- +7% YoY Growth
- 3x ROAS
- 25% Ad-Supported Revenue
Enstrom Candies is a premium confectionery brand best known for its world-class toffee, distributed across multiple channels: retail, e-commerce, catalog, Amazon, and wholesale. Their audience spans both B2C and B2B markets.
Enstrom sought accelerated growth and trusted Growth Marketing Werks (GMW) to develop a comprehensive media strategy aligned with their increased investment.
Given their complex distribution model and varied customer segments, our strategy prioritized:
- Profitability by sales channel and product type
- Inventory growth capacity
- Regional sales patterns
- Net-new customer acquisition
- Testing to uncover scalable opportunities
We developed a media portfolio that included:
- A Colorado-only awareness campaign
- B2C and B2B eCommerce performance campaigns
- Amazon advertising
- A retail campaign focused on driving in-store traffic
Outcome
This strategic, full-funnel approach delivered strong ROI across their media portfolio:
- +7% growth in total ad-supported revenue, outpacing price increases, with standout growth in high-margin B2B and Retail segments
- 25% of revenue attributed to direct ad-supported conversions — achieving a 3x return on ad spend
- 27% in influenced revenue driven by media — delivering a 3.7x return on investment
Key Takeaways
- Manage your media like a portfolio. A single partner driving the full media budget enables strategic cohesion and cross-channel optimization.
- Share the business context. When agencies understand your goals, sales data, and profitability metrics, they can structure smarter campaigns.
- Report beyond clicks. Post-campaign funnel data helps quantify both direct and influenced impact — telling the full ROI story.
- Think of your agency as an extension of your team. Integration and collaboration lead to more agile, aligned, and effective outcomes.
