How Sensalou Grew New Customers by 64% with Full-Funnel Strategy

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Sensalou is a premium European medical supply brand recognized for its high-quality geriatric incontinence products, including adult diapers and protective bedding solutions.

Built on a foundation of product innovation and trust, the brand has earned strong customer loyalty through consistent performance and thoughtful design tailored to real patient needs.

With a dominant presence in Germany and growing traction across Europe, Sensalou has established itself as a category leader in both quality and customer retention. Its strong Subscribe & Save adoption reflects deep customer satisfaction and repeat purchase behavior.  

As the brand expanded into the United States, it entered a new phase—focused not just on maintaining loyalty, but on scaling acquisition to match its product strength.

The Challenge

Sensalou was not struggling with its product or its customers—it was constrained by its growth model.

The brand had built a strong base of loyal, repeat customers, supported by high Subscribe & Save adoption and consistent retention. But over time, growth stalled. Monthly sales plateaued, and performance became increasingly dependent on the same returning audience.

At the same time, efficiency became less predictable. As investment increased, Total Advertising Cost of Sale (TACOS) fluctuated, signaling that additional spend was not consistently translating into incremental growth.

The underlying issue was clear: Sensalou lacked a scalable acquisition engine. The account relied heavily on lower-funnel Sponsored Ads, with no structured upper-funnel strategy to bring new customers into the brand. Amazon DSP was largely untapped, and external traffic sources were not part of the mix.

The risk was structural. Without a consistent flow of new customers, growth would remain capped—regardless of how strong retention performance was.

Why Quartile

Sensalou needed a step-change in strategy, not incremental improvements.

The brand required a partner that could move beyond channel-specific optimization and build a cohesive, full-funnel system—one that could acquire new customers at scale while preserving the efficiency and retention it had already achieved.

Quartile brought that capability. By combining automation powered by AMS, audience intelligence powered by AMC, and cross-channel execution, Quartile enabled Sensalou to operate with both precision and scale. Instead of optimizing campaigns in isolation, the strategy could now be orchestrated across Amazon Ads, DSP, and external traffic.

This unified approach was critical. It allowed Sensalou to introduce new acquisition channels without losing control of performance, and to finally connect upper-funnel investment to measurable business outcomes.

The Solution

Quartile rebuilt Sensalou’s advertising strategy from the ground up, shifting from a lower-funnel model to a fully integrated, full-funnel system designed to drive continuous customer acquisition.

At the top of the funnel, Amazon Demand Side Platform (DSP) was introduced as the primary acquisition engine. Using Performance+ campaigns, Quartile structured DSP into clearly defined segments—customer acquisition, remarketing, and retention—ensuring each stage of the funnel had a specific role.

Category restrictions prevented direct condition-based targeting, which is common in medical categories. Instead of limiting reach, Quartile leaned into Amazon’s native audience signals and contextual targeting. This approach enabled the brand to connect with relevant audiences at scale while staying compliant, effectively replacing traditional targeting methods with a more adaptive, signal-driven model.

To further expand reach, Quartile introduced an external channel connected through Amazon Attribution. This created a direct pathway from external demand to Amazon listings, capturing high-intent shoppers who were already researching incontinence products outside the platform.

At the lower funnel, Sponsored Ads campaigns were refined to convert and retain this growing audience. These campaigns worked in coordination with DSP and the external channel, ensuring that new traffic entering the ecosystem was efficiently captured and nurtured into repeat customers.

The result was not a set of disconnected tactics, but a unified system—one that continuously fed new customers into the funnel while reinforcing long-term retention.

Results & Impact

• Total sales increased by 38% year over year, marking a clear return to sustained growth  

• Organic sales grew by 25%, demonstrating that demand expanded beyond paid media influence  

• New-to-brand customers increased by 64%, confirming the success of the acquisition strategy  

• Growth became structurally scalable, supported by a full-funnel acquisition and retention engine  

This transformation shifted Sensalou from a retention-driven business to a balanced growth model—where new customer acquisition and repeat purchase work together to drive long-term performance.

Ongoing Value & Future State

With a full-funnel foundation in place, Sensalou now operates with a repeatable growth engine. The brand is no longer dependent on existing demand—it can consistently generate new customer inflow while maintaining strong lifetime value.

As Sensalou continues its expansion into the United States, this system provides both flexibility and control, enabling the brand to scale efficiently across markets while reinforcing its premium positioning.