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http://coyuchi.com

Coyuchi is a premium bedding brand with a long purchase cycle and high AOV. That changes how you approach growth, attribution, and retention.

Vicki Williams-Grahan (Brand President) explains how they tested Meta’s impact by turning it off, how they think about LTV in a low-frequency category, and why product selection inside ads matters as much as creative.

For DTC operators scaling high-AOV brands with long purchase cycles who need to rethink CAC, LTV, and attribution.

In this episode:

What happened when they turned off Meta for 6 weeks
Why Google Analytics 4 underreported performance vs platform data
How segmentation (via Decile) changed acquisition
Why entry-level products lowered overall performance
How they use daily forecasting and contribution profit

Who this is for:

Operators in high-AOV categories (home, furniture, luxury, etc.)

What to steal:

Run incrementality tests (or dim market tests)
Prioritize high-LTV acquisition, not just conversion rate
Track contribution profit daily

Timestamps

00:00 Introduction and evolving customer profile

02:00 Coyuchi brand overview and DTC shift

04:30 Challenges of high AOV and long purchase cycles

07:00 Customer segmentation and tools like Decile

09:30 Meta ads experiment and going dark

13:00 Attribution insights and incrementality testing

15:00 Daily forecasting and contribution profit focus

17:30 Product strategy and high LTV vs entry products

21:30 Retention storytelling and non-sales emails

25:00 Brand repositioning beyond sustainability

32:00 Bringing paid social in-house and creative speed

35:00 Using AI in marketing and creative testing

36:30 Channel testing including podcasts and CTV

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Ep 606: How Coyuchi Tested True Meta Incrementality (6-Week Blackout Results)

DTC Podcast