Amazon Automotive Case Studies
Real campaigns we ran for automotive brands on Amazon — what was broken, what we changed and what it moved.
Conversion 4.6% → 7.2%
Selling to the shopper who is afraid of the installation, not the price
An automotive brand's catalog converted badly on products that were simple to fit and well on products that were hard. The listings never said which was which, so shoppers assumed the worst.
+186% revenue from part-number searches
The highest-intent search in automotive is a string of digits
Half of this brand's serious shoppers arrive by typing an OEM or competitor part number into the search bar. The catalog was indexed for none of them.
Conversion 5.9% → 9.1%
Selling floor liners as insurance against an end-of-lease bill
A third of the brand's buyers did not own their car. They were leasing it, and the thing they were actually buying was protection from a wear-and-tear charge at hand-back.
Badge cleared, sessions +15%
Clearing the “frequently returned” badge from a hero listing
A warning label appeared under the brand's best-selling ASIN and sales fell by a third in three weeks. Removing it meant fixing the returns behind it, not appealing the label.
Return rate 26% → 9%
The compatibility file was wrong, and it was costing more than it earned
The brand's fitment data had been padded over years to appear in more searches. It worked: the parts appeared for thousands of vehicles they did not fit.
Conversion 2.8% → 6.1%
Competing against a tool the shopper can borrow for nothing
Every major parts chain lends exactly these tools for free against a refundable deposit. The brand's listings argued build quality with rival sellers the shopper had never been choosing between.
Sellable SKUs 22 → 74
A catalog that could not ship: rebuilding around dangerous-goods rules
Two thirds of the brand's products were stuck in dangerous-goods review, restricted from fast fulfillment or simply not stocked. The advertising was fine; the plumbing was not.
+59% sessions
Splitting one universal listing into the machines people actually ride
One product served motorcycles, ATVs, UTVs and snowmobiles, and was listed once, for all of them. It ranked properly for none of them.
Rating 3.8 → 4.2
When reviews arrive four months after the sale
RV owners buy in spring and fit in summer, so the brand was reading feedback about a product version it had already replaced — and the customer's problem surfaced long after anyone could help.
One-star reviews -78%
The four digits on the sidewall that were wrecking the reviews
Buyers were checking the manufacture date stamped on arriving tires and reviewing the number, not the product. Inventory that moved slowly was aging into a rating problem.
1-star reviews down 68%
The product wasn't failing — the water was
A detailing brand's rinse-off products left spots for a predictable subset of customers, and those customers wrote reviews about a defective product. The variable was the tap water in their county.
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