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Case Study  ·  Beauty & Personal Care

A Brand That Was Winning Everywhere.
Except Where the Money Was.

  • Amazon Revenue Grew From $95K to $216K
  • CVR Doubled From 6% to 12%
  • Average Hero SKU ACOS Cut in Half From 58% to 29%
  • Net Profit Grew From $16K to $61K
→  START WITH A FREE GROWTH ANALYSIS
Beauty & Personal Care
Industry
Beauty & Personal Care
Monthly Shopify Revenue
$280K
Amazon Revenue at Start
$95K / month
Monthly Ad Spend
$25K
The Problem

Strong brand, proven product, $280K/month on Shopify. Amazon CVR sat at 6% and Hero SKU ACOS at 58%. Every ad dollar was working twice as hard as it should have been.

Root Issue

DTC creative and messaging brought to Amazon without adapting to the platform's fundamentally different buyer behavior.

The Challenge

When this DTC brand approached us they were deeply frustrated. Their Shopify store was thriving at $280K/month but Amazon felt like a brick wall. Despite replicating their DTC creative and messaging, Amazon CVR sat at 6% and ACOS was bleeding them at 58%. They had invested in professional photography, brand storytelling and significant ad spend, yet Amazon customers weren't converting anywhere near the rate they should have been.

The Shopify halo was keeping the channel alive. Customers who discovered the brand on social and converted on DTC would occasionally find them on Amazon too.

But anyone searching cold on Amazon? They weren't buying. The listing couldn't close a high intent stranger. Mostly warm already-converted customers were pushing any revenue through the channel.

Our Approach

Amazon vs. DTC Buyer Psychology Mapping

These are not the same customer. Same person, different mindset, different behavior, different decision process. We mapped it all.

  • DTC buyers are browsing. They're open. They have time. They'll read your brand story.
  • Amazon buyers have already decided to buy. They're just picking who from. You have 5 seconds.
  • We audited every piece of creative and copy against Amazon's actual decision triggers and built a conversion framework around that reality, not the DTC playbook.

Main Image & Listing Rebuild to Outcompete

Your DTC brand story is irrelevant on Amazon unless you tell it in 5 seconds. Winning the main image battle is everything.

  • Rebuilt the main image specifically to beat 40+ competitors in the search grid, optimized for mobile first
  • Rewrote the messaging with the commercial keywords buyers actually search
  • Added direct competitor comparison content and rebuilt listing to kill objections before they form

Sponsored Products & Keyword Strategy Realignment

A 58% ACOS isn't a bidding problem. It's a conversion problem. Fix the listing and the economics fix themselves.

  • Launched campaigns on high-intent search terms. Cut most of the brand awareness terms that didn't convert.
  • Added ASIN targeting on high traffic but easy to beat competitor product pages. Go where buyers are already comparing.
  • Negated vaguely related search terms diluting campaign performances
The Results

CVR Doubled. ACOS Cut in Half. Revenue More Than Doubled.

Same product. Same brand. Built for how Amazon buyers actually behave.

Results Achieved

+$45'000 EXTRA PROFIT PER MONTH
from $16K to $61K (3.8x)
127% REVENUE GROWTH
from $95K to $216K
100% HERO SKU CVR IMPROVEMENT
from 6% to 12%
−35% TACOS REDUCTION
from 26% to 15%
What This Case Proves
  • DTC and Amazon require fundamentally different creative and messaging strategies
  • A high ACOS is almost never a bidding problem. It's a conversion problem.
  • Winning the main image battle determines 70%+ of click & purchase decisions
  • Fix the listing first. Most of the ad economics sort themselves out after.
Conclusion

This brand had a great product and a loyal customer base.
The Shopify numbers proved it.
The problem was translation.
DTC psychology doesn't port to Amazon.
Cold Amazon buyers weren't converting because the listing wasn't built for them.
We rebuilt every element around how Amazon buyers actually behave, CVR doubled, and Hero SKU ACOS was cut in half. Revenue grew from $95K to $216K.
Net profit went from $16K to $61K.
Same product.
Same brand.
Different platform psychology.

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