Amazon Grocery & Gourmet Food Case Studies
Real campaigns we ran for grocery & gourmet food brands on Amazon — what was broken, what we changed and what it moved.
Quarterly write-offs $34k → $4.2k
Shipping by expiry date instead of by pallet
A grocery brand produced in large runs and shipped in large batches, so a third of every production lot reached the fulfillment center already too close to its date to be sold. Planning inbound around remaining shelf life, not warehouse space, ended the write-offs.
Conversion 8.9% → 14.1%
The flavor shown first was the one nobody wanted
Twelve flavors shared one listing, and the one Amazon opened by default was a legacy recipe with the most reviews and the least demand. Every advertising dollar landed on it first.
Damage returns 11% → 1.6%
Twelve glass bottles in a box: fixing the parcel before the funnel
A beverage brand's reviews were not about taste. They were about a carton arriving wet, and the cause was retail-shelf packaging being asked to survive a parcel network.
Conversion +47%
Protein per bar, not per 100 grams
The brand's nutrition was excellent and stated in a unit nobody in the category compares on. Shoppers scanning a results page could not tell it apart from a snack with half the protein.
31% of orders from a second surface
Invisible in the grocery aisle of the same marketplace
A breakfast brand sold well in Amazon search and not at all to the shoppers who fill a weekly grocery basket — a separate storefront, a separate catalog, and a set of attributes the brand had never filled in.
Repeat purchase rate 21% → 47%
Three label refreshes, three new ASINs, one lost customer base
Every packaging update produced a brand-new listing, which reset the reviews, the ranking and — the part nobody had costed — the reorder prompt in every existing customer's account.
+163% sessions
Certified for the diet, filtered out of it
The certifications were on the pack and in the bullets, and none of them were in the structured fields that drive the filters this audience shops with. Nothing else about the listings mattered until that changed.
Conversion 4.8% → 8.2%
Making a gift set behave like a gift
The listing photographed the spices beautifully and never showed the box, offered no gift message, and shipped with a packing slip showing the price. The buyer is not the person who opens it.
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