Scaling an Underperforming Pet Treat Brand
Client / Project Overview
A premium pet wellness brand had been selling on Amazon for threes years with moderate traction but consistently underwhelming returns. Despite a clean label formula and competitive reviews, the brand struggled to scale profitably in a saturated category. Their listings lacked differentiation, and advertising costs were rising without a proportional lift in revenue. The client engaged us to improve efficiency, increase conversions, and reignite sales velocity.
Challenges
• Rising CPCs and declining ROAS across key campaigns
• Product imagery failed to communicate value at a glance
• Listings were keyword-stuffed but lacked customer-centric messaging
• High traffic with below-average conversion rate
Our Steps / Phases to Solve the Issue
1. Conversion Uplift
Instead of rebuilding from scratch, we optimized key visual and copy elements to deliver instant clarity and better align with what shoppers care about most.
• Enhanced the main image with callout tags that highlighted core differentiators
• Updated listing creatives by overlaying high-intent search terms directly related to buyer needs
• A+ Content restructured to visually guide buyers through product features without dense text blocks
2. Strategic Budget Reallocation & Funnel Filtering
The ad account was leaking spend on irrelevant and overly broad traffic. We tightened the funnel and reinforced brand visibility.
• Identified and negated over 75+ non-converting, generic search terms
• Launched defense campaigns to protect the PDP and attempt to increase AOV
• Rebuilt campaign structure with tighter match types and segmented bidding based on funnel position
3. Smart Price Elasticity Testing & Virtual Bundling
Rather than guessing what customers were willing to pay, we tested it — and scaled accordingly.
• Ran controlled pricing tests across high-traffic periods to identify ideal price thresholds without harming conversion
• Introduced Amazon Virtual Bundles to raise AOV without added fulfillment cost
• Added limited-time coupons to encourage clicks and boost conversion without relying on deep discounts
Results
• Revenue increased from $58K → $95K/month within 60 days
• AOV increase from 25.9$ to 32.1$
• Click-through rate increased 2.7x after main image and title test
• Conversion rate grew from 13.4% to 20.2% across top 3 ASINs
