How We Helped a Urinary Continence Device Brand Drive $30,000 in Additional Sales in 6 Months

Overview

Our client, a company selling reusable urinary continence devices, came to us with a strong product and a loyal customer base. But growth had slowed. While customers were somewhat aware of the product, many did not understand how it compared to adult diapers. Key benefits like staying dry, discreet wear, and the device’s adjustability and reusability were not being clearly communicated.

The Challenge

One major hurdle was that the brand had been relying heavily on Amazon for sales. While Amazon helped with exposure, it came at a cost. The platform owns the customer relationship, which made it impossible for the brand to build direct connections or encourage repeat purchases through email or subscriptions.

The website also needed significant improvements. It was difficult to navigate, slow to load, and had broken pages that hurt both the user experience and search performance. The product messaging lacked clarity, especially for first-time buyers. Sizing confusion was contributing to unnecessary returns, and the site design had not been optimized for the brand’s older customer base.

The Solution

We began by addressing technical performance. We fixed broken pages, improved overall site health, and optimized speed to create a faster, smoother shopping experience. We also simplified the product page copy and increased font sizes across the site to make it more accessible to older customers.

To reduce sizing-related returns, we introduced a clear and easy-to-use size chart. This allowed shoppers to confidently choose the right product without confusion or hesitation.

On the marketing side, we launched five tailored email flows that focused on the most important customer benefits. Messaging emphasized staying dry, the adjustable design, and the comfort and discretion the product offers. Campaigns included a spring promotion and a two-for-one urinary device bundle. We also segmented US and Canadian customers to send more personalized content.

We migrated the brand from Yotpo to Recharge to support a subscription model, since the device needs to be replaced every six months. This allowed us to build a stronger post-purchase relationship and drive more recurring revenue. We also imported the existing customer list to ensure a smooth transition.

The Results

In just six months, the brand saw a significant lift in revenue, driven by improved site performance, clearer messaging, and targeted email flows. Compared to the previous eight-month period, sales increased by $34,000,  achieved with only $7,200 in spend, resulting in a return of nearly 5x.

Email campaigns brought back previous customers and attracted new ones. The improved size chart helped lower returns, and the updated site design boosted both usability and conversions. The new subscription model created a more stable foundation for long-term growth.

By moving beyond Amazon and focusing on education, retention, and user experience, the brand was able to reconnect with its customers and turn a one-time purchase into a repeat relationship.