From Trial to Takeover: Incrementum Wins Home Goods Brand with +450% Margin Growth
Overview
A mid-sized home goods brand with a large, high-SKU Amazon catalog launched a competitive agency trial to find a partner capable of driving true business outcomes, not just improving ad metrics. Success was measured by total net margin dollars, a more advanced KPI that accounts for real profitability after costs, fees, and tariffs.
Multiple well-established agencies were invited to participate. While most focused narrowly on advertising performance, Incrementum stood out by structuring its strategy around total-account profitability. Rather than optimizing in silos, the team worked across core levers, from ad execution to catalog-level planning, to unlock both revenue and margin gains at scale.
The Challenge
The brand was overseeing a fast-growing Amazon catalog with over 600 ASINs across multiple categories. While top-line revenue was consistent, leadership sought a partner who could drive stronger profitability.
To find the right fit, they launched a competitive, multi-agency trial. Each agency was evaluated on its ability to impact total net margin dollars, a profitability metric that goes beyond ad performance by factoring in product costs, fees, and logistics.
Success in the trial hinged on a deep understanding of the brand’s unit economics and operational complexity. The winning agency needed to demonstrate the ability to drive measurable, sustainable profit.
The Approach
Strategic Restructuring
We overhauled the brand’s advertising infrastructure to build a clear, scalable framework that could support their expanding catalog. By restructuring how campaigns were organized and tracked, we improved performance visibility, enabled more precise budget control, and ensured ad execution stayed aligned with the brand’s broader business objectives, all while simplifying complexity across a growing set of SKUs.
Profit-First Targeting
Our team focused on maximizing true profitability by aligning advertising strategy with the brand’s internal financial targets, specifically total net margin dollars. Instead of chasing surface-level metrics like ROAS or ad-driven revenue, we optimized around what mattered most to the business: sustained, margin-positive growth across their product catalog. This approach required a deeper understanding of product-level economics, fulfillment constraints, and operational patterns, all of which informed how we prioritized and executed strategy.
Cross-Functional Execution
We worked cross-functionally across advertising, organic visibility, and promotional planning to ensure every initiative contributed to bottom-line performance. Rather than treating these areas in isolation, we evaluated each lever based on its ability to improve net margin outcomes. This allowed us to make informed trade-offs (balancing visibility, conversion, and cost) while keeping profitability as the guiding objective across the entire account.
Adaptive Scaling
Throughout the trial, we continuously adapted the strategy to account for seasonal demand shifts, fulfillment limitations, and differences in product performance across the catalog. By staying closely attuned to these variables, we maintained a flexible approach that allowed us to scale effectively without sacrificing profitability or operational efficiency.
Stakeholder Alignment
We held structured weekly working sessions with the client to review performance, align on priorities, and provide transparency into our decision-making process. These meetings became a forum for sharing insights, validating assumptions, and demonstrating how each strategic move tied back to profitability. This consistent, data-driven collaboration played a key role in earning the client’s trust and confidence in our ability to scale results responsibly.
Our Results
Achieved approximately +450% growth in total net margin dollars during the final phase of the trial
Delivered +125% increase in top‑line Amazon sales alongside margin improvement
Scaled from a trial set of ~ 5 parent ASINs to managing nearly ~ 300 parent ASINs by Phase 3
Demonstrated superior performance compared to competing agencies in the trial, leading to full account expansion