How we helped a brand grow to $2.58 million of sales

Client Background:

The client is a large supplement brand with a strong presence off-Amazon. Their goal was to double sales quickly and profitably by launching on Amazon without increasing their in-house workload or hiring a dedicated Amazon team. They couldn’t afford to train their existing staff and risk missing out on the Amazon opportunity.

Client Background:

• Launch quickly and establish brand presence in a competitive niche.

• Match off-Amazon sales within two months.

• Sustain growth while expanding brand visibility on Amazon.

Objective:

Successfully launch products on Amazon, grow brand presence, and achieve high organic rankings immediately with full account management.

6 MONTHS rEVIEW

$1,440,113

(6 MONTHS of profits)

$3.58

(PPC CPC summary)

43,602

(tOTAL ORDERS)

539.83%

(roi)

Month Over Month (MOM)

The Approach:

Step 1: Communication is key - Setting scope of Account Management:

First, we needed to clearly define our role in managing the Amazon side of the business. We conducted a thorough audit and confirmed with the client which areas they wanted us to oversee. It was determined that we would manage:

1. Catalog (issue resolution, SEO, copy, and approved content)

2. Account Health

3. Marketplace Growth Strategy

4. PPC Management

5. Customer Service

6. Negative Review Management

Understanding where our responsibility ended and theirs began was crucial for smooth operations.

Step 2: Where does the tree drop?- Growth Strategy and Planning

From our audit, we realized there was branded search demand for the product and brandon Amazon. While it wasn’t a major volume driver, it was significant enough to launch successfully. Off-Amazon presence naturally trickles down to Amazon over time.

Beyond branded traffic, we had to navigate a highly competitive market with premium-priced products lacking social proof (reviews). Our strategy was to:

• Optimize Amazon content to maximize traffic and conversions.

• Increase review count immediately.

• Leverage branded traffic to drive profitable sales while aggressively targeting

high-relevance acquisition keywords.

• Target competitors from day one.

Step 3: Sharpening the Axe- CTR and CVR optimisation

To ensure brand consistency, we aligned Amazon branding with the client’s website while optimizing for Amazon’s platform.

• SEO & Copy: We refined the listings to be fully compliant with Amazon’s TOS, avoiding restricted terms that could lead to suspensions.

• Main Image & Click-Through Rate (CTR): We optimized the main image by increasing its size and updating attributes to highlight cost per serving. A launch coupon was added to boost clicks.

• Conversion Rate (CVR) Optimization:

Leveraged social proof by showcasing magazine awards and recognition.

Created A+ Content and a compelling Brand Story, focusing on the founder’s journey and answering potential customer concerns.

Integrated high-quality product videos to enhance engagement.

Storefront Alignment: Used the website as a reference to design a cohesive Amazon storefront, ensuring brand uniformity.

Early Review Acquisition: Recommended Amazon Vine to gather initial reviews, confident that the
off-Amazon success would result in positive feedback.

Step 4: Taking the first swing- Launch foundational campaigns, ranking campaigns and target competition

With our curated keyword list, we launched a mix of aggressive and foundational PPC campaigns:

• Foundational Campaigns: Auto, defensive product targeting, branded terms, and discovery campaigns (phrase & broad match).

• Exact & Performance Campaigns: Focused on high-performing keywords.

• Ranking Campaigns: Targeted highly relevant terms to improve organic ranking.

• Product Targeting: Positioned ads on competitor listings with poor ratings or low review counts.

• Branded Defense: Aggressively bid on branded terms, pushing them to Top of Search (TOS) to prevent competitors from converting our traffic.

We were willing to take losses up to a 70% ACOS on ranking and competitor targeting since we knew branded traffic and strong margins would drive long-term profitability.