Case Study: How a Micro Luxury Brand Cleared 600 Pajama Sets in 5 Days

The Challenge

At the beginning of August, GK*, the founder of a boutique luxury pajama brand, was staring at nearly 600 unsold sets spread across three variants. Each held about 200 units. At $92 apiece, that meant $55,000 tied up in cash and warehouse space just as Q4 was approaching.

Her team was not idle. They had TikTok ads running, Instagram Shop campaigns live, and influencer UGC feeding the pipeline. Traffic was steady, but conversions were not.

• Bounce Rate: ~92% on the collection page
• Conversion Rate: <1%
• Units Sold Pre-Coura: 4–5 per week, total.

At that pace, clearing inventory would have taken almost three years.

The data was obvious that something in the middle was broken, and with Labor Day looming, the last real sales push before Q4, she needed a turnaround.

Our Intervention

The problem wasn’t the product (the pajamas are beautiful!!). The problem was the site.

With a $4,500 Readiness Review and Implementation, we focused on plugging the leaks that were draining conversions.

1. Variant-Friendly PDP Redesign

• We merged three SKUs into a single PDP with variant swatches so consumers didn’t have to go digging around for what they wanted
• Built mobile-first for easy browsing
• Added a sticky Add-to-Cart button that followed shoppers down the page

2. Conversion Trust Signals

• People want to buy what others like, so we pulled in verified reviews for instant credibility
• Worked with them to add previously unused lifestyle photography to show the fit and feel
• Surfaced fabric details and care instructions that had been buried

3. Frictionless Checkout

• Auto-applied the Labor Day promo in cart
• Reduced ad-to-checkout clicks by two steps
• Tested across five iPhone and Android devices, fixing two bugs that would have blocked conversions on smaller screens

4. TikTok & IG Shop Sync

• Cleaned up meta tags so social shops pulled sharp product images
• Linked ads directly to the optimized PDP rather than a generic collection page

GK had already done the hard part: driving traffic. We became the missing piece that made the traffic count.

The Results

The sale was planned for five days, with the option to extend to eight days in case the targets were not met. But she never needed the extension. By Monday at 9 PM EST, all three pajama variants were gone.

Performance gains:

• Bounce Rate: 92% → 35%
• Conversion Rate: <1% → 33%
• Units Sold: 600 in 5 days (~200 of each variant)
• Revenue: $55,200 (vs. $1,472/month pre-Coura)

At peak, the brand was moving 200–300 units a day, compared to 4–5 a week before.

The ROI

• Investment: $4,500
• Revenue Pre-Coura (monthly): $1,472
• Revenue from Labor Day Sale: $55,200
• ROI Multiplier: 12x

At the old pace, it would have taken three years to clear the stock. Instead, GK freed up capital and warehouse space in under a week, just in time for the fall collection.

The Human Side

For GK, this wasn’t just inventory; it was cash flow, storage costs, and the anxiety of heading into Q4 with dead stock.

“These pajamas weren’t just unsold units. They represented tied-up cash and stress about the season ahead,” she said. Watching the dashboard that weekend was surreal: first tens of units sold, then hundreds. $4,500 felt like a risk. By the end of Labor Day, it felt like the best investment we’d made all year.” – GK, Founder

She went from not knowing if she’d be profitable to wondering if she had under-ordered because of a few optimizations to her site.

Key Takeaways for Other Brands

• Traffic without conversions is wasted spend. Ads can only work if your site does.
• Variants need clarity. Shoppers won’t dig through multiple PDPs to find what they want.
• Small details matter. Auto-applied promos, sticky CTAs, and trust signals smooth the path to purchase.
• Peak weekends reward preparation. Wins like this are built before the sale goes live.

Final Word

This wasn’t luck or a viral fluke. It was about fixing the leaks in GK’s funnel so every click could turn into a customer.

For GK, Coura wasn’t another vendor. We were the piece that turned $55,000 of idle stock into a sell-out weekend.

Ready for Your Own Readiness Review?

GK’s story shows you don’t need more ads. You need a site that converts the traffic you already have.

Our End-of-Year Readiness Review is built for brands heading into Q4 who can’t afford to discover funnel leaks too late. For $4,500, you’ll get:

• A detailed audit of your funnel
• 10–15 high-impact fixes prioritized for conversion
• Implementation support to get it live in time

Don’t let dead stock or broken funnels follow you into Q4. Book your Readiness Review today and turn your next big sales weekend into a sell-out.

Explore the Readiness Review → HERE

*Out of respect for our client’s competitive edge, we’ve kept GK and her brand anonymous. The strategies we used, variant consolidation, PDP optimization, social shop syncs, are repeatable, but her advantage stays hers.