Upsly partners exclusively with manufacturing brands to create custom solutions for accelerated growth.
YoY increase in overall brand sales
YoY increase in
ad revenue
YoY increase in overall sales
YoY increase in
ad revenue
As a category leader in the B2B luxury skin care space, this brand had a well-established track record of success. In 2017, they hired a large Amazon consulting agency to help launch them into the B2C Amazon marketplace.
Although they’d experienced some initial growth upon launch, it didn’t take long for their sales to plateau and then steadily decline. They were frustrated, believing they’d done everything that they were “supposed to do” to be successful on Amazon. When they asked their agency what was happening, they were told that their product wasn’t a viable seller for Amazon. They came to Upsly for a second opinion.
Their 100+ products had little to no placement on pages 1-3 for the most basic relevant search terms. The only way to find their listings was to search for their brand or specific product name. This meant that the only consumers who could find their listings were return customers. This explained the original sales uptick the brand saw when they launched on Amazon as well as the decline that followed.
The basic idea behind growing a product on Amazon is simple - to grow you must acquire new customers. To acquire new customers, you must show up on pages 1-3 of relevant searches. To show up on pages 1-3, you must accurately and consistently teach Amazon’s A9 algorithm what search terms apply to your products and are likely to convert.
We partnered a comprehensive SEO strategy with an aggressive advertising plan to accelerate revenue generation. We then linked the new SEO relevance of their ads to the SEO richness within their product detail pages, which improved their organic placement, searchability, and brand visibility.
Nothing tells the story like sales growth. In the first 3-months of signing with Upsly, this client’s revenue increased by 29%. That number jumped to 36% by the 6-month mark and by the end of our first-year sales had grown by 53%
Supported by over $1.9 million in managed ad revenue from advertising targeted at new customer acquisition, this client enjoys significant first-page organic placement on highly relevant, highly competitive keywords.
Now in our second year, we are continuing to build on this strong foundation with consistent double-digit YoY growth comps for overall revenue.
YoY increase in overall sales
YoY increase in
ad revenue
Opened in the 1930s, this client had a well-established legacy in the B2C home improvement space. With 7 individual brands in 20 categories with 2,500+ products listed on Amazon, this brand had a strong presence in retail and ecommerce channels.
To manage their large portfolio, they hired two different Amazon consulting agencies, each handling a few of their internal brands. In total, these agencies were managing 250+ ads covering roughly a quarter of their Amazon listings. With their long history on Amazon, this brand had fairly strong organic placement. However, commodity products were slowly creeping in, chipping away at their ranking and raising their advertising costs.
Despite significant attention and resources focused on Amazon, their sales were either flat or in decline for over 18 months. When asked what could be done to jump start growth, both agencies gave the same answer: “You’ve already saturated the market. We just need to stay focused on defending your current placement.”
The obvious problem with that sentiment is that in business, if you aren’t growing, you’re dying. Their VP of Sales, a former colleague of Upsly’s CEO, reached out for a second opinion.
A large portion of this brand’s monthly ad budget was going toward hundreds of tiny ads with high ACoS. These were draining their budget while contributing only a small percentage of ad revenue. It was death by 1000 cuts. The remaining ads targeted brand and product-specific keywords exclusively and accounted for the majority of the ad revenue. These ads were wastefully displaying on searches where the brand and product already had significant 1-3 page placement.
By focusing our efforts on building a smaller number of robust, highly targeted ads, we were able to reduce the quantity of ads while maintaining sales and budget. Our strategy took into account attributes like category product competitiveness, the strength of the listing’s SEO, margin, current ranking, 3P pricing, and more. Each decision was made in service to building a strong foundation of ads that would support short term revenue and long-term sales growth.
In the first 6-months, we decreased the number of ads from 250 to 65 while increasing ad revenue by 55% and overall revenue by 18%. By 12-months, sales increased by 71% in ad revenue and 24% in overall revenue.
We achieved this without raising their budget by increasing average sales per ad 3X and decreasing ACoS by 12 percentage points compared to the previous year.
This client now has a solid foundation of ads enabling us to focus on products with high growth potential and new items.
YoY increase in overall brand sales
YoY increase in
ad revenue
YoY increase in overall brand sales
YoY increase in
ad revenue
YoY increase in overall sales
YoY increase in
ad revenue
A well-known manufacturer in the natural skincare space, this brand had tons of potential for success on Amazon. Managing their listings in both Vendor and Seller Central, they positioned themselves to take control of their products and sales. After over a year of competing with other 3P sellers for the Buy Box, they discovered that owning a brand does not equal controlling that brand on Amazon. After 8-months of flat sales in both platforms, a referral by one of our current clients led them to Upsly.
To understand this client's challenge, you must understand the Buy Box. The Buy Box is the means by which a consumer purchases a product from a specific seller on Amazon. Without winning the Buy Box, you do not exist as a seller on that listing; it is impossible to sell, advertise, or otherwise grow your brand without the Buy Box.
There are several factors that contribute to winning the Buy Box. In this case study, we focused on the few that most impacted this client.
In order to determine which products consistently performed better in both Seller and Vendor Central, we created a tracking system to monitor their Buy Box % by listing over time. This allowed us to rapidly create and target robust product ads in both platforms to grow sales and improve Buy Box percentage on listings with existing Buy Box traction. Additionally, we created and implemented a forecasting model based on their sell-through, plus real-time growth from advertising, which dramatically decreased out-of-stocks. These steps had the additional benefit of improving their reseller rating, further increasing Buy Box wins.
By the 3-month mark, ad sales had increased by 390% with overall sales up by 24%. By the 6-month mark, ad sales were up 853% and overall sales were up 93%. By 12-months, ads sales had grown by 16X with overall revenue up 166%.
Now comping over our own annual growth, we are still seeing huge gains with Q318 v Q319 YoY coming in with 938% growth in ads supporting 124% growth in overall revenue.
For more information about Buy Box please contact us
Partnering with Upsly starts with a deep-dive consultation. After gaining a comprehensive understanding of your goals and needs, we tailor long-term growth solutions that exactly suit your business in order to maximize your brand’s visibility and sales.
Find out how a partnership with Upsly can transform your business.
PPC Advertising Management
SEO Content and
Product Optimization
Brand Registry and Enhanced Marketing
Amazon Event and Product-Based
Promotional Strategy
Lost Buy Box Analysis
Operational Planning
