How a UK lighting brand turned £55,926 into £408,767 on Pinterest over 16 months.
A 16-month, 212-campaign Pinterest build for a London-based decorative lighting brand. £55,926.41 in spend. £408,767.38 in Pinterest-attributed revenue. 557 checkouts at a £733.87 average order value. Over the same window, the store’s Shopify Analytics show $889,823.88 in total sales, up 4,000% year on year.
7.31×Pinterest ROAS
£408,767Pinterest revenue
+4,000%Store-wide Shopify YoY
£733.87Avg order value
How ROAS is measured
30/30/30 conversion window (30-day click, engagement and view — Pinterest’s attribution model before April 2025). Pinterest Tag + Conversions API deduplicated. Revenue cross-referenced against Shopify Analytics for the same window. Numbers match the Ads Manager screenshot on this page exactly.
Why the client name is withheld
At their request. Premium decorative lighting brands compete in a copy-prone space. The numbers and screenshot are verbatim from Ads Manager. Full export available under NDA on request.
The brief: build a direct-to-consumer revenue engine for a premium lighting brand with essentially zero digital ad history.
The client is a London-based decorative lighting brand — the kind of studio designing statement chandeliers, artisan pendants, and handcrafted wall sconces for residential interiors, boutique hotels, and high-spec renovations. Products range from occasional-purchase accents to project anchor pieces, with an average order value of £733.87.
At campaign launch in April 2023, the Shopify store had virtually no meaningful revenue. There was no Pinterest presence, no retargeting pool, no lookalike audience, and no organic recognition to lean on. The brand was producing exceptional products but had no performance marketing infrastructure to surface them to the buyers who were actively looking.
Pinterest suited the category: interior designers, renovators and homeowners use Pinterest boards to plan rooms months before they buy. A £700 pendant is the kind of purchase that starts as a saved Pin and is bought weeks later, if a retargeting funnel exists to bring the buyer back.
The brief: build Pinterest as the primary acquisition channel from cold. Let the account compound over 16 months. Keep the store growing.
Three reasons premium lighting is hard to build from zero, and why Pinterest suited it.
01
A £733 average order demands trust, not impulse
Few people buy a statement chandelier after one ad. Premium lighting purchases often take weeks or months: customers save Pins, revisit boards, compare finishes and consult designers before they buy. A short attribution window, or a funnel that ignores saves, undercounts what the ads contributed.
02
Building from absolute zero with no existing audience
The store had no meaningful revenue before the campaign. Zero retargeting pool. Zero lookalike audience. Zero organic brand recognition on Pinterest. Every audience had to be built from cold signals: keyword targeting, interest clusters, and act-alike expansions. The account only became efficient once it had generated enough conversion data for Pinterest’s algorithm to model. That takes time — months, not weeks.
03
Sustaining 7.31× ROAS across 212 campaigns
One strong campaign is manageable. 212 campaigns — each targeting a distinct audience cluster, product type, or funnel stage without cannibalizing each other — is a systems problem. One poorly structured campaign can pull from the same auction as a top performer and drag the account average down. Holding 7.31× at account level across that volume took deliberate structure.
THE APPROACH
Four funnel stages, 212 campaigns, and 16 months of compounding signal.
STAGE 01
Visual discovery at scale
Broad awareness campaigns targeting interior design, home renovation, and luxury lighting searches on Pinterest. Standard Pins, video Pins and Idea Pins (Pinterest’s multi-page format at the time) ran across 212 campaigns over 16 months — each targeting distinct audience clusters so Pinterest’s auction didn’t pit them against each other. Result: 25.3M impressions at £2.36 CPM.
STAGE 02
Saves as purchase intent
Decorative lighting buyers plan spaces over weeks and months. Saves tracked as the primary mid-funnel KPI — a save usually means someone is actively designing a room and may come back to buy. The 9,676 add-to-carts generated £5,353,135.51 in ATC value: a pool of intent that retargeting campaigns worked on over the following months.
STAGE 03
Conversion via catalog campaigns
Catalog sales campaigns structured by product type (pendants / chandeliers / sconces / floor lamps) and room category (kitchen / bedroom / hallway / hotel). 30/30/30 conversion settings — because a 7-day window for a £733 considered purchase misses much of the revenue. £0.13 CPC. 557 checkouts.
STAGE 04
Compounding retention and cross-channel lift
Retargeting of the £5.35M ATC pool at 7/30/90-day windows. Customer-list lookalikes refreshed as the checkout volume grew. Organic and direct traffic grew over the same period: Shopify shows $889K of total store sales, though this data can’t separate how much of that growth Pinterest caused.
PINTEREST TAG + CONVERSIONS API · SHOPIFY-NATIVE EVENTS · 30/30/30 CONVERSION WINDOW · DEDUPED VIA EVENT_ID · SHOPIFY ANALYTICS CROSS-REFERENCE · 212 CAMPAIGNS INCLUDED
Pinterest-attributed revenue (£408,767.38) was cross-referenced against Shopify Analytics for the same window. Shopify Analytics shows $889,823.88 in total store sales for the same window. The two figures use different currencies and attribution methods, so we report them side by side rather than as a share; Pinterest-attributed revenue stayed well within total store sales.
