Revenue up 90% at a 4.34x blended ROAS
From $40–60K Months to $120K Months in 4 Months: How 150+ Tests Built a Scaling Playbook for Sweat & Milk
Sweat & Milk makes high-impact nursing and pumping sports bras and activewear — high-quality, fashionable and functional attire that keeps nursing mums active, cosy and stylish through pregnancy, postpartum and beyond. Made by mums, for mums, from their base in California.
Like many fast-growing ecommerce retailers, their biggest constraint wasn’t demand — it was cash flow. They needed marketing performance strong enough to fund the inventory that scaling requires.
Sweat & Milk was averaging $40–60K months, with ROAS decreasing, total sales declining, and a founder who no longer had time to manage the ads herself. The brief: roughly double monthly revenue to $120K while improving blended ROAS past 2x — generating the cash flow needed to buy more stock.
There was a catch. Stock limitations meant we couldn’t simply scale spend from day one. Some months we could only maintain; the question was what to do with that time.
We used the stock-constrained months as a laboratory. By the time new inventory landed, we knew the best creatives, offers, account structures and funnel changes for this account like the back of our hand — over 150 smaller and bigger tests’ worth.
Creative content development
We took existing videos that were yielding diminishing returns and revamped them around our ideal customer, using a data-based approach to create a new selling point for the brand. The problem/solution ad angle resonated deeply with Sweat & Milk’s core consumers.
Advertorial articles that presell
Knowing we were reaching a somewhat informed audience, we ran high-quality image ads to an article — “7 Things to Know When Getting Back in Shape While Breastfeeding” — complete with a quiz to find your ideal bra. The result: healthy engagement, high ROAS, low CPAs, and Sweat & Milk positioned as the category leader.
Promotions woven into the content
The articles pushed sitewide promotions from inside the content — “for a limited time, we’re giving 20% off exclusively to our readers” — creating urgency and exclusivity that lifted conversion rate while keeping CPMs and CPCs very low.
Relentless split testing
Headlines, images, products, ad copy, landing page design, audiences — everything went through A/B testing, with our landing page team producing multiple versions to spearhead the programme. Each test narrowed in on the ideal audience and the content they loved.
Total sales reached $454,521 — a 90% increase — on $104,720 of ad spend, a 4.34x blended ROAS. Orders rose 84%, and net profit grew 30.5% to $195,266: exactly the cash-flow engine the brand needed to fund bigger inventory buys and keep scaling.
The brand went from averaging $40–60K months to $120K months in 4 months — and because the playbook was built on 150+ documented tests, the results were repeatable, not lucky.
“Thank you so much for what you and your team have done for my ad account. It helped tremendously to grow my business.”
Ready to double your months — profitably?
If declining ROAS or cash-flow constraints are capping your growth, we’ll build the tested playbook that scales you past them.
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