Approach · E-commerce
When e-commerce revenue grows but margin does not
Spend rises, revenue follows, and what you keep per order stays flat or falls. The account is buying volume rather than customers.
This is an approach, not a client engagement. It describes how we would work a problem of this shape. No result, figure or client is claimed. Named case studies appear on this site only once the client has approved them and every figure carries a definition.
01
Problem
Spend rises, revenue follows, and what you keep per order stays flat or falls. The account is buying volume rather than customers.
02
Strategy
Separate prospecting from retargeting economics, decide which products can carry acquisition cost, and set a margin floor before touching budget.
03
Execution
Rebuild campaign structure around that floor, tighten the conversion path on the product and checkout pages, and test creative by offer angle rather than by format.
04
Measurement
What you keep per order, what a customer costs to win, and repeat-purchase rate — not impressions or reach.
05
Growth
Scale only the segments that hold margin at higher spend, then extend into retention so repeat revenue reduces acquisition pressure.
What this draws on
- Paid media strategy
- Conversion optimization
- E-commerce growth
- Performance analysis
Next step
Is this the problem you actually have?
The diagnostic tells you whether it is — and if it is not, which stage of your customer journey is really costing you money.