Martin Truex Jr. Motorsports Scaled Their Merch Sales by 300% Through Persona-Led Advertising
Simona Moore, Director of eCommerce, Martin Truex Jr. Motorsports
"Over the course of 12 months, we were able to triple our return on ad spend while building out an extensive user funnel with Bluum Digital. I especially value their experience, expertise, and partnership and look forward to our continued success.”
TLDR;
Want the sparknotes? We got you.
250
Increase In Merch Sales
%
0
More Procedures YoY
%
Martin Truex Jr. Motorsports partnered with Bluum to grow online merchandise sales by getting smarter about who they were talking to and how. By developing fan personas and launching targeted Meta campaigns, they turned data into meaningful creative that spoke directly to racing fans’ passions. Within a year, sales tripled, engagement climbed, and their online store became a major growth channel for the brand.
1 | The Challenge
In the high-speed world of NASCAR, it takes more than performance on the track to keep fans engaged off it. Martin Truex Jr. needed a way to turn his strong fan following into consistent merchandise sales.
While the team already had loyal supporters, their online store struggled to stand out in a crowded market filled with similar gear. Campaigns were broad, messaging was generic, and fans were not being reached with the personalized experience they expected from a brand they loved.
The challenge was clear: connect more deeply with the right fans, create content that felt made for them, and build a digital system that could scale as quickly as their audience.
2 | The Pain Points
Even with a devoted fan base and strong brand recognition, Martin Truex Jr. Motorsports faced several challenges that limited growth. Their digital presence wasn’t translating into sales, and their campaigns lacked the structure and audience depth needed to compete in a crowded market.
Stalled Sales
While fans frequently engaged with MTJ content on social media, that energy wasn’t converting into purchases. The merchandise store saw plenty of visits but few checkouts, creating a gap between brand loyalty and measurable revenue.
Broad Targeting
Their campaigns reached massive audiences but not necessarily the right ones. Ads spoke to NASCAR fans as a whole rather than the distinct groups within that community, collectors, loyal race attendees, casual viewers, or lifestyle-driven buyers. Without that segmentation, ad relevance and conversion rates remained low.
Limited Data Insights
The lack of structured audience data meant it was hard to understand who was buying, what they cared about, and how to re-engage them. Without a clear view of fan behavior, optimization was reactive rather than strategic.
Outdated Creative Flow
Campaign visuals and messaging weren’t built around fan psychology or timing. Ads were generic and missed emotional moments in the racing calendar that could have fueled urgency and connection.
Fragmented Tracking
Performance data was spread across multiple tools, making it difficult to measure which efforts were driving real sales. Without a reliable feedback loop, decision-making was often based on assumptions instead of insights.
The Huumans
Behind The Work
Great results don’t come from systems alone, they come from the people behind them.
Each Bluum partnership is backed by a cross-functional team that blends strategy, design, and leadership oversight to move fast and think smart.
Every win starts with the people who make it happen.
Here’s the team that brought this one to life.
Ally Michelle
Account Lead
Ally served as the main point of contact and project quarterback. They guided communication, managed timelines, and made sure every piece of the partnership stayed on track and on brand.
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Harrison Beck
Design Lead
Harrison shaped the visual direction of the work by translating goals and audience insights into creative that captured attention and drove action.
A Subtle Plug
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We started by mapping out detailed fan personas based on behavior, interests, and purchase history. From there, we launched Meta campaigns designed to reach each persona with creative that felt personal and relevant.
Our team continuously monitored results, testing copy, visuals, and offers to find what moved each fan segment to act. Over time, these optimizations became the foundation for a scalable growth system that continued improving long after the initial campaign wrapped.
From refining ad copy to rebuilding landing pages and fixing conversion tracking, Bluum created a streamlined digital system that now powers consistent, predictable patient growth.
3 | The Results
The collaboration between Martin Truex Jr. Motorsports and Bluum reshaped how the brand connected with its audience online. By pairing data-driven targeting with creative storytelling, the team turned what was once an underperforming merchandise channel into a major revenue stream.
300% Growth in Online Merchandise Sales
Over the course of twelve months, MTJ saw a threefold increase in total eCommerce revenue. What began as a strategy to test new fan segments evolved into a scalable system that continues to deliver predictable, profitable returns month after month.
25% Increase in Fan Engagement
By speaking directly to specific personas, fans began interacting with the brand in ways they hadn’t before. Posts received more shares, ads sparked conversation, and followers engaged with content well beyond a single transaction. The team built a stronger sense of community while driving measurable action.
Higher Conversion Quality
The refined audience structure and creative testing approach didn’t just bring in more sales — it brought in better ones. Average order value rose, cart abandonment dropped, and repeat purchases increased as fans felt more connected to the brand story.
Actionable Audience Insights
The campaign generated thousands of new data points on fan behavior, purchase drivers, and creative resonance. Those insights became the foundation for future campaigns, helping MTJ plan product launches and seasonal promotions with precision.
Sustainable System for Growth
Rather than relying on one-off spikes in sales, MTJ now operates with a repeatable system that scales. The same framework used for this campaign can be applied across future racing seasons, merchandise lines, and fan engagement initiatives.
4 | The Solutions
Bluum started by building detailed fan personas that defined who MTJ’s audience truly was. Using first-party data, Meta analytics, and purchase behavior, the team segmented fans into clear groups, from lifelong racing collectors to casual event followers. Each persona had its own motivations, creative direction, and offers tailored to how they connected with the sport.
With these segments in place, Bluum launched hyper-targeted Meta campaigns designed to reach each audience with precision. Every ad set was crafted to feel personal, pairing imagery, copy, and tone to the mindset of that specific fan group. Retargeting flows brought back interested visitors at key decision moments, while timed promotions during race weekends kept engagement high.
To maintain momentum, the team implemented an ongoing creative testing and optimization system. New ad concepts were introduced every few weeks, evaluated across engagement and conversion data, and scaled quickly when performance proved strong. Each test informed the next, creating a learning loop that consistently improved return on ad spend.
Beyond the ads themselves, Bluum also refined the online shopping experience. Landing pages were restructured to reflect fan intent, with simplified navigation, stronger calls to action, and messaging that mirrored the energy of the campaigns. Each product page was built to feel exclusive, transforming the merchandise store into an extension of the racing experience.
Throughout the partnership, every decision was grounded in data. Bluum used Meta and GA4 tracking to monitor performance in real time, adjusting budgets, creative placements, and bidding strategies to stay efficient as results scaled. Regular insight sessions with the MTJ team turned analytics into action, aligning campaign strategy with key racing moments and new product drops.