The client is an experienced Amazon 3P seller operating as an authorized brand partner, managing 21 brand accounts with Amazon Brand Registry access across multiple categories.
Instead of building a single private label, the business model focused on partnering with established brands and operating their Amazon presence, with full control over Brand Registry assets, listings, and advertising access.
As the designated Brand Registry administrator for each brand, the client maintained full control over Amazon operations, including:
As the portfolio scaled to 21 Brand Registry-enabled accounts, operational complexity increased significantly. Each brand had different margin profiles, repeat purchase cycles, ad efficiency thresholds, and inventory constraints.
To support this, the Amazon 3P seller partnered with AMZDUDES to implement a structured Amazon 3P Brand Management and Marketing Strategy, designed to improve AOV, repeat orders, profitability, and operational control across the entire portfolio.
The seller operated as an authorized Amazon 3P partner with Amazon Brand Registry access across multiple brands. While the portfolio was already generating revenue, scaling introduced operational complexity and margin pressure typical of multi-brand Amazon 3P businesses.
Key challenges included:
Brand outreach relied on standard presentations that did not clearly communicate a differentiated Amazon growth strategy. Without a data-backed narrative around Amazon PPC efficiency, brand control, MAP enforcement, and margin protection, securing exclusive or long-term 3P partnerships with high-quality brands became more difficult.
Amazon SEO, Amazon PPC, pricing, inventory planning, and account health were managed as separate functions across brands. This limited operational leverage across the portfolio and contributed to inconsistent IPI (Inventory Performance Index) scores, uneven Buy Box stability, and missed opportunities to apply proven strategies across multiple brand catalogs.
Advertising spend scaled alongside revenue, but TACoS gradually increased. A heavy reliance on low-AOV SKUs without structured Virtual Bundles, pack sizes, or tiered pricing reduced contribution margins, making growth increasingly dependent on higher ad spend rather than improved unit economics.
Sales growth was driven primarily by first-time purchases. Subscribe & Save adoption remained low, and there was no structured retargeting of high-intent shoppers such as detail page viewers or past buyers. This limited customer lifetime value and increased dependence on continuous top-of-funnel acquisition.
Amazon PPC strategy focused mainly on manual keyword targeting. Limited use of Amazon Marketing Cloud (AMC) meant New-to-Brand customers were not evaluated by long-term value, and high-ROAS audience segments for retargeting and lifecycle advertising were underutilized.
Unauthorized resellers were listing products across multiple brand catalogs, creating Buy Box instability and pricing conflicts. This reduced price control, weakened brand positioning, and negatively impacted PPC conversion rates as traffic leaked to lower-priced offers.
As operations expanded, recoverable revenue was lost through unclaimed FBA reimbursements, inefficient restocking cycles, inbound placement fees, long-term storage costs, and delayed repricing, profitability declined quietly month over month despite increasing sales.
We redesigned brand outreach by repositioning the seller from a typical Amazon reseller (wholsale) to an authorized Amazon brand partner focused on brand control, listing ownership, and revenue recovery.
Instead of cold inventory pitches, outreach led with Amazon-specific problems brands already recognized: unauthorized sellers, Buy Box loss, price erosion, and broken listings.
The audits focused on issues brands immediately recognized:
The pitch deck reframed the conversation from wholesale pricing to owning the Amazon channel. As a result, the seller transitioned from a transactional supplier to a long-term Amazon operating partner, with brands granting full Brand Registry control in exchange for clean listings, protected pricing, and scalable Amazon growth.
All brands operated under the same rules for catalog structure, Amazon SEO, advertising execution, and reporting, eliminating ad-hoc decisions and enabling learnings from one brand to be deployed across the entire portfolio.
Using Amazon Brand Analytics and Market Basket Analysis, we evaluated customer purchasing behavior across the Amazon portfolio to identify where Amazon PPC spend was driving revenue without contribution margin.
Amazon Catalog & AOV Optimization Actions:
This approach increased order value without increasing customer acquisition costs. Advertising spend stopped “buying volume” and instead supported margin-positive growth, allowing the portfolio to scale profitably as ad spend increased.
Growth was extended beyond first-time purchases by implementing a portfolio-wide Amazon retention and subscription strategy focused on repeat purchase behavior and Customer Lifetime Value (LTV).
Retention & LTV Actions Implemented:
This shifted revenue from single-order dependency to predictable repeat demand, increased Customer Lifetime Value (LTV), and reduced reliance on rising acquisition costs as the portfolio scaled.
Amazon advertising was expanded from keyword-only targeting to audience-based targeting using Amazon Marketing Cloud (AMC) to to target shoppers based on verified purchase behavior, engagement signals, and ad exposure history.
AMC Audience Strategy Implemented:
Revenue growth was paired with operational controls to prevent margin leakage across the portfolio. This strategy focused on three primary risk areas that impact net profit as scale increases: unrecovered FBA reimbursements, fulfillment fee inefficiencies, and stock-related Buy Box loss.
