How a Home & Garden Brand Reduced ACOS By 37% on Amazon

This Amazon-first home and garden brand operates a diversified catalog across aquatic décor, live plants, and botanical accessories. The assortment includes aquarium materials, air plants, seeds, and curated product bundles, with a strong focus on Fulfillment by Amazon (FBA) to support scalable and margin-efficient growth.

With a mid-scale operation and consistent monthly spend, performance depends on tight control over campaign structure and budget allocation across a wide range of SKUs.

The Challenge

The account was not underperforming—it was inefficient.

Sales remained stable, but profitability was declining. Campaign structure was fragmented, with overlapping product groupings and inconsistent categorization limiting discoverability and performance clarity.

A significant portion of spend—approximately 25–30%—was allocated to campaigns that failed to drive meaningful incremental revenue. This diluted budget impact and made it difficult to identify which products were truly scaling.

At the same time, rising CPCs, increasing fees, and competitive pricing pressure compressed margins. Overlap between legacy and newly launched ASINs further fragmented demand, increasing the risk of internal cannibalization.

The challenge was clear: restore efficiency and control without disrupting revenue.

Why Quartile

This was not a growth problem—it was a prioritization problem.

The account lacked a system to ensure that spend flowed toward proven, profitable demand. Without that structure, even stable sales masked underlying inefficiencies.

Quartile introduced discipline.

By forcing every campaign to justify its spend and aligning structure with product performance, Quartile transformed the account from a collection of campaigns into a performance-driven system.

The focus shifted from spending to scaling what works.

The Solution

Quartile implemented a full account reset focused on efficiency and control.

Underperforming campaigns were paused, and all remaining campaigns were brought under centralized management to ensure consistent oversight. Campaign architecture was rebuilt around product categories and ASIN groupings, improving relevance and budget allocation.

Spend was actively reduced where performance did not justify investment. Low-traction ASINs saw bid reductions, non-performing automatic campaigns were paused, and certain product bundles were deprioritized based on customer feedback.

At the same time, proven performers were reintroduced strategically. Campaigns with strong historical signals were relaunched in a controlled manner, ensuring they could scale without reintroducing inefficiencies.

New manual Sponsored Products campaigns supported incremental growth, while ongoing search term harvesting ensured high-intent queries were continuously captured and promoted.

This created a system where spend was no longer diluted—it was directed.

Results & Impact

The restructuring delivered measurable improvements across efficiency and performance:

• ACOS reduced by 37%

• TACOS decreased by 36%

• Monthly ad spend reduced by approximately 30% while maintaining revenue stability  

• Sustained year-over-year growth, with total sales increasing 10% over the period  

Additional gains included stronger B2B performance and continued consumer growth, reinforcing that efficiency improvements translated into real business impact.  

These results demonstrate that profitability does not require more spend—it requires better allocation.

Ongoing Value & Future State

With a structured and disciplined framework now in place, the account is positioned for sustainable growth.

Quartile continues to refine campaign structure, expand high-performing SKUs, and support the transition toward a more FBA-focused model. The improved transparency and control also enable better decision-making as the catalog evolves.

What began as an efficiency reset is now a scalable, predictable growth system.