Home & Sleep · Case Study

49% Revenue Growth.
Zero Price Cuts.
One Structural Fix.

A 20-year organic bedding brand was losing the Amazon Buy Box to cheaper synthetic competitors — and paying more in ads than necessary to compensate. Here’s how we flipped the equation.

+49%

YoY Revenue Growth

4.90

ROAS (from 4.04)

9.57%

TACoS (from 11.79%)

The Problem

Premium Brand.
Race-to-Bottom Problem.

This certified organic sleep brand had 20+ years of DTC and retail success behind it. On Amazon, it was a different story. Frequent Buy Box losses, stockouts, and inflated ad spend meant it was being forced to compete on price against synthetic alternatives that had no right to win on quality.

Our audit identified three structural vulnerabilities — none of which required lowering prices to fix.

Problem 01

FBM Fulfilment

FBM was causing Buy Box losses and slow delivery — suppressing conversion rates and organic ranking simultaneously.

Problem 01

FBM Fulfilment

FBM was causing Buy Box losses and slow delivery — suppressing conversion rates and organic ranking simultaneously.

Problem 02

PPC Cannibalisation

Branded keyword spend was eating into its own organic traffic — paying for clicks it was already earning for free.

Problem 02

PPC Cannibalisation

Branded keyword spend was eating into its own organic traffic — paying for clicks it was already earning for free.

Problem 03

Listing Gaps

Listing content failed to communicate organic and premium positioning — leaving the brand exposed to price-only comparison.

Problem 03

Listing Gaps

Listing content failed to communicate organic and premium positioning — leaving the brand exposed to price-only comparison.

The Fix

Structure First.
Scale Follows.

What We Changed

We migrated inventory from FBM to FBA to secure consistent Buy Box ownership. We rebuilt PPC by match type with layered negatives to stop self-cannibalisation. We shifted ASIN targeting toward premium shoppers — deliberately exiting the low-end price battle. And we deployed a real-time optimisation stack (Datadive, DataOwl, Scale Insights) to compound performance improvements throughout the engagement.

The outcome: 49.4% year-over-year revenue growth, ROAS climbing from 4.04 to 4.90, and TACoS dropping from 11.79% to 9.57% — leaner and more profitable at significantly higher scale.

If your brand is being undercut on Amazon despite having a genuinely superior product, the issue is positioning and structure — not pricing. And it’s fixable.

Stop Competing on Price You Don’t Have to Match

Book a free audit and we’ll show you exactly where your Amazon account is bleeding profitability — and the structural changes that would fix it.

Get Your Free Account Audit

Reach RJ directly at marketing@keystone-growth-partners.com