger orders or lower prices.
- 7.6% unit session percentage
- Units ordered per session on Amazon, with the price held within 0.3% of the minimum advertised price.
- One hero SKU, 18% of revenue
- The core product line delivered 64% of revenue, and a single SKU accounted for 18% of the total.
- Business buyers at 8.2% of revenue
- B2B orders added 8.2% of revenue, with two SKUs making up 44% of business sales.
- Paid and organic, read apart
- 55% of sales were ad-driven and 44% organic, which set the next priority: building the organic share.
On Amazon, read revenue by line, by SKU and by paid vs. organic. A blended growth number hides where the next dollar should go.
M38 Partners
Home services · Local · Residential and commercial
Westchester Power Wash
Launching a brand in a category where everyone competes on price.
4x
Booked jobs, season one to two
60%
Increase in leads from the brand website
Top 3
Map pack, core service terms
The situation
Westchester Power Wash launched into one of the most crowded local service categories there is. Exterior cleaning has almost no barrier to entry: a truck, a machine and a phone number. Dozens of operators work the same handful of towns, most of them indistinguishable from one another, and the homeowner treats the work as a commodity bought on price.
The harder problem was that the category's demand had been intermediated. Homeowners searching for a power washer landed on lead marketplaces that sell the same enquiry to four or five contractors at once, so a new operator starts by paying for a lead it then has to win on price against competitors who bought the identical lead. Launching meant building demand the business owned, not renting it.
Our approach
- Positioning off price
- The offer was moved from cleaning to property protection: soft washing that will not strip cedar, void a roof warranty or drive water behind siding. A technical distinction most competitors could not articulate became the reason to pay more than the going rate.
- Owned demand before paid demand
- Google Business Profile built properly, a service page for each town actually served, and a review engine that asked at the moment of highest satisfaction: the walkthrough, before the truck left. Local search is won on proximity, relevance and review velocity, and only one of those can be bought.
- Paid acquisition tuned to a season
- Google Local Services Ads and geo-fenced Meta, budgeted to the season rather than spread evenly across the year. Spend concentrated into the weeks around the first warm weekend, when intent spikes and slower competitors are still ramping.
- Speed as the differentiator
- The category's weak point is response time: most operators quote in two to three days. We built instant quote capture, a same-hour callback, and a booking that did not require a site visit for standard residential jobs. In a commodity category the first credible quote usually wins.
- Awareness through route density
- Before-and-after creative shot on real jobs, and job density treated as a media asset: lawn signs, a wrapped truck, and ads served to the streets where work had just been completed. One visible job sells the next three.
The results
- 4x booked jobs
- Bookings quadrupled from the first season to the second, driven by owned channels rather than by increasing marketplace spend.
- 60% increase in leads from the brand website
- More of the work came in through the brand's own website, from search, reviews and referral, rather than purchased leads, which took the price pressure out of the quote.
- Top 3 in the map pack
- Consistent map pack placement on the core service terms across the primary towns, the position that captures most local service demand.
- Premium pricing held
- The property-protection positioning let the business quote above the category rate and still win, because the comparison was no longer like for like.
- A repeatable seasonal playbook
- A documented plan for the spend, the creative and the review cadence that the business could run again the following season without rebuilding it.
In a category where everyone looks the same and sells on price, the only durable advantage is demand you own.
M38 Partners
Jewelry · DTC · Shopify · Full P&L
Faux Real Jewelry
We were the eCommerce team.
+40%
Average order value
2x
Organic share of revenue
Full
P&L ownership
The situation
Faux Real Jewelry had the product and the point of view. What it did not have was a commercial function behind them. There was no storefront worth the name, no merchandising logic deciding what got featured and when, no view of which pieces actually made money once discounting, shipping and returns were counted, and nobody whose job was the number at the end of the month.
The brand did not need another agency to run one channel. It needed the whole eCommerce and DTC function: someone to build and run the store, set the promotional and merchandising calendar, own the unit economics, grow the organic channel, and answer for the P&L. We took that seat.
Our approach
- Shopify launch and management
- Built the storefront and then ran it: information architecture, collection structure, product templates, the app stack, and the day-to-day operations. Launched as a commercial asset rather than a project that ships and then drifts.
- Merchandising and promotional strategy
- What gets featured, when, and at what price. A promotional calendar built on contribution margin rather than on last year's dates, with collection and bundle architecture designed to raise basket size instead of discounting into it.
- Unit economics
- Contribution margin by piece after discount, shipping, packaging and returns. That analysis decided what to push, what to bundle, what to reprice and what to retire, and it is the reason promotions stopped costing more than they returned.
- Organic SEO
- Category and collection architecture built around how people actually search for jewelry rather than around internal product names, with the product content and technical foundation to rank for it. The channel the brand owns outright.
- CRO and user journeys
- Rebuilt the paths that matter: collection browse, the product page, cart and checkout, and the journey from a social tap to a first order and then a second. Tested in sequence, with the results reported including the tests that did nothing.
- Full P&L ownership
- One line, one team answering for it. Forecasting, pricing, vendor management and reporting without a filter, so every channel decision was made against the same number.
The results
- +40% average order value
- Merchandising, bundle architecture and the product page rebuild raised basket size without leaning on deeper discounts.
- 2x organic share of revenue
- The SEO build-out doubled organic as a proportion of total revenue, reducing how much growth had to be bought.
- Margin visible by piece
- Contribution margin after discount, shipping and returns, by SKU. The promotional calendar was rebuilt on it, and the pieces that never made money came out of the assortment.
- A storefront that is run, not just built
- Shopify launched and then operated: merchandised weekly, tested continuously, and measured on revenue per session rather than on traffic.
- One number, one owner
- Full P&L ownership gave the brand a forecast it could defend and a single place where every channel decision was reconciled.
A brand does not need five vendors each answering for a slice. It needs one team answering for the number.
M38 Partners
Fitness · eCommerce · Social commerce
Rodo Fitness
A zero-to-one paid acquisition engine, built from scratch and handed off.
First
Online sales generated
2
Paid channels activated
100%
Internal ownership post-handoff
The situation
Rodo Fitness engaged us before generating any meaningful online sales. The brand had a strong product and fitness positioning, but no proven eCommerce motion, paid media strategy or social commerce foundation.
The objective was to launch a zero-to-one digital acquisition engine, validate demand and generate initial online revenue through paid media and social commerce. The engagement was intentionally foundational: build the rails before scaling, and make sure the internal team could own the system after handoff.
Our approach
- A zero-to-one paid media framework
- Designed and launched paid acquisition from scratch, prioritizing speed to signal over premature scale. Account structure, conversion tracking and campaign architecture with an initial audience and creative testing matrix.
- Social commerce as a revenue channel
- Activated social eCommerce on Meta as a native commerce channel, with platform-native creative built on product education, fitness use cases and trust-building to conversion.
- A repeatable testing and handoff system
- A structured creative and audience testing framework to surface winning hooks, formats and messaging, with all learnings, campaign logic and scaling guidance documented for internal ownership.
The results
- First online sales
- The first meaningful eCommerce revenue through paid media and social commerce, proving demand before scaling spend.
- Two channels live
- Meta and Google fully activated and operational with a clear campaign architecture.
- Validated audiences
- A clear read on converting audiences, creative hooks and messaging frameworks through structured testing.
- Owned internally
- A repeatable acquisition framework documented and handed off to the internal team, with no ongoing agency dependency.
Sometimes the most valuable thing you can build is not a campaign. It is the system that makes every future campaign smarter.
M38 Partners
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