Scent Over Efficacy: Making Sensory Connections to Drive Revenue
Homecourt
The Results
+134%
Increase in Purchases
36%
Lower CPA
+68%
Higher Engagement Rate
Services
Paid Media Marketing
➜ Media Buying
➜ Performance Marketing
➜ Growth Strategy
➜ Creative Strategy
Challenges
When celebrity-owned luxury homeware brand Homecourt came to Fluency Firm, they were struggling to win new customers with efficacy-based messaging. Despite strong products, CAC was rising and ROAS was slipping. The brand’s fragrance-first, beauty-inspired positioning wasn’t coming through in acquisition campaigns.
SOLUTIONS
We repositioned creative and messaging to focus on sensory storytelling. Instead of highlighting product efficacy, ads leaned into descriptive scent language, elevated visuals, and the brand’s true differentiators—fine fragrances, clean formulations, and elegant packaging.
IMPACT
The shift to sensory-first storytelling scaled new customer acquisition by 86% quarter-over-quarter, drove a 134% increase in purchases, and lowered CPA by 36%—all while maintaining strong ROAS. By aligning acquisition strategy with what truly sets the brand apart, scent-focused storytelling outperformed efficacy claims and unlocked sustainable growth.
Credit: Homecourt