Paid

Gardeners Dream

+181% revenue YoY

How we more than doubled GardenersDream's spend and nearly tripled their revenue, without their cost per sale moving.

+0%

Revenue (conversion value, YoY)

+0%

Conversions (YoY)

+0%

Clicks (YoY)

-0.0%

Cost per conversion

The Challenge

What we were up against

GardenersDream is a UK online garden retailer, selling thousands of plants, shrubs, trees and garden products direct to gardeners across the country. When we took the account on in April 2025, the performance looked healthy on the surface, with a strong return on ad spend, but that surface hid a lot of untapped potential and a few real problems underneath.

The account foundations weren't solid. Tracking was misfiring, with product SKUs that didn't all match up and revenue going unrecorded, so the account couldn't even be measured accurately. The Merchant Center had its own issues, with incomplete product data, incorrect GTIN claims and titles that needed work, all while thousands of SKUs were being fed into a single feed.

The account structure was rudimentary too. Ad coverage came from a basic, undivided setup with very few campaign types, and a large budget concentrated into very little. One product accounted for around 60% of revenue and swallowed much of the Shopping and Performance Max budget, leaving the rest of a huge range barely visible.

On top of that, the business judged success almost entirely on account-level ROAS, and believed the more condensed the account, the better it performed, a mindset that was quietly capping growth.

The goal was to change that. Grow revenue and conversions, and scale the account properly, without letting efficiency slip in the process.

Our Approach

How we tackled it

We started with the foundations, because nothing else works without them. We cleaned up the Merchant Center, fixing the product data, GTINs and titles, and got tracking working properly so that revenue was being measured accurately and decisions could be made on real data.

Then we rebuilt the structure. The account went from fewer than ten campaigns to twenty-three, more than doubling coverage across the range.

Rather than leaning on one broad setup, we broke out every high-performing product into its own campaign and organised the account into performance buckets, separating proven top performers from trending products that weren't converting yet but deserved visibility in front of high-value audiences. The dominant weed killer was pulled out and given its own space, so it stopped eating into the budget the rest of the catalogue needed.

A big part of the work was changing how success was measured. We helped the business see that account-level ROAS isn't the whole picture, and that individual campaigns, products and ad types each need judging on the role they play. To support that, we built detailed reporting that brings everything into one view, including prior-year revenue and costs across Meta and Microsoft alongside Google.

We also built the weather in. Sales in this sector live and die by the forecast, so we created a weather tracker within the reporting to plot weather against revenue and optimise around it directly. Ahead of good-weather weekends and bank holidays, we now make seasonal adjustments, lifting budgets by around 20% to capture the conversion rate uplift that the sunshine reliably brings.

Finally, we got methodical. Detailed audits challenged some long-held assumptions with data, including the client's preference for broad match, where we found exact match was delivering far better returns at cheaper costs.

The same scrutiny showed that Shopping had far more potential than anyone had credited, where it had been easy to assume Performance Max was doing the heavy lifting. So we attached Shopping to every campaign type and product category, and it has become one of the biggest drivers of revenue at a very low cost.

The Results

What we achieved

This is a scale-with-efficiency story, and the numbers tell it cleanly. Comparing the April to May period in 2026 against the same window in 2025, the account scaled hard while its cost to do so stayed exactly where it was.

•Revenue (conversion value) up 181% year on year
•Conversions up 139% and clicks up 150%
•Spend up around 140%, comfortably outpaced by the 181% revenue growth, which is the definition of profitable scaling
•Cost per conversion held flat, in fact slightly down on the previous year, while conversion rate held steady and average cost per click barely moved

The point isn't just that revenue grew, it's how rarely you see growth at this level without efficiency slipping.

Spending far more and making proportionally more, while your cost per sale stays still, is the hard part, and that's exactly what the rebuild delivered. The relationship has gone from strength to strength since, with the brand now expanding into new markets including Germany off the back of the momentum.

FAQs