7,157 New-to-Brand Customers 12x ROAS
How a sports nutrition brand launched on Amazon and acquired 7,157 New-to-Brand customers with 12x ROAS and 404 Subscribe & Save repeat orders.
Client Background
This sports nutrition brand was already selling in retail stores but had no Amazon presence, no search visibility, no reviews flywheel, and no reliable way to capture shoppers searching for energy gels, electrolyte drink mix, and endurance fuel on Amazon.
The Challenge
Despite strong retail and Direct-to-Consumer sales, the brand struggled on Amazon because it had no system to protect or scale visibility in Sports Nutrition searches.
The Strategy
Our strategy wasn't to push products in front of more shoppers. It was to build a structured Amazon advertising strategy aligned with how Amazon interprets customer behavior.
1. Listing Optimization Around Search Intent
- Restructured catalog for accurate indexing and ranking
- Optimized listings for high-intent keywords like "energy gels" and "electrolyte drink mix"
- Strengthened keyword relevance for sports nutrition subcategories
- Made listings easier for Amazon to understand and buyers to discover
2. Strategic Amazon PPC Launch
- Used PPC to quickly increase visibility and generate ranking data
- Structured Sponsored Products and Sponsored Brands campaigns
- Prioritized visibility where purchase intent was high but brand presence was low
- Adjusted bids strategically to ensure presence when buyers were ready to purchase
3. Subscribe & Save as Growth Engine
- Designed Subscribe & Save as a core growth lever, not just a discount
- Increased discounts up to 30% during Prime Day and holiday periods
- Converted initial purchases into recurring monthly orders
- Strengthened repeat-purchase signals across the catalog
4. AMC Audience Re-engagement
- Identified high-intent shoppers who showed interest but didn't purchase
- Re-engaged product page viewers, cart abandoners, and wishlist savers
- Segmented audiences into under-served and over-saturated groups
- Focused PPC investment on incremental New-to-Brand customers
The Results
In less than one year, the brand moved from zero Amazon presence to a channel that consistently delivers new customers, repeat orders, and stable revenue.
Amazon Advertising Performance
Subscribe & Save Results
Conclusion
This case study shows what happens when Amazon PPC management, listing optimization, and customer lifecycle strategy are executed as one system, not as disconnected tasks.
Instead of relying on short-term ad spikes or organic volatility, the brand rebuilt its Amazon presence around how customers actually search, buy, and reorder sports nutrition products.
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