eCommerce · Amazon · 12-week engagement
Amazon Growth Case Study
+45%
Profitable revenue
−30%
ACOS
1
Unified operating model
Situation
A $200M brand had been running Amazon as a side channel for years. Multiple agencies managed different pieces, listings drifted from brand standards, and ad spend was completely disconnected from margin targets. Growth had stalled and profitability was declining quarter over quarter.
What was broken
- 01
Three separate agencies with no unified strategy — catalog, ads, and content were siloed and contradicting each other.
- 02
Listing and variation architecture was a mess, cannibalizing their own ASINs and confusing shoppers.
- 03
Retail media spend was optimized for revenue, not margin — driving volume on their lowest-margin products.
What we did
- 01
Conducted a full marketplace audit across catalog, content, retail media, and operations — then designed a unified operating model with clear internal ownership.
- 02
Rebuilt listing and variation architecture for the top 80% of revenue, fixing cannibalization and aligning content with search intent.
- 03
Restructured retail media around margin-aware bidding and dayparting, reallocating spend to profitable ASINs.
Results
+45%
Profitable Amazon revenue
In two quarters
−30%
ACOS reduction
Same period
3 → 1
Agencies consolidated
With internal strategy ownership
The brand consolidated three agencies into a single accountable model with internal ownership of strategy. Amazon is now their fastest-growing profitable channel.
"For the first time, we actually understand our Amazon P&L — and we're in control of it."
— VP of Digital Commerce
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