Revenue bars represent Pinterest-attributed monthly revenue (GBP). Highlighted bars: Sep 2023 (14.29× ROAS), Jan 2024 (13.03× ROAS, peak revenue). Grey bar: Feb 2024 anomalous dip (3.86×). Asterisk: Jul 2024 is a partial month (reporting ends Jul 27). Exact monthly figures available under NDA.
TWO STANDOUT MONTHS — PEAK EFFICIENCY
“Two separate months cleared 13× ROAS. The 16-month figure of 7.31× includes every month, the weak ones too, February 2024 among them.”
Month
Spend
Revenue
ROAS
Note
Sep 2023
£2,189
£31,279
14.29×
Month 6 — enough conversion data to optimize
Jan 2024
£4,681
£61,009
13.03×
Peak revenue month — scale + efficiency
Two months above 13× ROAS across the engagement. February 2024 (3.86×) was the weakest month; the 7.31× figure covers all 16 months. Exact per-month data available under NDA on request.
SHOPIFY ANALYTICS CROSS-REFERENCE — TOTAL STORE IMPACT
PINTEREST ADS MANAGER
£408,767
Pinterest-attributed revenue across all 212 campaigns, 30/30/30 conversion window, GBP as reported in Pinterest Ads Manager.
7.31× Pinterest ROAS
557 checkouts tracked
£733.87 average order value
£100.41 cost per checkout
9,676 add-to-carts, £5.35M ATC value
SHOPIFY ANALYTICS (SAME WINDOW)
$889,824
Total Shopify store revenue across all channels for the same reporting window. USD as reported in Shopify Analytics dashboard.
+4,000% year-over-year growth
Organic and direct traffic grew in the same period
Near-zero baseline before campaign launch
Measured separately from Pinterest attribution
“Pinterest was the brand’s main paid channel while total Shopify sales grew 4,000% year on year to $889,823. That growth came from several channels together; the £408,767 Pinterest attributed is the part we can measure directly.”
“At a 52% gross margin, £408,767 of Pinterest-attributed revenue is about £212,600 of gross profit. That’s about 3.8× the £55,926 ad spend (profit on ad spend, or POAS), roughly £156,600 left after paying for the ads.”
Margin assumption: 52% gross, the lighting figure in our 2026 home decor benchmarks (break-even ROAS 1.92×). The client’s actual margin is confidential, so treat this as an estimate. Note: GBP figure from Pinterest Ads Manager; USD figure from Shopify Analytics. The two are in different currencies (the pound traded well above the dollar in this window) and are not converted or compared as a share.
What a 7.31× account average and an $889K store tell you, and what they don’t.
01
£0.13 per click on a product that sells for £733.87. Low click costs only matter if clicks turn into orders, and here they did: the cost per checkout was £100.41, about 13.7% of the average order. That gap between what a click cost and what an order was worth is what kept 212 campaigns at 7.31× overall.
02
£5.35M of add-to-cart value: a retargeting pool, not just a metric. 9,676 add-to-carts against 557 checkouts (5.8%) looks weak at first glance. For premium lighting it is normal: buyers are mid-project, so many add a pendant to the cart to remember it and come back when the room is ready. Those carts became the core retargeting and actalike audiences for the months that followed.
03
The February 2024 dip (3.86× ROAS) marks the moment the engagement started to change. In February 2024, the client began making significant unannounced changes to the business — Shopify theme overhaul, product page redesign, website rebuild, and a strategic shift toward offline branding. These changes disrupted the tracking environment, altered landing-page conversion rates, and changed the brand signal Pinterest’s algorithm had learned over 10 months. The dip is not a platform anomaly. It is the measurable cost of sudden structural change to a trained account.
04
Pinterest-attributed revenue and total store sales are different measures — so we report them side by side, not as a share. Pinterest buyers for high-AOV home décor are planners: they use boards to design spaces before they buy, and many later return directly or through search. The Shopify total ($889K) includes sales Pinterest influenced but isn’t credited with, and sales it had nothing to do with; Pinterest’s view and engagement windows can also credit orders another channel touched. Reading the two numbers together is useful. Dividing one by the other isn’t.
WHY THE ENGAGEMENT ENDED — FULL TRANSPARENCY
Pinterest-attributed sales grew from near zero to about £61K a month. Then the client changed the business without notice.
JAN 2024
January 2024 was the peak month. Pinterest attributed £61,008.94 of sales at 13.03× ROAS that month (per Ads Manager), the highest monthly figure the account had seen. By any measure, the engagement was working.
