Amazon Office Products Case Studies
Real campaigns we ran for office products brands on Amazon — what was broken, what we changed and what it moved.
TACoS 27% → 16%
Paying for clicks the listing was already winning for free
On its strongest terms the brand held the top organic result and bought the ad above it as well. Holdout tests showed most of those clicks were being paid for twice — and what happened when they stopped.
Click-through +58%, margin +6 pts
Trading a permanent discount for a badge that shoppers can see
The brand had quietly lowered its prices for two years and nobody noticed, because a low price looks like a price. Moving the same money into a visible coupon bought attention instead of silence.
Conversion +71%
The small grey line under the price was wrong on 174 listings
Amazon shows a price per unit beside the price. The brand's listings declared the wrong unit, so a 60-pack of pens looked more expensive than a competitor's 24-pack to anyone who read the small grey line.
Cost per machine sale -49%
Selling the shredder to people shopping for shredder bags
A machine costs $240 and its consumable costs $14, so the expensive keyword is the one everybody fights over. We went hunting on the cheap one — where the shopper has already proved they own the problem.
Return rate 14% → 8%
Sorting a chair range by hours in the seat, not by feature tier
Five chairs sold as good, better and best, with each tier defined by how many adjustments it had. Shoppers were not choosing on adjustments — they were choosing on how long they sit down for.
Revenue $96k → $212k
Writing listings in the language of the classroom supply list
Parents do not shop for school supplies. They work down a printed list written by a teacher, in the teacher's words and quantities, and the brand's listings were written in none of them.
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