Universe Light

How we helped Universe Light drive 340% growth in online revenue within 18 months

0 - $800K

in 3 months

2.98

average ROAS since launched

$31

CAC with an average AOV of $112

Ad Platforms Used:

About The Brand

Universe Light was one of our first internal brands, launched in 2020. The timing wasn't accidental - home decor was booming during COVID lockdowns, and novelty night lights for kids were exactly the kind of feel-good purchase parents were making.

Like our other internal brands, we started dropshipping then moved to a 3PL in Hong Kong as the numbers justified holding inventory. We scaled across AU, US, UK, CA, and the Nordics. In 2022, after generating $2.75M in two years, we sold to an ecommerce VC firm.

Video & Static Ad Creatives

1

Rapid Testing for Product-Market Fit

We built hypotheses, launched minimal viable campaigns, and let data tell us what worked.

The process: run targeted campaigns, track CVR, CAC, and AOV closely, cut fast. We weren't precious about any product or market. By the end of the testing phase, we'd found 3 winners - the Moon Lamp, Levitating Moon Lamp, and Galaxy Projector - and 4 winning markets: US, EU, UK, and Nordics. ROAS at this stage: 1.96.

2

Creative Iteration for Meta & TikTok

We needed a repeatable system for finding winning creative - the same process we run across every brand we scale.

Static ads to test angles. Winning angles into video. Three thumb-stopping hooks per video, content variations to reduce drop-off, split-tested offers at the end. Winning combination goes into testing with 3 ad copies and 3 headlines on Meta.

The demographic insight that changed performance: younger parents were buying Moon Lamps as bedroom lighting for their kids, drawn by novelty. We sourced creative from mum influencers and built the winning message: "The Ultimate Gift for Little Astronauts."

3

Bundling & Upsell

Initial AOV was $65 - thin margin when you're paying for international shipping.

50/50 split test at Add to Cart: same product at 20% off vs. complementary product at 20% off. Complementary won. Then 15% vs. 20% off - conversion held at 15%, so we took the higher revenue per offer.

Post-purchase upsell added after Place Order but before Thank You page: 20% off complementary products. AOV went from $65 to $112. ROAS from 1.9 to 2.98. Same ad spend - just more value from every customer already acquired.

The Results