A US D2C medical-scrubs brand: from a break-even launch to a profitable engine in one quarter

About the client

A US-based direct-to-consumer brand selling premium medical scrubwear (scrub tops and pants for healthcare professionals) partnered with HND Solutions to build paid acquisition from the ground up and turn early, break-even spending into a profitable growth channel.

The brand was new to a crowded, competitive US market. The first months were about laying foundations; once those were in place, the account scaled fast. In the first full quarter of active management, HND Solutions roughly doubled ad spend and delivered more than four times the orders and nearly five times the revenue, while cutting the cost to acquire each customer by more than half.

This is a story about disciplined scaling: growing spend and efficiency at the same time, rather than buying growth at any cost.

The challenge

Launching a new apparel brand in the US medical-scrubs market meant competing against established names for the same customers. Two things made the early going harder.

• A storefront that held back performance. The brand initially ran on a custom-built website that was buggy and offered a poor shopping experience. No matter how well the ads performed, the site itself capped conversion. Paid traffic was arriving, but the experience it landed on wasn’t converting it efficiently.
• A cold start in a competitive category. As a new entrant with no purchase history or audience data, the account had nothing to optimize against at first. Every channel had to build its own signal from zero, which is slow and expensive in the early weeks. The brand needed a partner who could both stand up paid acquisition properly and scale it profitably the moment the foundations were ready.

The approach

HND Solutions built the account around one principle get the fundamentals right, then scale only as efficiency improves. The work ran across both Google and Meta.

What we did 1. Waited for the right foundation, then scaled hard. Once the brand moved onto a stable Shopify storefront in early 2026, fixing the conversion bottleneck, HND Solutions had a platform worth scaling into, and pushed spend aggressively behind it.

What we did 2. Built clean tracking and measurement first. Established proper conversion tracking and analytics (GA4, click-level behavior analysis, and Merchant Center product fixes) so every decision afterward was based on real orders and revenue, not guesswork.

What we did 3. Rebuilt Google around what actually sold. Restructured Performance Max into dedicated men’s and women’s campaigns, added PMax retargeting, fixed Merchant Center product issues, and tightened Shopping and Brand Search, concentrating budget on the products and searches driving real revenue.

What we did 4. Built a full-funnel Meta engine. Stood up top-, mid-, and bottom-of-funnel campaigns, with retargeting as the conversion workhorse, turning Meta from a zero-conversion channel in the early months into a profitable volume driver.

What we did 5. Tested offers and creative continuously. Ran ongoing ad-copy and creative tests (student-discount angles, focused promotional offers) and pruned what didn’t land, compounding efficiency month over month.

What we did The deliberate sequencing, Google and Meta first, Amazon deferred until consistent ROAS was proven, kept focus on getting the core channels profitable before expanding scope.

The results

The clearest view of the impact is the first full quarter of active management (Q2) compared with the prior quarter (Q1), when the brand was still finding its footing on a new storefront.

• Ad spend roughly doubled quarter over quarter, and instead of efficiency collapsing under that growth, it improved sharply.
• Cost per acquisition dropped 54%, from roughly $171 to $77, even as budget scaled. More orders, more revenue
• Orders grew ~4.4× quarter over quarter.
• Revenue grew ~4.9× over the same period.
• Blended return on ad spend climbed from 0.57× to 1.41×, moving the account decisively out of the red. Momentum into the strongest month yet
• June was the best month of the engagement: the account hit a 1.77× blended ROAS, with Google alone reaching 1.86×.
• Google’s conversion rate nearly tripled over the period (from under 1% to ~2.45%), and click-through rate climbed steadily, signs of an account compounding as targeting and creative matured. Both channels pulling their weight
• Google delivered efficient orders from the start and kept improving, with CPA falling from ~$159 to ~$57 across the window.
• Meta went from zero tracked purchases in the earliest months to a profitable, full-funnel volume driver, reaching a 1.58× ROAS by June with retargeting as the engine.

The cleanest way to see the impact is to compare the first full quarter of active management against the quarter before it:

The pattern tells the real story: this isn’t a one-time win. It’s an account that was turned around early, then held at a high level of efficiency for years — growing revenue and order value steadily while sustaining returns most brands never reach once, let alone consistently.

“Hemang is one of the smartest Paid Ads expert I have worked with. He not only achieves the targets in a fraction of a time, but is also always curious and eager to find new ways to automate and improve existing methods. He is a great asset for any team, project or brand !.”

The brand’s leadership described HND Solutions as a genuine partner rather than just a marketing vendor, pointing to clear gains in efficiency metrics like cost per customer and return on ad spend, and to a team that stays responsive, thoughtful, and open to feedback throughout the engagement.

Scaling a new brand profitably is harder than chasing a single good month. This account shows what disciplined performance marketing looks like in practice: build the foundations right, wait for the platform to be ready, then scale spend and efficiency together, so growth comes with a falling cost to acquire each customer, not a rising one.

It’s also why the partnership is ongoing and still growing, with the strongest month its most recent.