Unlocking Amazon Growth for an Established Direct-To-Consumer Brand

Case Study: A Premium Home Goods Brand Partner with Global-1-Seller

A premium home goods brand with a direct-to-consumer focus and distribution in high-end retail channels like Macy’s, Crate & Barrel, and Williams-Sonoma was trying to unlock growth on Amazon. Prior to our partnership, the brand struggled to pinpoint how channel conflict was leading to significant loss from unauthorized sellers, as well as how to maximize category opportunity on Amazon from creative, advertising, and merchandising standpoints.

Creative Optimization

Global-1-Seller leveraged all Amazon merchandising placements by refreshing product pages, brand store, and advertising units, including the introduction of videos to expand reach and extract maximum value from every potential customer.

Brand Protection & Mitigation

We identified and removed as many unauthorized sellers on the channel as possible. When a clean Buy Box could not be achieved, we pivoted areas of focus on the channel to opportunities only the brand could own. This included custom products, kits, and virtual bundles, as well as an agile advertising strategy.

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Advertising & Scale

Advertising had been a defensive tactic for the brand, focused primarily on branded terms. Global-1-Seller built a four-pillar strategy, increased investment, and grew new-to-brand users while maintaining a high return on ad spend (ROAS).

Supply Chain

Entering key selling seasons and supply chain slowdowns, our warehouse provided additional support to get items into FBA faster while our team coached the client on different shipping methods direct from their warehouses in order to get vital inventory checked in faster, reducing out-of-stock incidents.

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Impact

By mid-November, the premium home goods brand saw a dramatic improvement. Product visibility and customer engagement surged due to the refreshed content and strategic advertising. Unauthorized sellers were largely eradicated, leading to a cleaner Buy Box and better control over pricing. The introduction of custom bundles and kits differentiated their offerings, reducing competition and enhancing appeal.

As a result, the brand’s sales on Amazon increased by 45%, with a 30% growth in new-to-brand customers. The high return on ad spend (ROAS) was maintained, ensuring the advertising investments were cost-effective. Supply chain efficiencies reduced out-of-stock incidents by 50%, ensuring products were available during peak demand periods. This holistic approach not only resolved the initial challenges but also set the foundation for sustainable growth on Amazon.

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