FEB 2024
Without any notice or discussion, the client began making sweeping changes to the business. Shopify theme replaced. Product pages redesigned. Full website rebuild. Business operations restructured. The brand shifted strategic focus toward offline branding — trade shows, showrooms, physical retail — and away from the digital-first direct-to-consumer model that Pinterest was built around. None of these changes were communicated in advance. We learned about them by observing their impact in the data: a February 2024 ROAS drop from 13.03× to 3.86× — the sharpest single-month decline in the account’s history.
FEB–JUL 2024
We tried to recover. New creative adapted to the rebuilt site. Tracking re-implemented after the theme change broke the tag setup. Audience rebuilds as the retargeting pools degraded under the new product architecture. Month after month of troubleshooting a moving target. The data from March–July 2024 reflects this work — partial recovery, not collapse, but never returning to the pre-February trajectory. When a brand fundamentally changes its product positioning, pricing structure, and target customer simultaneously, campaign optimisation can’t make up for it.
JUL 2024
We ended the engagement in July 2024. The rebuilt business model — offline-first, trade-focused, rebuilt brand identity — was a legitimate strategic direction, but it was no longer the DTC Pinterest-led growth model we had built. Our work was done. The 16-month record stands on its own: £55,926 in spend, £408,767 in Pinterest revenue, $889,823 in total Shopify sales. That result was built while the original business model was intact.
WHAT THIS MEANS FOR YOUR STORE
Results like this build over months. A pilot shows whether the foundations are right; the compounding comes after.
This brand started from a near-zero baseline: no audiences, no retargeting pools, no brand recognition on Pinterest. Over 16 months Pinterest attributed £408,767 of revenue at 7.31× ROAS, and the store’s total Shopify sales for the same window came to $889,823. That is what a channel looks like when it has time to build.
Categories with a visual product and a considered purchase, such as premium lighting, wall décor, rugs, furniture and tile, tend to suit this approach. The method carries over: research, an accurate catalog, creative tests and purchase-based reporting. The campaign structure, creative and keyword clusters are chosen for each account.
What doesn’t work: a short test on a single campaign with a 7-day attribution window, judged on ROAS alone. That usually confirms whatever you already believed about Pinterest. Our 30-day pilot is built differently: it checks tracking and the catalog, launches campaigns from new creative briefs, reports on a 30-day window and ends with a report on what the evidence supports so far. The compounding comes after, if the pilot earns it.
At their request. Premium decorative lighting brands compete in a copy-prone space — competitors can reverse-engineer winning creative and keyword targeting within weeks of seeing it. The Pinterest figures and screenshot on this page are exactly as reported in Pinterest Ads Manager, and the store-sales figures come from the client’s Shopify Analytics. Both are available for verification under NDA.
Does 7.31× ROAS mean the results are weaker than your other cases?
No. It reflects a different account: a £733 average order, a build from zero, and a business change on the client’s side in February 2024 that the 16-month figure includes. At a 52% gross margin (our 2026 lighting benchmark), 7.31× ROAS is about 3.8× gross profit per pound of ad spend, well above the 1.92× break-even for that margin. Over the same window the store’s total Shopify sales reached $889K; Pinterest may have lifted other channels too, but this data can’t separate that effect, so we don’t claim it.
What does the Shopify cross-reference show?
They measure different things. Pinterest attributed £408,767 across all 212 campaigns on £55,926 of spend, using a 30-day click, engagement and view window. Shopify Analytics shows $889,823 of total store sales for the same window, in dollars. Because the two use different currencies and methods, and Pinterest’s view and engagement windows can credit orders another channel also touched, we don’t divide one by the other or claim a share of store revenue. What the cross-reference does show is that Pinterest-attributed revenue stayed well within total store sales.
The February 2024 dip — should that concern me?
It’s worth understanding rather than worrying about. ROAS fell to 3.86× in February 2024 after the client, without notice, replaced the Shopify theme, rebuilt the website and shifted toward offline retail, which broke tracking and changed the pages the account had learned on. We rebuilt tracking, creative and audiences; March to July 2024 recovered partly but never returned to the earlier trajectory. The 7.31× figure includes all of those months.
FOUNDER, DECORADSPRO · 7 YEARS IN PAID MEDIA, NOW HOME-DECOR ONLY · PINTEREST CERTIFIED MEDIA BUYER · UPDATED OCTOBER 30, 2026
Ready to build Pinterest into a channel that lasts, not a one-off campaign?
Free 30-minute account review. Zero pressure. We’ll show you exactly where the wasted spend is and what a Pinterest-led plan would look like for your store.
Used by furniture, lighting, rug, tile and decor brands across the U.S., U.K., Canada and Europe.
Pinterest metrics sourced directly from Pinterest Ads Manager reporting for the client account, reporting window April 1, 2023 – July 27, 2024. Conversion settings 30/30/30 (30-day click, 30-day engagement, 30-day view — Pinterest’s attribution model before April 2025). All 212 campaigns included in the account ROAS. Shopify total sales and year-over-year growth figures sourced from the client’s Shopify Analytics dashboard for the same window, denominated in USD. Monthly trajectory bars are illustrative aggregates — exact monthly breakdown available under NDA. Client name withheld at client request.
