From Sleepy to Scaling: How a Legacy Organic Brand Unlocked 49% Amazon Growth with Smarter Strategy

Legacy organic bedding brand case study banner with the headline "+49% YOY revenue growth on Amazon" in bold neon green text, set against a dark blue background with a textured TV silhouette and a stylized, halftone bedding image in the foreground.

Overview

Founded over 20 years ago, this U.S.-based brand built its reputation on certified organic, non-toxic sleep products. Known for its high-quality, sustainably sourced materials and transparent manufacturing, the brand carved out a loyal following through DTC and retail channels. But on Amazon, it was a different story: higher CPCs, poor Buy Box performance, and inefficient ad spend were holding them back.

The brand turned to Incrementum Digital to optimize their Amazon strategy, clean up wasted spend, and carve out a premium niche in a crowded category.

The Challenge

Despite having a strong product line, the brand faced significant barriers to Amazon growth:

  • High CPCs with low returns
  • Weak PPC structure with scattered targeting
  • Over-reliance on FBM, leading to slower delivery speeds
  • Frequent Buy Box losses due to low FBA inventory
  • Weak listing content that failed to communicate premium positioning
  • High levels of competition from cheaper, synthetic alternatives

Together, these issues kept the brand from capturing its fair share of the premium bedding market.

The Approach

AUDIT AND STRUCTURE OVERHAUL

We restructured their entire PPC program, breaking out keywords by match type for more precise bid control and performance tracking. Negative keywords were layered in to cut wasted spend and focus ad dollars where they mattered most.

INVENTORY AND BUY BOX OPTIMIZATION

Inventory was shifted from FBM to FBA, reducing stockouts and improving delivery speed. This move helped secure the Buy Box more consistently, increasing conversions and customer satisfaction.

TARGETING AND POSITIONING

We focused on high-intent, premium ASIN targeting to avoid the price-driven battle at the low end of the market. Branded keyword spend was scaled back to prevent cannibalizing organic traffic, freeing up budget for higher-impact opportunities.

DATA-DRIVEN DECISIONS

Tools like Datadive, DataOwl, and Scale Insights were used to monitor performance, optimize campaigns, and adjust strategy in real time, ensuring the account stayed lean and profitable.

Our Results

Revenue Growth: +49.4% YoY ($2.13M → $3.19M)

Ad Sales: +47% on just a 21% increase in ad spend

TACoS: Dropped from 11.79% to 9.57%

ACoS: Dropped from 24.77% to 20.41%

ROAS: Increased from 4.04 to 4.90

Stockouts Reduced: Better FBA availability and improved delivery speeds