How we grew Amazon from 3% to 8% of an accessories brand's sales
An established brand sold well everywhere except Amazon. We turned an underused channel into a meaningful part of the business without hurting its other channels.
The starting point
The brand had strong wholesale and direct sales, but Amazon was only 3% of the total. The team ran it on the side, and the catalog, advertising and stock planning showed it.
Leadership was also wary: growing Amazon could not come at the expense of retail partners or the brand's pricing.
What we did
- 01
Set a channel strategy
We agreed which products belonged on Amazon, how they should be priced against other channels and what the targets were for each marketplace.
- 02
Rebuilt the catalog
Variations were restructured, listings rewritten around how customers search, and A+ content and brand story added across the range.
- 03
Advertising with clear targets
Campaigns were rebuilt with ACoS and TACoS targets per product group and managed daily, so growth was profitable and measurable.
- 04
Kept the account healthy
We took over case resolution, account health and catalog changes, so problems were fixed in days instead of weeks.
The result
Amazon grew from 3% to 8% of the brand's total sales, with pricing aligned across channels and retail relationships intact.
What made the difference Amazon works best for an established brand when it is run as a channel with its own strategy, not as an outlet for whatever stock is left.
The client is kept anonymous. Results from an individual client engagement. Your results will depend on your brand, category and market.