Home & candles
A gifting brand that stopped waiting for December.
0.0×
email revenue through Q4
+0%
browse-abandonment recovery
0%
owned-revenue share, from 9%
The gap
Ninety percent of email revenue landed in one quarter, and the list went cold the other nine months. Every January the brand effectively restarted from zero — paying Meta full price for customers it already owned.
What we ran
- Occasion capture: birthdays, anniversaries and housewarming dates collected at checkout
- Year-round gifting flows triggered by those dates — with reminder SMS a week out
- Scent-profile browse abandonment: follow-ups keyed to the fragrance family viewed
- Q4 VIP early access so holiday buyers stop waiting for the sitewide sale
The result
Owned revenue share went from 9% to 31%, Q4 email revenue hit 2.4× the previous year — and February finally makes money.
Email revenue by month — year 1 vs year 2
Klaviyo · Top performers
Last 12 months
Occasion dates captured7,218
Owned-revenue share31.0%
Flow revenue$118,904
Gifting — Occasion ReminderFlow · Email + SMS$39,412
Browse — Scent FamilyFlow · Email$30,166
Q4 VIP — Early AccessCampaign · Email$26,873
Post-Purchase — Care & RebuyFlow · Email$17,570
“We assumed we were a Q4 business. Turns out we were a Q4 email program. Kairos fixed the second thing and it fixed the first.”
Owner — home fragrance brand