How Scottish Fine Soaps Generated £142K and Increased CR with BOGO Offers

In FMCG, a single purchase is just a “one‑night stand” transaction. The real win lies in the refill, where customers’ repeated purchase begins. The challenge is how you can bridge the gap between a one‑off purchase and a lasting habit while improving CRO. Scottish Fine Soaps found the winning formula by aligning tailored offer types with each stage of the buyer’s journey through the setup from the BOGOS app. As a result, they unlocked £142K+ in additional sales and 200+ monthly orders. 

In this case study, I’ll show you exactly how they did it and how you can adapt the same approach for your store immediately.

Key Takeaways

• Use BOGO to increase CR without lowering perceived value: Instead of cutting the price of a single product, BOGO offers encourage customers to purchase while keeping the original price point intact. This helps lift conversion while protecting revenue per order. 

👉 Best for: stores looking to boost conversion without heavily discounting their products.

• Use GWP to grow AOV and motivate customers to explore more: Beyond increasing cart value, GWP can introduce customers to new collections or product lines. A well-chosen gift turns each order into a trial opportunity, leading to future purchases.
  
  👉 Best for: stores launching new collections or having a multiple-product catalog.
• Choose widely used gifts to maximize results: The more broadly useful the gift, the higher the chance customers will be motivated. Let’s focus on items with everyday usability for anyone.
  
  👉 Best for: stores with diverse customer preferences, such as beauty, apparel, or supplements.
• Bundle core products with refills to extend usage: Pairing a main product with its refill or consumable keeps customers engaged with the product longer.
  
  👉 Best for: stores selling consumable or replenishable products with refill or replacement formats.

About Scottish Fine Soaps

Scottish Fine Soaps is a family-owned bath and beauty heritage brand based in Stirlingshire, Scotland. Since 1974, they have maintained a rare level of quality by manufacturing 99.5% of their products in-house, successfully scaling their reach to retailers in over 50 countries. Their collections include hand wash, body wash, bath products, body lotion, and body mist. 

The Challenge

With a catalog ranging from £6.95 single hand‑wash soaps to £35 gift sets, growth isn’t just about attracting new customers; it’s about maximizing each order value. 

A heavy sitewide discount wouldn’t move the needle effectively. Instead, they needed a layered approach:

• One offer to build a bigger cart while browsing.
• One offer to drive volume on specific products.
• One offer to capture add‑ons at checkout and post‑purchase.

3 Offers That Enhanced CRO Through Every Buying Stage

In order to overcome the trap discount  I mentioned above, the Scottish team designed a three-tier offer ecosystem that took advantage of customers’ psychology at every step of the buying funnel. In that way, Scottish provided the right incentive, perfectly aligned with customer intent, turning casual browsers into repeat buyers.

Here is the tactical breakdown:

Strategy 1: BOGO Offers on Targeted Product Lines

Scottish Fine Soaps didn’t use BOGO to clear slow-moving stock, as many brands do. Instead, they focused on maximizing conversion rates within product lines that already had good traffic, turning existing attention into successful transactions.

With that goal in mind, they created these 3 offers:

• Buy 1 body mist, get 1 free
• Buy 1 Au Lait 2L Hand Wash Refill, get the 300ml version free
• Buy 1 Oakmoss Hand Wash 300ml, get the Oakmoss Hand Wash Refill free (worth £23.95)

How they set it up:

Offer setup: The BOGO offer selection was a smart approach. Not only did it preserve product value, but it also motivated customers to buy more, which in turn helped maintain stable net revenue for the store.

Product selection: Scottish Fine Soaps applied this offer to the body mists line, which is widely promoted as the “limited‑availability” stocks. Through that approach, the brand would tap into its buyers’ FOMO psychology, turning each “back in stock” announcement into larger orders.

In addition, since these products are marketed as “designed to be reapplied and layered”, the buy‑one‑get‑one offer naturally encouraged customers to experience that selling point without any financial barrier.

Take another look at the BOGO offer: “Buy 1 Oakmoss Hand Wash 300ml, get the Oakmoss Hand Wash Refill free (worth £23.95).” The promotion quickly proved effective, with business industries easily acquiring repeated purchases after a short time. There were three main reasons behind this success. 

