How Lagavi generated 1,337 leads in 6 months on Google Ads
1,337 leads generated in 6 months (Feb–Jul 2026) at a 15.7% CTR
Snapshot
Lagavi is a tableware brand, offering curated dinnerware, drinkware, and serveware from global designers and artisan makers, positioned around “turn everyday into an occasion.” Lagavi came to Growleads as a B2C retail brand, selling to individual buyers for home use and gifting. Growleads was brought on to build a second growth lane on top of that: B2B hospitality demand from restaurants, hotels, cafes, and F&B businesses buying tableware at scale.
Results at a Glance
delivered to in-market hospitality buyers
clicked through to the site
vs. hospitality baseline of 5–7%
generated in 6 months
a month, almost entirely B2C, on ₹70,040 a month in spend.
July 2026, the account’s best month to date.
Build a second growth lane on top of the B2C retail account: B2B hospitality demand from restaurants, hotels, cafes, and F&B businesses buying tableware at scale.
A retail account asked to find B2B buyers
At onboarding, the account was built entirely around B2C retail demand. Reaching hospitality buyers meant solving three structural problems it had never faced.
Retail intent dominated the keyword space
Most tableware search volume comes from individual B2C shoppers. B2B hospitality buyers search in a completely different vocabulary: “restaurant crockery supplier”, “hospitality dinnerware”, “cafe crockery wholesale”. None of it was captured by the account as it stood.
A long, multi-stakeholder buying cycle
Hospitality procurement runs 60 to 180 days and involves multiple decision-makers: head chef, procurement, F&B director. A single Google Ads click was never going to convert the way a retail purchase does.
Smart Bidding had no B2B signal to learn from
The bidding algorithm was tuned entirely on historical retail purchase conversions. It had never seen a B2B lead, so it had nothing to optimize toward.
Where the spend went before the rebuild.
Converting at a fraction of the core campaign’s efficiency: 0.94% CTR against 18.7%.
Almost all of it B2C, with no B2B pipeline to speak of.
18.7%, against 0.94% on the geo-expansion campaign absorbing more than half the budget.
Build the B2B lane beside the retail account, not inside it
Building dedicated hospitality campaigns from scratch
The account had zero B2B conversion history. New campaigns were built around hospitality-procurement vocabulary, each split by segment so it could be targeted and measured on its own terms instead of competing with retail traffic.
Rewriting the offer for a bulk buyer, not a shopper
Retail selling points were replaced with artisan partnerships and custom-design capability. Order minimums were stated upfront, and the landing page’s primary call to action became “request a sample kit”.
Excluding retail-shopper signals from the new campaigns
Audience and negative-keyword lists kept individual retail buyers out of the hospitality campaigns, so Smart Bidding learned from genuine B2B procurement behaviour instead of a blended signal.
Building a seasonal budget calendar
Wedding season and festive gifting, July to November, consistently outperform the post-festive lull in January and February, so budget was front-loaded into the high-demand window rather than spread evenly.
Protecting brand search separately
A dedicated brand campaign defends high-intent branded search traffic. It converts at a materially higher CTR than any other campaign, and needs a much smaller, steadier budget to sustain.
“hospitality crockery”, “cafe crockery wholesale”, “fine dining crockery for restaurant”, “f&b procurement vendor”
Before → After
A retail account that had never seen a B2B lead now runs a hospitality lane beside it, without competing for the same clicks.
1,337 leads in six months, closing at the strongest month yet
Lead volume grew on a rolling basis across the six months, closing at 326 leads in July.
The hospitality campaigns built from scratch now run alongside the core B2C account without competing for the same clicks or diluting retail spend.
“Qualified meetings with the right buyers, every month, without the noise.”
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