Pricing Clarity Drives Profitability for D2C Wellness Brand

A detailed unit economics review enabled smarter pricing decisions, helping a fast-growing consumer brand boost margins, cut wasteful spend, and improve EBITDA within 90 days.

+15%
increase in gross margin on top-selling SKUs
By identifying true COGS and fulfillment overheads, QuantFi uncovered underpriced SKUs. Strategic repricing allowed the brand to maintain conversion while significantly improving margin on top sellers.
-20%
reduction in spend on unprofitable customer segments
Using CAC-to-LTV analysis, the team identified customer cohorts acquired through paid social that were consistently unprofitable. This led to a reallocation of ad spend toward higher-margin segments.
+20%
improvement in overall EBITDA margin within 90 days
With clearer economic visibility and smarter pricing, the business improved its operational leverage and bottom-line performance within one quarter, despite only modest top-line growth.
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🧩 The Problem

QuantFi conducted a comprehensive review of the brand’s unit economics at both the product and channel level. This included:

  • Building a fully burdened contribution margin model incorporating COGS, fulfillment, marketing, platform fees, returns, and CAC.
  • Segmenting customers by acquisition source, LTV, and repeat behavior to identify profitable cohorts.
  • Running sensitivity analyses to simulate margin outcomes under different pricing and discounting strategies.
  • Partnering with the internal team to realign pricing around contribution targets and deploy a test-and-learn structure for future price changes.

đź’ˇ QuantFi's Solution

QuantFi conducted a comprehensive review of the brand’s unit economics at both the product and channel level. This included:

  • Building a fully burdened contribution margin model incorporating COGS, fulfillment, marketing, platform fees, returns, and CAC.
  • Segmenting customers by acquisition source, LTV, and repeat behavior to identify profitable cohorts.
  • Running sensitivity analyses to simulate margin outcomes under different pricing and discounting strategies.
  • Partnering with the internal team to realign pricing around contribution targets and deploy a test-and-learn structure for future price changes.

🚀 The Results

QuantFi’s analysis enabled the company to clearly understand the profitability drivers of its business. Leadership implemented a revised pricing structure that maximized margins on hero SKUs and eliminated unprofitable SKUs from the catalog. The company also introduced contribution margin thresholds for all future product and promotional decisions.

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Pricing Clarity Drives Profitability for D2C Wellness Brand

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reduction in spend on unprofitable customer segments
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