Case Study - Lillywhite & Brown
Plan: Fully Managed Account
Lillywhite & Brown are a premium bar and glassware brand based in the UK with a number of successful products already launched on Amazon.
Having successfully sold their premium spirit measure on their website, they wanted to launch on Amazon, across UK and US. The priority was to get this item to the top of page 1 for their biggest keyword search terms.
Even though the Lillywhite & Brown product was of high quality, it was launching into a highly competitive space within Amazon.
Most of the competition is cheaper, well-established and offering a bundle, however, is often of lower quality.
The challenge would be to successfully promote a product that is more expensive than its competitors and selling against Amazon’s own brand.
Top of page 1 for most relevant keywords
Top 5 in ‘Barware Sets’ within 4 weeks in UK
Top 10 for ‘Measuring Cups & Jugs’ in UK
Using a combination of Facebook ads and Amazon coupons we were able to reach a huge number of potential buyers over a short period of time.
We had to identify a specific audience through Facebook and ensure that we had an offering that would incentivise the cold lead into an immediate sale.
In addition, the Amazon vouchers would appeal to anyone searching organically via Amazon, again, incentivising the buyer to purchase.
The quality of the product meant that after the initial launch phase, the product remained at the top of its search terms and organic sales continued to successfully convert on the listing.
Even though competitors are cheaper and offering more than one spirit measure in the pack, the Lillywhite & Brown jigger is always found at top of search, equalling and often exceeding Amazon’s own brand in its monthly revenue.
The result of this is an incredibly successful product on Amazon, selling strongly throughout the year.