• First, the refill costs more than the purchased product, giving customers an immediate sense of high value and driving conversion rates. 
• Second, by offering the exact refill version rather than a random item, the brand ensured buyers remained engaged with their product, which could last for months before considering alternatives from competitors. Also, it’s a strategic move to help customers become more accustomed to the brand’s fragrances, thereby increasing the likelihood of turning them into loyal purchasers.  
• From a broader brand‑marketing perspective, choosing to give a refill instead of a new bottle perfectly aligned with Scottish’s identity, reinforcing the nature‑oriented values it has championed from the beginning.

Strategy 2: Tiered GWP to Grow AOV and Introduce a New Collection

Scottish Fine Soaps used this offer to lift AOV across the entire store. By setting a sitewide threshold, customers can choose any products they like, while the gift from the latest collection acts as a risk‑free trial that encourages them to discover that new drop.

To achieve it, they set up an offer: Spend £40 and receive a free 300ml Hand Wash from the Fine Fragrance Collection, worth £13.95.

How they set it up:

Threshold setup: The £40 threshold was carefully set up. With products at £6.95–£35, reaching £40 requires either 1 higher-value item (a gift set) plus 1 add-on, or 2–3 mid-range products like body wash or refills. Both paths mirror how Scottish Fine Soaps shoppers naturally spend, making the threshold feel attainable.

Gift selection: Instead of offering an item customers already knew, Scottish Fine Soaps selected a hand wash from their new collection. This removed the financial barrier to trying something new, especially important in beauty care, where personal taste always drives purchase decisions. Moreover, hand washing doesn’t depend heavily on scent preference or skin sensitivity the way body or bath products do. Its widespread use made the gift feel relevant to everyone, boosting conversion rates.

Strategy 3: Upsell at Checkout and Thank You Page to Increase Lifetime Value

Scottish Fine Soaps added upsell offers at two points after the main shopping is done: one at checkout and one on the Thank You page. Each targets a different mindset using BOGOS’s checkout and post-purchase upsell features to deepen customer engagement.

• At the Checkout page, recommend small hand wash and hand cream products
• At the Thank You page, recommend 1.2L refill packs

How they set it up:

Product selection: Rather than suggesting random items, the brand upsold with products that aligned perfectly with the customer psychology. 

• Low‑risk add‑ons: Affordable extras priced at £7–£13 were placed on the checkout page. At this stage, customers are most conscious of their total spend, so these inexpensive add‑ons felt like easy trials rather than major expenses.
• Mid-priced refills: Scottish placed higher-priced products at the Thank You page because the pressure of spending was removed, making the upsell feel more comfortable, and did not affect the checkout rate. Lastly, the refills themselves reinforced customer routines, encouraging continued use and strengthening loyalty to the brand.

The Results

Across three offer types, Scottish Fine Soaps generated £142,000+ in total sales through BOGOS in 2025, with 200+ orders monthly.

The real achievement wasn’t any single offer. It was how intentionally the brand understood its buyers’ psychology and delivered the exact incentive:

• Browsing → GWP thresholds encouraged bigger baskets and new collection trials.
• Product focus → BOGO amplified demand on targeted lines and extended product engagement.
• Checkout & post-purchase → Upsell offers captured incremental revenue at the lowest-friction moments.

Together, these offers worked as a system that covered the full customer path and proved that long-term growth requires more than some generic discounts any store can offer. With shoppers overwhelmed by identical, repetitive sales campaigns, Scottish Fine Soaps showed that a thoughtful strategy can deliver better results. 

Wrapping Up

For stores selling consumable products, the real measure of a promotion is not just what it does to the current order. It is whether it sets up the next one. A GWP that introduces a new collection plants the seed for a future repurchase. A refill BOGO gives the customer months of product before they even think about switching brands. A checkout upsell puts a trial-size item in their hands, prompting them to reorder the full-size version next time.

Scottish Fine Soaps’ £142K did not come from one big push. It came from offers that keep working after the order ships.

If you are ready to build offers that grow both today’s basket and tomorrow’s reorder, explore BOGOS on the Shopify App Store and get started for free.