Case Study: Inside the Remarketing Strategy That Drove 40% Conversion Uplift
Brand Overview
Brand: Urban Tribe (Fictionalized Real D2C Luggage Brand)
Category: Smart Travel & Laptop Bags
Monthly Revenue Before Test: ₹85L
Objective: Improve ROAS from remarketing ads and reduce CAC leakage
🎯 The Challenge
Urban Tribe had a healthy top-of-funnel from Meta ads and Google Shopping, but remarketing CTR was dropping. Conversions from abandoned carts and product viewers had flatlined.
Problems Identified:
- Same creatives used for prospecting + remarketing
- No segmentation between cart abandoners vs. product viewers
- No urgency or personalization in creative
💡 The Strategy That Changed It All
1. Audience Segmentation into 3 Buckets
- Product Viewers (no cart)
- Cart Abandoners (no purchase)
- Past Buyers (for upsells)
Each received different ad journeys with tailored copy and visuals.
2. Dynamic Creative Refresh
- Product Viewers: “Still browsing? See why 8,200 people love this bag” + testimonials
- Cart Abandoners: “You left this behind 🧳” + limited time discount overlay
- Past Buyers: “Level up your travel set – 20% off laptop sleeves”
Note: Used UGC for all cart abandoners. Cost per creative = ₹500–700 each.
3. Smart Timelines via Meta Ads Manager
- Product viewers → retargeted within 24–48 hrs with video + benefits
- Cart abandoners → 2 reminders within 4 days (ad + WhatsApp if opted in)
- Past buyers → retargeted 10+ days post delivery
4. Supplemental Email Flow
- Cart abandoners synced with Klaviyo
- Email 1: “Complete your purchase – it’s waiting”
- Email 2: UGC carousel with discount code
- Email 3: “Last chance – we’ll restock soon” urgency email
📈 Results (Over 6 Weeks)
| Metric | Before | After |
|---|---|---|
| CTR (Remarketing Ads) | 1.2% | 2.6% |
| ROAS (Remarketing) | 3.1x | 4.5x |
| Conversion Rate | 3.8% | 5.4% |
| Revenue from Remarketing | ₹12.3L | ₹17.2L |
| Cart Abandoner CVR | 18% | 27% |
🔥 Overall uplift: +40% conversions attributed directly to remarketing flows
🧠 Lessons Learned
- Segmentation = Precision. One-size doesn’t fit all in remarketing
- UGC = Trust Boost. Show, don’t sell
- Timelines Matter. Don’t wait 7 days to remind — strike while intent is hot
- Sync Email + Ad. Create echo across touchpoints
Final Word
Remarketing isn’t just a box to check — it’s a second chance to convert warm intent. Urban Tribe’s campaign proves that with smart segmentation and storytelling, you can turn drop-offs into daily revenue.
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Disclaimer
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