Outdoor and leisure / Amazon
How a new outdoor product grew sales 300% in its first season.
A launch strategy built to learn quickly, establish conversion signals, and make the most of one selling window.
The challenge.
There was no sales history, review base, conversion data, or proven marketplace search behaviour to build from.
The product was seasonal, so the learning period and selling period were the same. Every slow decision cost part of the only window available.
Early advertising needed to build information as well as sales, without allowing the launch phase to become permanent.
What we changed.
- Front-loaded learning through broad early activity to surface real search behaviour quickly.
- Separated discovery spend from conversion spend so each could be judged against the right objective.
- Built listing and content around how shoppers would discover the product on the marketplace.
- Compressed the optimisation cycle, reallocating toward proven terms and cutting the rest at a faster seasonal rhythm.
- Built early review and rating momentum through legitimate marketplace programmes.
The outcome.
Sales grew 300% across the first season.
The launch also created a validated set of converting search terms, a review base, and performance history for the next season.
The takeaway
A launch is not a smaller version of managing an established account. You are buying data before you are buying sales—and for a seasonal product, that learning has to finish before the season does.
More perspectives
ANOTHER CHALLENGE.
ANOTHER WAY FORWARD.
Outdoor and leisureAmazon
an established outdoor brand grew marketplace revenue 2.4x in six months
A stronger Amazon presence, clearer demand separation, and a campaign structure built around commercial intent.
Food and beverageAmazon
a food brand grew sales 250% while holding TACoS at 15%
Finding demand through real shopper occasions when the category itself had little established search volume.
Talk to the team
You’ve seen how we work. Let’s talk about where you’re stuck.
Tell us where growth is getting stuck. We’ll discuss the priorities, scope and whether our fee model fits your business.
Book a growth call Email usClear next steps — even if we’re not the right fit.