Aviator Nation
Aviator Nation sparks major sales through Full-Funnel
The objective
Maximize lower-funnel efficiency during Black Friday Cyber Monday (BFCM)
Aviator Nation entered Q4 with a clear objective: maximize lower-funnel efficiency during their Black Friday Cyber Monday (BFCM) sale. With aggressive goals and a highly competitive holiday environment, they needed a strategy that would not only drive immediate conversions but prime high-intent shoppers ahead of the sale period.
The solution
Warm audiences prior to BFCM in order to convert them efficiently at the peak
To build this momentum, the brand activated a Video View consideration campaign prior to BFCM to drive more content views and prime their audience. Their creative teased the upcoming sale, intentionally warming audiences and signaling that a major offer was on the horizon. This approach established a sizable pool of high-engagement users with a strong likelihood to convert once the sale launched.
When BFCM went live, Aviator Nation deployed a Smart+ Catalog strategy, paired with high-impact Display Cards to highlight sale messaging and capture shopper attention. This full-funnel sequencing allowed them to enter their peak selling period with a primed, motivated audience and high-efficiency conversion foundation.
The results
Warmed audiences converted faster and more efficiently
Aviator Nation’s BFCM campaign delivered exceptional lower-funnel performance: 21x ROAS, $10 CPA, +23% ROAS improvement vs. their previous sale period, and -12% lower CPA. Additionally, the average days to convert dropped from 4.05 days to just 2.17 days, showing clear evidence that their pre-sale Video View strategy significantly shortened their users path to purchase journey. By entering BFCM with an already-primed audience, Aviator Nation reduced friction, expedited conversions, and improved efficiency across the board.
The combined effects of leveraging Video Views, coupled with Smart+ Catalog optimizations, created one of Aviator Nation’s strongest holiday sale performances to date.
Tips & takeaways
Warm before you sell. Use Video View campaigns ahead of peak moments to build high-intent audiences.
Sequence the funnel. Activate Smart+ Catalog Ads during sale periods to convert warmed audiences efficiently.
Enter peak moments primed. Going into BFCM with engaged audiences shortens time to conversion and improves CPA.