To regain control and drive profitability, PBE partnered with ExpressMed Partners to overhaul its Amazon strategy with a core focus on Buy Box optimization. The ExpressMed team began with a marketplace cleanup initiative, identifying unauthorized resellers, optimizing pricing strategy, and resolving over 48 ASIN issues tied to category validation and return windows.

Once Buy Box was under control, ExpressMed implemented a transition strategy focused on strengthening product availability and centralizing advertising campaigns. The team organized a competitive pricing strategy backed by tighter inventory management and FBA alignment to secure consistent Buy Box placement across high-priority SKUs. This included recategorizing ASINs, combining redundant variations, and enhancing product detail pages. To fuel growth, ExpressMed also realigned the advertising approach, prioritizing non-branded Sponsored Products and Sponsored Brand Video (SBV) campaigns. This shift helped reach new-to-brand (NTB) shoppers while minimizing CPC inefficiencies caused by internal competition.

PBE’s enhanced Buy Box control yielded immediate and powerful results. Within 3 months, units sold rose by 8% YoY, even with 17% fewer sessions, highlighting stronger conversion rates fueled by improved Buy Box consistency and customer trust. A mid-performing product line surged to become the brand’s #2 revenue driver, capturing a 4% increase in market share, climbing from 33% to 37% month-over-month, and overtaking top competitors. Subscribe & Save units jumped 15% in Q4, as customers shifted toward active subscriptions for added value and order reliability.

By prioritizing Buy Box control and aligning creative, operational, and advertising strategies, PBE turned a critical challenge into a powerful advantage. With ExpressMed Partners at the helm, PBE is now poised for sustainable growth, owning visibility, trust, and conversion at every step of the shopper journey.