From zero to $3M: Building an Amazon channel from the ground up
Situation
This brand had a strong in-store retail presence but had left ecommerce entirely in the hands of distributors and third-party sellers. While they had a catalog of thousands of SKUs, only a handful were listed on Amazon, and those listings were plagued by inconsistent branding and poor content. The brand came to us with two clear goals:
Take control of their brand image online
Capture existing customer demand on Amazon
Strategy
We built a three-year, phased approach to launch and scale their Amazon presence:
Year 1: Establish the fundamentals: $250K in sales
We began with their top 50 hero SKUs. Our focus was on control and optimization:
Claimed and cleaned up existing listings
Refreshed product pages with A+ Content and video
Established reliable inventory flow into Amazon
We also worked cross-functionally with their operations team to streamline order fulfillment, inventory management, shipping compliance, forecasting, and financial processes (like shortages and chargebacks).
Year 2: Expand the assortment: $1M in sales
With strong initial traction, we expanded the catalog to over 2,000 active SKUs. This included:
Listing and optimizing hundreds of new products
Launching targeted advertising on select hero SKUs
Establishing a foundation for scalable growth
Year 3: Accelerate sales: $3M in sales
With proven performance and improved operational readiness, we scaled the ad program:
Expanded budget to cover all major ad types (Sponsored Products, Brands, Display)
Drove traffic across multiple product categories
Strengthened visibility and brand presence on Amazon
Results
Over three years, we helped this brand grow its Amazon channel from $0 to $3M in annual revenue. By taking control of branding, optimizing catalog structure, and scaling advertising at the right time, they successfully transformed Amazon into a strategic, profitable sales channel.
Ready to Build a Real Amazon Channel?
Whether you're starting from zero or looking to take back control from distributors, we've helped brands like yours turn Amazon into a multi-million dollar sales engine. It starts with the right strategy, and a partner who knows how to execute it.
Contact us today to talk about building your Amazon growth plan.
