Creator videos of real bedrooms
$58cost per order, down from $73
Twelve customers filmed their own beds after 40 washes. Unpolished outperformed our studio shoots in every audience.
Performance marketing for Hearth & Field
9 October 2026Results and the Q4 plan
Leila HaddadClient partner
Tom OkaforPaid social lead
Sana IqbalAnalytics lead
Revenue grew 31% on last year, and each new customer cost $7 less to win.
Online revenue
$4.82M
31% on Q3 2025Q3 2025: $3.68M
New customers
18,420
24% on Q3 2025Q3 2025: 14,850
Blended acquisition cost (CAC)
$66
$7 lower, betterQ3 2025: $73
Return on ad spend (ROAS)
2.65
0.27 on Q3 2025Q3 2025: 2.38
Orders
25,910
25% on Q3 2025Q3 2025: 20,670
Average order
$186
$8 on Q3 2025Q3 2025: $178
Paid media spend was $1.21M, up 11%. Email, SMS and direct visits brought in a third of revenue with no media cost.
Weekly revenue for Q3, by the channel that drove the visit. Select a channel to see it on its own.
Three changes did most of the work this quarter.
$58cost per order, down from $73
Twelve customers filmed their own beds after 40 washes. Unpolished outperformed our studio shoots in every audience.
2.62shopping ROAS, up from 2.1 in Q2
On 14 July we rewrote 340 product titles to lead with fabric, weight and size, the way people actually search.
19.4%reorder within two months, up from 16.9% in June
A three-email flow on washing linen, ending with fitted sheets. It added $118k of repeat revenue in eleven weeks.
Three misses, what they cost, and what we've changed so they don't happen again.
0.9 ROAS$64k on four large creators
Four sponsored posts from accounts with 400k to 1.2M followers brought 212 orders. Their audiences liked the photos and didn't buy.
What we changedThat money now pays for customer-creator videos like the twelve on the last slide, which we run as ads where we control targeting.
1.4 ROAS$46k in the first three weeks
The throw campaign went live on 4 August, the hottest week of the year in most of your top states. We should have held it.
What we changedLaunches now check a 10-day forecast. Throws relaunch on 19 October with a cold-weather trigger by region.
−$21 AOVduring the sale extension
The extra week pulled forward demand: average order fell from $191 to $170, and full-price sales the week after were down 18%.
What we changedSales end on the date we announce. No extensions, including Black Friday.
Twelve months, October 2025 to September 2026. Switch between the two measures.
Share of each month's new customers who have ordered again, by months since their first order.
Point at or tap a cell to read it.
November's customers reordered 11.8% within two months, against 15.1% for October's. Discount-led buyers are worth less, so Q4 targets reflect that.
19.4% of July's customers ordered again within two months, against 16.9% for June's. July's group was the first to get the care-guide emails.
Three split tests ran in Q3 with equal budgets for each version. Pick a test to compare.
Five phases from 12 October to New Year's Eve. Select a phase for its budget, offer and goal.
$1.85M across four paid channels. Move a slider to shift money between them; the total stays the same.
$5.73M
Each channel's returns shrink as spend rises, using response curves fitted to the last 18 months.
Four decisions keep the Black Friday plan on schedule.
Next review: 14 January 2027. We'll bring the full Black Friday readout and a 2027 plan.