Challenge

Mothercare was facing growing digital competition in the Malaysian parenting sector, with rising acquisition costs putting pressure on both market share and profitability. The brand needed to scale e-commerce revenue and expand awareness while keeping spend efficient, with a demanding ROAS target of over 20x to hit. At the same time, building long-term customer loyalty in a crowded market meant they couldn’t afford to simply buy volume. The task was to identify how Primal could drive high-value conversions at scale without inflating costs or sacrificing brand positioning.

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Approach

We focused on capturing high-intent search traffic and maximising conversion value across the full consumer journey. Our team built a paid media framework combining Search Engine Marketing (SEM) with Google’s Performance Max, backed by granular audience signals and value-based automated bidding. A key part of how Primal approached this project was by optimising product feeds and directing initial budget toward high-value consumer segments from the outset, making sure every ringgit spent had a clear path to revenue.

Results

How Primal delivered meaningful outcomes was through relentless campaign refinement and data-driven decision-making. We continuously adjusted bidding algorithms, audience signals and campaign structures to capture high-intent demand while preventing budget wastage. Real-time optimisation kept conversions scaling efficiently month after month. The result was consistent performance above the ambitious 20x ROAS benchmark every single month across the 12-month engagement, driving 1.1 million new users, a 22% increase in first-time purchases and a peak ROAS of 28.52x.

1.1M

New Users Increase

22%

1st Time Purchase Increase

28.52x

ROAS Increase