Details anonymised at client request.
Business Situation
The brand had been selling on Amazon India for several years, but marketplace performance had gradually weakened due to fragmented listing management, inconsistent advertising structure, and limited visibility into category-level performance metrics. Buy Box win rate had fallen below 40%, private-label competitors were steadily gaining share, and organic search visibility across key products had weakened over time. While no single issue appeared critical independently, the combined commercial impact had become significant.
What the Consultant Did
An independent marketplace growth consultant conducted a full audit of the brand’s Amazon presence, identifying operational, advertising, catalogue, and ranking issues affecting marketplace performance. The engagement included prioritisation of high-impact revenue gaps, restructuring of Sponsored Products and Sponsored Brands campaigns, listing redesign across core SKUs, and optimisation of marketplace content, keyword structure, and Buy Box ownership drivers. Particular focus was placed on improving organic ranking performance while reducing inefficient advertising dependency.
What Changed
The revised marketplace structure improved Buy Box ownership, strengthened organic visibility across priority search terms, and created a more disciplined approach to marketplace performance management across the category team.
Evidence, not adjectives.
The measurable changes recorded during or following the engagement.
Buy Box win rate improved from below 40% to 78%
Organic rankings improved across 14 of the top 20 target search terms
Marketplace revenue increased 40% year-on-year within six months
Revenue growth achieved without increasing advertising spend
