Outdoor and leisure / Amazon
How an established outdoor brand grew marketplace revenue 2.4x in six months.
A stronger Amazon presence, clearer demand separation, and a campaign structure built around commercial intent.
The challenge.
The marketplace channel carried products without carrying the brand: listings existed, but the content, imagery, and storefront did not give shoppers a reason to choose it.
Advertising had accumulated rather than been designed. Branded and non-branded demand were mixed together, so spend was active but undirected.
The team could not see which products deserved investment, which terms were introducing new customers, or whether performance was simply existing brand demand finding its way to Amazon.
What we changed.
- Rebuilt campaign structure so each product group and each type of demand had a defined job.
- Separated branded from non-branded demand to make genuine customer acquisition visible.
- Brought listings, imagery, and storefront content up to a marketplace-first standard.
- Introduced a working search-term process and product-level budget priorities.
- Established a reporting rhythm built around decisions the client could run the business against.
The outcome.
Redirecting spend toward genuine acquisition cut total advertising cost of sale by 42% while non-branded sales grew 180%.
Overall marketplace revenue reached 2.4x its starting level over six months.
The takeaway
A strong brand does not transfer to a marketplace by itself. It has to be rebuilt there on purpose—and advertising can only be steered once it has a structure worth steering.
More perspectives
ANOTHER CHALLENGE.
ANOTHER WAY FORWARD.
Outdoor and leisureAmazon
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a food brand grew sales 250% while holding TACoS at 15%
Finding demand through real shopper occasions when the category itself had little established search volume.
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