RH turned Pupsentials from a revenue-driven brand into a profit-driven business. By prioritizing financial clarity and refining acquisition strategies, the brand went from chaotic operations to sustainable, scalable growth.
Niche
Custom Pet Embroidery
Services
$100K p/m to $100K p/w — profitably
Financial transparency unlocked sustainable growth More precise audience targeting led to higher conversions
Consistently profitable scaling
Niche
Custom Pet Embroidery
Services
The Background
Three years ago, Jake Chambers and his wife co-founded Pupsentials with a simple but powerful vision: there are two types of dogs in the world—other people’s dogs, and your dog.
Pupsentials was built to celebrate that uniqueness. Through hyper-custom pet embroidery, they allowed pet owners to transform a photo of their dog, cat, or any beloved pet into a meticulously embroidered design. Every stitch captured the essence of a cherished companion.
From the beginning, quality over cost was the foundation of the brand. Rather than competing on price, they focused on craftsmanship and premium materials. Unable to find suppliers who met their standards, they built their entire operation in-house, giving them complete control over quality and production.
Despite strong demand and a growing reputation, scaling profitably remained a challenge.
THE STRATEGY
1) The Challenge
Before working with RH, Pupsentials was growing, but without financial clarity. Their previous agency was generating high sales volume but low profitability. Revenue was increasing, but without the right tracking and reporting, they had no way to measure true success.
One of the biggest issues was a lack of structured reporting. Their previous agency focused only on ROAS (Return on Ad Spend) but ignored OPEX, MER, and actual profitability. Without insight into the numbers that mattered, they were spending on ads but losing money overall.
2) Financial Clarity & Smarter Ad Spend
RH started by shifting Pupsentials from blind ad spending to a profit-driven strategy. Instead of looking at ROAS alone, RH implemented a comprehensive profitability model that guided scaling decisions based on real financial data.
This included:
- Uncovering true profitability by factoring in OPEX, MER, and CAC to make sure every marketing dollar drove real business growth.
- Refining customer acquisition by breaking down new vs. returning customer behavior to optimize targeting and retention.
- Sharpening audience targeting so ads were reaching pet owners deeply invested in their pet’s uniqueness, not just general dog lovers.
3) A Reliable Content System
Before RH, Pupsentials’ content creation was last-minute and reactive. Without a structured plan, messaging lacked consistency, and ad performance suffered.
RH implemented a structured media plan for consistent, high-quality brand messaging across all channels. This allowed Jake and his team to focus on running the business instead of scrambling to create content.
4) Becoming irresistible
One of the other strategies RH used with Jake was creating irresistible content and offers. After using our Irrisististable Aquisition process we tested 5 and found 1 that allowed Pupsentials to scale to $1mil/mo in 4 months.
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RESULTS: WHAT WORKED WELL
By building a profit-first strategy and refining their ad targeting, RH helped Pupsentials scale sustainably and profitably.
Pupsentials went from hoping to hit $100K per month to consistently generating $100K per week—profitably—and later their first $1mil/mo. Financial transparency allowed the team to scale with confidence, knowing exactly how each marketing dollar was driving growth.
Irresistible content, design, offers, and exact targeting ensured that messaging resonated with the right audience, leading to better engagement and higher conversions. With a scalable content pipeline in place, brand messaging remained consistent across both paid and organic channels, reinforcing brand recognition and loyalty.
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FINAL THOUGHTS
RH turned Pupsentials from a revenue-driven brand into a profit-driven business. By prioritizing financial clarity and refining acquisition strategies, the brand went from chaotic operations to sustainable, scalable growth.
Oh and a big win is their growth attracted investors for them to reach 8-figures.
Now, they’re not just selling—they’re scaling.
ANTHONY CAMACHO
Anthony Camacho is a Senior eCommerce Strategist who knows how to turn ad spend into serious growth. He doesn’t just run campaigns—he scales brands. With a sharp eye for high-converting creative and deep expertise in media buying, he’s helped DTC brands grow fast and profitably across Meta, TikTok, and Google Ads. He thrives on crafting data-driven ad strategies that blend performance with creative impact. When he’s not scaling brands, you’ll find him tackling fitness challenges, diving into psychology books, or working on his next big idea.
When you partner with us, you don’t just get someone to ‘watch your ad account’. We’re your strategic marketing arm, your outsourced CMO and your on-the-pulse, eCom growth experts ready to guide you every step of the way
We treat your business as if it were our own, looking at the bigger picture and constantly brainstorming ways to improve, add value and scale your brand profitably.
Because when you win, we win. It’s not about getting a certain number of clients for us, it’s about getting the right clients.
You know your potential. We help you get there.
So what will it be, growth or death?