How we grew a skincare brand from $0 to $2M+ on Amazon in 12 months
A premium skincare brand with a loyal direct customer base had never treated Amazon as a real channel. We built it from nothing into a second engine for the business.
The starting point
The brand had built its reputation through its own website and a small group of specialist retailers. Amazon was something that happened to it rather than something it ran: a handful of resellers listed its products with inconsistent images, outdated claims and prices that undercut the brand's own store.
The founders knew customers were searching for them on Amazon. They did not have the people, the data or the time to take the channel back and run it properly.
What we did
- 01
Took control of the catalog
We enrolled the brand in Brand Registry, consolidated duplicate listings and rebuilt every product page with the brand's own photography, claims and A+ content.
- 02
Built advertising around intent
Campaigns were split into brand defence, category and competitor intent, each with its own targets. Bids were managed daily against ACoS and TACoS goals instead of spend.
- 03
Planned inventory before demand arrived
We forecast demand per marketplace and planned FBA shipments so the best sellers stayed in stock through the brand's first peak season on Amazon.
- 04
Expanded once the base was profitable
With the home marketplace running well, we opened new marketplaces one at a time, each with localised listings and its own advertising plan.
The result
Within twelve months, Amazon went from a channel the brand did not control to more than $2M in incremental revenue. The brand's own pages replaced the reseller listings, and pricing stayed consistent with its website.
What made the difference The growth did not come from one tactic. It came from fixing the foundations first, so that every dollar of advertising landed on a page that converted.
The client is kept anonymous. Results from an individual client engagement. Your results will depend on your brand, category and market.