Lab 916 restores brand control for SALT & STONE—luxury body care leader—regaining 92% Buy Box ownership, lifting conversion 37%, and cutting rogue seller count from 64 to 3 in five months.
Quick facts
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**Brand** |
SALT & STONE |
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**Industry** |
Luxury body & skin care |
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**HQ / Fulfillment** |
Los Angeles, CA · FBA & 3PL hybrid |
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**Marketplace** |
Amazon.com (US) |
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**Engagement scope** |
Brand registry enforcement · Listing + A+ overhaul · 1 page Storefront · Global catalog unificati |
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**Primary goals** |
Reclaim Buy Box, align content to premium positioning, stop price erosion, unlock ad scale |
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**Headline results (5 mos.)** |
92% Buy Box share (+59 pts) · +37% CVR · −41% ACOS · 22% YoY sales lift |
The company
SALT & STONE formulates high performance, fragrance driven deodorants, body washes, and face care with eco minded packaging.
The challenge
Fragmented• catalog with 64 resellers, duplicate variations, and MAP erosion
Premium• story missing: grainy images and weak USPs
Support• gridlock: unresolved tickets and catalog mismatches
Ad• waste: broad match clicks routing to rogue offers
The solution
Brand registry & catalog clean up
Activated• Brand Registry controls; filed infringement claims; removed unauthorized offers
Merged• 38 duplicate ASINs; locked images and A+
Luxury grade creative
4K• hero gallery, scent forward visuals
A+• with ingredients provenance, scent pyramid, awards, sustainability metrics
Storefront:• “Fragrance led body care” with swatch navigation and S&S; banner
Distribution control & MAP
Reseller• policy and MAP schedule; serialized transparency codes
Brand• Health dashboards and automated enforcement
Precision Amazon Ads
Stabilize:• SP exact + SB headline to brand owned offers
Re• position: SB Video; CTR +68%
Scale:• Product targeting against competitor deodorants (ROAS ³ 6)
The results (pre → 150 days)
Buy• Box ownership: 33% ® 92%
Conversion• rate: 11.2% ® 15.3% (+37%)
ACOS• (blended): 25.1% ® 14.8% (-41%)
Rogue• sellers: 64 ® 3
Avg•. realized price: $18.40 ® $20.90 (+14%)
Which tools
Brand• Registry and Report a Violation
Sponsored• Products, Sponsored Brands, Sponsored Display with ASIN level exclusions
Brand• Health & Buy Box reports
Transparency• labeling
