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
| Brand | SALT & STONE |
| Industry | Luxury body & skin care |
| HQ/Fulfillment | Los Angeles, CA · FBA & 3PL hybrid |
| Marketplace | Amazon.com (US) |
| Engagement scope | Brand registry enforcement · Listing + A+ overhaul · 1 page Storefront · Global catalog unificati |
| Primary Goals | Reclaim Buy Box, align content to premium positioning, stop price erosion, unlock ad scale |
| Headline results (5 mos.) | 92% Buy Box share (+59 pts) · +37% CVR · −41% ACOS · 22% YoY sales lift |
The Company
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)
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
key metrics
The results (pre → 150 days)
Share on social media
Quick Facts
Brand- Registry for catalog merges & content locks
Sponsored- Products, Sponsored Brands, Sponsored Display with CVR based bidding
FBA- Restock and Business Reports for roast to warehouse cadence
Search- term and market share dashboards