How we helped SKOY turn steady YoY growth into a breakthrough, without increasing ad spend
Client Overview
SKOY is an established Amazon brand that had been growing steadily year after year. Its revenue was increasing by around 4-5% each year. However, even with this growth, the brand could not cross an important revenue milestone for almost three years.
The business was growing, but the growth wasn't accelerating.
Goal: Turn SKOY’s steady YoY growth into stronger growth and reach its long-term revenue milestone without materially increasing advertising spend.
Results at a glance
| Metric / proof point | Result | What it means |
|---|---|---|
| YoY growth | Historical pace: 4-5% to 14% YoY | Growth increased after several business constraints were addressed. |
| Advertising efficiency | ACoS: 33% to 15%; 22% average ACoS | Ad efficiency improved without materially increasing the advertising budget. |
| Inventory availability | “Average stock in time”: 89% to 99.3% | Better stock availability reduced the risk of losing sales because products were unavailable. |
| Conversion | Conversion rate: 5.04% to 9.6% | More visitors became buyers after improvements to product listings and the brand experience. |
| Promotional execution | 74% lift in daily average sales during promotional periods | Planned promotions became a bigger part of SKOY’s overall growth. |
Measurement note: Results cover SKOY’s Amazon business for the engagement period. YoY growth increased from 4–5% to 14%. Advertising results show ACoS falling from 33% to 15%, with a 22% average ACoS, while the specific Amazon Ads report/account scope is not identified. ACoS is calculated as ad spend divided by ad-attributed revenue.
The Problem: Growth Without Acceleration
SKOY already had demand and regular sales activity. The problem was that several issues were stopping the brand from turning that demand into faster growth.
As the brand grew:
- Advertising efficiency stopped improving
- Inventory availability limited sales opportunities
- Conversion rates did not grow as quickly as traffic
- Competition increased and made it harder to gain more sales
Because of these issues, SKOY continued to grow year over year but could not break through the same growth ceiling.
Our Approach
We did not treat the problem as an advertising issue alone. Instead, we looked at the different areas that were holding back growth.
The breakthrough came from improving Amazon advertising strategy, inventory, conversion, and promotional execution together instead of simply spending more on ads. This combined approach is also part of SalesDuo’s full-service Amazon account management.
Advertising: Reclaiming efficiency and lost market share
Advertising performance was stable, but it was no longer helping the business grow faster. The main goal was to find where ad spend was being wasted and where competitors were taking high-intent customer traffic.
What changed:
- Automated Amazon Ads reporting to find underperforming keywords, ASINs, and campaigns
- Used day-parting to spend more budget during times when shoppers were more likely to convert
- Compared competitor performance to understand where SKOY was losing market share
As competitors started targeting more branded and high-intent placements, we focused on protecting SKOY’s demand and winning back more of those shoppers.
Earlier in the relationship, SalesDuo had also worked on competitor-product targeting. That advertising-specific work is covered separately in SKOY’s earlier Amazon advertising case study.
Amazon Ads defines ACoS as ad spend divided by ad-attributed revenue. In this case, ACoS dropped from 33% to 15% during the reported period, averaging 22%. For more general strategies, see how to lower Amazon ACoS.
Inventory: Removing a Constraint on Growth
SKOY did not have a significant stockout. However, scarce inventory was keeping the brand from realizing full demand during the busy periods.
What changed:
- Set up automated low-inventory alerts with a clear process for taking action
- Improved forecasting for seasonal demand and promotions using a tighter Amazon inventory management process
- Planned fulfillment and shipments every week
- Regularly monitored storage fees and aged inventory to reduce unnecessary costs
The reported “Average stock in time” improved from 89% to 99.3%. With products available more consistently, SKOY was better positioned to capture demand during key sales periods.
Conversion & Brand Experience
The next focus was conversion. Instead of relying only on getting more visitors, the goal was to turn more existing traffic into sales.
What changed:
- Improved product listings to make them cleaner, more consistent, and more useful for shoppers
- Added premium A+ Content to explain products and brand benefits more clearly
- Improved the storefront so shoppers could move through the brand’s products more easily
The reported Amazon conversion rate increased from 5.04% to 9.6%. This meant SKOY was getting more value from the traffic and advertising it already had.
Promotions: Turning key moments into accelerators
Promotions were scheduled for major sale events, rather than offering discounts with no apparent plan.
What changed:
- Checked margins at the ASIN level before each promotion
- Planned Best Deals, Coupons, and Exclusive Discounts based on product category
- Retargeted high-intent shoppers to help improve conversions during promotional events
Reported results included a 74% increase in daily average sales during promotional periods. Three major events contributed more than 10% of annual sales, while retargeting campaigns produced an 18% lift compared with daily average sales.
During July Prime, SKOY generated more than 2x a typical week's sales in only two days. For more event-specific planning, see SalesDuo’s Prime Day strategy.
Result
SKOY was already growing every year. But after advertising, inventory, conversion, and promotional issues were addressed together, YoY growth increased from the previous 4-5% pace to 14%.
This helped the brand reach a revenue milestone that had remained out of reach for almost three years.
They achieved this without materially increasing the advertising budget. The result followed coordinated improvements across advertising, inventory, conversion, and promotions rather than a strategy centered on simply increasing ad spend.
SKOY’s growth without additional ad spend highlights the value of reviewing the whole channel, from advertising to operations, as our Amazon agency does.
See more Amazon growth case studies from SalesDuo.
Want similar results for your brand? Book your 1:1 growth call today!
Frequently Asked Questions
How did SalesDuo help SKOY increase YoY growth?
SalesDuo improved advertising, inventory, conversion, and promotions together. After these growth constraints were addressed, SKOY’s reported YoY growth increased from its previous 4-5% pace to 14%.
Did SKOY increase its advertising budget to achieve this growth?
No major increase was required. The case study says SKOY achieved the growth without materially increasing its overall advertising budget.
How did SKOY improve its advertising efficiency?
SalesDuo improved reporting, day-parting, competitor monitoring, and campaign management. During the reported period, SKOY’s ACoS moved from 33% to 15%, with an average ACoS of 22%.
How did inventory affect SKOY’s growth?
Inventory availability limited SKOY’s ability to capture demand during key periods. The reported “Average stock in time” improved from 89% to 99.3%.
What helped improve SKOY’s conversion rate?
SalesDuo improved product listings, A+ Content, and the storefront experience. The reported conversion rate increased from 5.04% to 9.6%.
What was the overall result?
SKOY increased its reported YoY growth to 14% and reached a revenue milestone that had remained out of reach for nearly three years.
About the Author
Divya Mincheri, a detail-driven product manager, blends user empathy with strategic precision to craft intuitive, results-oriented solutions. Rooted in marketing, she transforms user needs into seamless, functional experiences. Focused on impact, she believes in balancing big-picture thinking with meticulous execution.
