Client Overview
SKOY is an established Amazon brand that had been delivering consistent year-on-year growth. Revenue was increasing annually in the 4โ5% range, but despite this momentum, the business remained stuck below a key milestone for nearly three years.
Growth was happening โ but it wasnโt accelerating.
Goal: Transform steady YoY growth into a true breakthrough and achieve a long-standing revenue milestone, without materially increasing advertising spend.
The Problem: Growth Without Acceleration
SKOY didnโt lack demand or activity. What it lacked was leverage.
As the brand scaled:
- Advertising efficiency flattened
- Inventory availability quietly capped upside
- Conversion rates lagged behind traffic growth
- Competitive pressure intensified, limiting incremental gains
The result was predictable: incremental YoY growth, but no escape from the same ceiling.
Our Approach
We didnโt try to โfixโ growth โ we removed what was preventing it from compounding.
Across the entire engagement, monthly ad spend increased by just ~7% in the last quarter. Which was close to 1-2% increase in annual spend.
The breakthrough came from improving execution across advertising, inventory, conversion, and promotions โ not from spending more.
Advertising: Reclaiming efficiency and lost market share
Advertising performance was stable, but growth had plateaued.
What changed:
- Automated detection of underperforming keywords, ASINs, and campaigns to reduce spend bleed
- Day-parting to focus budget on the highest-converting windows
- Competitor benchmarking to identify where market share was being siphoned
As competitors increasingly targeted branded and high-intent placements, we shifted focus to defending and reclaiming demand, restoring momentum.
Outcome:
- ACOS reduced from 33% to 15% within the year
- 22% average ACOS, enabling profitable scale on the same budget
Inventory: Removing the ceiling growth kept hitting
Inventory wasnโt broken โ but it was limiting.
What changed:
- Automated low-inventory alerts paired with a clear SOP
- Forecasting aligned with seasonality and promotional demand
- Weekly FBA planning and shipment discipline
- Ongoing monitoring of storage fees and aged inventory to avoid excess costs
- Average stock in time improved from 89% to 99.3%
Once availability stabilized, growth no longer reset during high-demand periods.
Conversion & Brand Experience
The breakthrough didnโt come from more traffic โ it came from making existing traffic work harder.
What changed:
- Cleaner, more cohesive listings with improved asset quality
- Premium A+ content to strengthen product storytelling
- Storefront upgrades to improve brand navigation
Outcome:
Conversion rate improved from 5.04% to 9.6%, materially increasing returns from existing visibility and ad spend.
Promotions: Turning key moments into accelerators
Promotions were rebuilt to be planned, profitable, and repeatable.
What changed:
- ASIN-level margin modeling before each event
- Structured Prime strategy using Best Deals, Coupons, and Exclusive Discounts by category
- Retargeting high-intent shoppers to maximize event conversion
Outcome:
- 74% lift in daily average sales during promotional periods
- July Prime delivered over 2ร a typical weekโs sales in two days
- Three major events contributed 10%+ of annual sales
- Retargeting campaigns drove an 18% lift vs. daily average sales
Result
SKOY was already growing year on year โ but after removing the constraints holding that growth back, YoY growth accelerated to 14% from the previous 4-5%, and the brand finally achieved a milestone that had remained out of reach for nearly three years.
All accomplished with virtually the same advertising budget.
Want similar results for your brand? Book your 1:1 growth call today!
Frequently Asked Questions
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.
