Amazon Promotion Management Drives 19% Growth for Pet Brand

This leading pet supplies brand operates in the Amazon US Pets category, specializing in disposable dog training pads, dog wraps, and cat liners for indoor hygiene and training.  

Despite category leadership and strong reviews, growth momentum had stalled. Promotional events were running—but not compounding. Advertising was active—but not amplifying promotional visibility strategically.

The pieces were in place. They simply weren’t working together.

The Challenge

Promotions and advertising were operating in parallel—not in sync.

Promotional events drove temporary spikes in volume, but without advertising coordination, increased traffic did not consistently translate into sustained ranking improvement. Advertising supported baseline sales but did not strategically spotlight promotions to maximize conversion during peak visibility windows.

The result was flat year-over-year growth and limited share expansion.

Running ads and promotions in silos was limiting impact.

The brand needed a unified strategy where every discount worked harder—and every ad converted more efficiently.

Why Quartile

Some tools work better together.

For ecommerce brands, Amazon promotions and Amazon Ads are most powerful when they operate as one system.

Quartile’s Promo Management offering integrates deal planning directly with advertising execution. Rather than treating promotions as isolated events, Quartile’s retail media experts create, schedule, and optimize all 20+ Amazon promotion types—coupons, Lightning Deals, Best Deal offers, Subscribe & Save incentives, and more—in seamless coordination with Sponsored Products (SP) campaigns.

The difference is structural.

When promotions and advertising are synchronized:

• Ads spotlight active deals to increase visibility

• Promotions increase conversion rates during peak traffic

• Improved conversion drives stronger sales velocity

• Stronger velocity reinforces organic ranking

• Paid efficiency remains stable as volume scales

Through Amazon Marketing Cloud (AMC), Quartile also crafts tailored audiences to ensure promotions reach the right shoppers at the right time. This audience intelligence allows promotional traffic to remain qualified—not diluted.

Granular reporting connects every promotion directly to performance outcomes, including Promotion Cost of Sales (PCoS) metrics integrated with Total Advertising Cost of Sales (TACoS) visibility. This enables clear understanding of how promotional investment impacts both paid and organic performance.

By centralizing promotions, advertising, and reporting within a single strategy, Quartile eliminates guesswork and turns promotional activity into a repeatable growth framework.

The Solution

Quartile began by removing structural limitations within Sponsored Products (SP), including restrictive portfolio-level Advertising Cost of Sales (ACoS) caps that constrained flexibility during high-conversion windows.

Automatic campaigns were relaunched across top-performing products to harvest incremental demand, with converting terms migrated into structured keyword campaigns.

In parallel, Promotional Management was activated across hero products.

Category-level coupons and Lightning Deals were strategically scheduled and amplified with aligned bidding strategies. Advertising intensity increased during promotional windows to maximize visibility and capitalize on improved conversion rates.

Audience targeting through Amazon Marketing Cloud (AMC) ensured promotions reached high-intent shoppers, while integrated reporting tracked Promotion Cost of Sales (PCoS) and ranking impact in real time.

This created a cohesive engine:

• Visibility increased.

• Conversion strengthened.

• Organic rank improved.

• Momentum compounded.

Results & Impact

Following a full month of synchronized Promotional Management and advertising execution:

• Total sales increased by 19% month over month

• Average units per order increased by 15%, reflecting stronger basket expansion

• Organic sales increased by 11%, confirming sustained lift beyond paid traffic

January represented the strongest monthly performance within the observed trend, marking a clear inflection point in growth trajectory.

Importantly, promotional-driven volume did not destabilize efficiency. Campaign Advertising Cost of Sales (ACoS) remained controlled while sales scaled, demonstrating that synchronized execution improved conversion rather than relying on excessive discounting.

The integrated approach delivered compounding benefits:

• Promotions amplified ad visibility

• Ads increased promotional reach

• Higher conversion improved rank

• Improved rank reinforced organic growth

Encouraged by results, the brand increased advertising investment while maintaining disciplined Total Advertising Cost of Sales (TACoS) levels and expanded into additional markets under Quartile management.

Promotions shifted from tactical volume drivers to scalable growth catalysts.

Ongoing Value & Future State

With promotions and advertising fully integrated, the brand now operates with a centralized, data-driven promotional strategy.

Real-time dashboards connect promotions directly to ranking improvements, redemptions, and sales velocity. Competitive monitoring through Quartile’s Promotion IQ tools ensures ongoing market responsiveness.

Promotions are no longer short-term events.

They are planned growth levers deployed strategically to:

• Strengthen organic positioning

• Increase basket size

• Support new-to-brand acquisition

• Sustain long-term share expansion