Actions Implemented:
Operational profit leakage was reduced as revenue scaled. Recovered reimbursements, lower fulfillment costs, and consistent in-stock availability ensured margin stability, Buy Box continuity, and predictable advertising performance at higher volume.
Revenue growth followed the establishment of brand authorization, Brand Registry administrator access, and full Amazon channel control across the portfolio.
Once brands granted official authorization, execution shifted from fragmented seller activity to end-to-end Amazon account management, including catalog ownership, pricing control, advertising eligibility, and operational oversight.
Over the 12 months, the managed Amazon portfolio generated $7.72M+ in ordered product sales from 240,474 units sold across 225,706 order items, with an average order value (AOV) of $34.24. Sales scaled consistently month over month without margin collapse.
Sales picked up in Q4 once brand partnerships were in place through Amazon Brand Registry. After unauthorized sellers were removed, the Buy Box stabilized, pricing came under control, and listings were cleaned up, Amazon PPC could finally scale on brand-owned catalogs without disruption.
Over the last 12 months, Amazon Ads generated $2.24M in sales on $272K in ad spend, delivering a ROAS of 8.24 and ACOS of 12.14%. As spend increased, efficiency stayed consistent, showing that ads were driving real demand—not covering up listing or Buy Box problems.
Once listings were cleaned up and unauthorized sellers were removed, ads consistently ran on brand-owned listings. Traffic stopped leaking to competitors, conversion rates stabilized, and every additional dollar in ad spend translated into profitable sales.
The audience-based approach defined in the AMC strategy translated into measurable performance once campaigns shifted from keyword-only targeting to behavior- and lifecycle-based audiences.
Across the measured period, AMC-driven campaigns generated $240,266 in ad-attributed sales on $48,819 in spend, delivering a ROAS of 4.92 with an ACOS of 20.32%.
Results reflected the impact of targeting high-value customers, missed-conversion audiences, repeat purchasers, and non–Subscribe & Save buyers, rather than expanding reach through broad keyword coverage. Spend scaled during peak periods while efficiency remained within a controlled range, indicating demand capture from qualified shoppers instead of low-intent traffic.
By identifying SKUs with strong reorder signals and enrolling them into Subscribe & Save with controlled discounts, monthly subscription revenue scaled to $10K–$14K, with 300–400+ units shipped per month, confirming sustained repeat demand without margin erosion.
The highest subscription growth was recorded during peak season, when aggressive first-order Subscribe & Save coupons were deployed to capture high-intent demand. These lead-in offers converted seasonal first-time buyers into long-term subscribers, allowing the business to capitalize on peak traffic while locking in future repeat orders beyond the promotional window.
As a result, Subscribe & Save penetration increased to ~10–12% of total sales, shifting a meaningful portion of revenue into recurring orders. Active subscriptions surpassed 5,000, more than doubling year over year, creating a growing base of predictable future demand.
From Jan–Dec 2025, total reimbursement recovery reached $151,878.53 across the portfolio, averaging ~$12.7K per month in recovered profit that would have otherwise remained unclaimed.
Recoveries were consistent throughout the year, with peak months in June ($24,728.29), August ($18,441.75), and September ($17,473.21). Even lower-volume months still produced meaningful recoveries, confirming this was a repeatable process rather than a one-time cleanup.
All reimbursements were handled manually by the internal team using in-house–built tracking tools, not third-party reimbursement software. This avoided the 20–25% recovery fees typically charged by external services, allowing 100% of recovered funds to flow directly back into net profit.
This case study shows how a multi-brand Amazon 3P business scaled 21 brand accounts profitably once control over listings, pricing, advertising, and operations was established.
With those controls in place:
Growth shifted away from dependence on first-time purchases and increasing ad spend. More revenue came from repeat orders, subscriptions, and ads running on brand-owned listings with stable pricing.
For Amazon 3P sellers managing multiple brands, this shows that ads and retention start working only after listings are owned, pricing is stable, and daily operations are under control.
If you’re an Amazon brand owner, brand manager, or 3P seller facing unpredictable sales and reactive Amazon PPC management, it’s time to build a structured Amazon growth system.
Most Amazon sellers treat Amazon PPC, listing optimization, and customer data as separate functions. As a full-service Amazon marketing agency, AMZDUDES brings them together into a unified Amazon growth strategy.
We don’t just optimize campaigns or rewrite listings. We interpret Amazon data, identify structural gaps, and redesign how your brand is discovered, converted, and retained through Amazon advertising and organic growth.
We help Amazon brands:
Instead of relying on guesswork or short-term ad spikes, we apply the same Amazon growth framework used in this case study, designed for brands that want predictable, scalable, and profitable Amazon growth.
Let’s review your Amazon listings, PPC campaigns, and customer data to identify growth opportunities and build a roadmap for sustainable scaling.
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