Amazon PPC case study · Outdoor & home improvement
An established outdoor and home-improvement seller came to IZC Media at the end of April 2026 after several months of decline. Within the next 60 days, the account moved from $288.7K to $379.1K in monthly sales while improving advertising efficiency and profit.
Client name withheld for confidentiality. Results reflect this client’s Amazon account performance from April 1 through June 30, 2026; individual results vary.
The 60-day turnaround
Sales grew while the cost to generate them fell
Performance snapshot: April to June 2026
| Metric | April | May | June | April → June |
|---|---|---|---|---|
| Total sales | $288,712 | $366,340 | $379,115 | +31.3% |
| PPC sales | $177,367 | $236,479 | $232,552 | +31.1% |
| PPC spend | $55,951 | $43,651 | $52,853 | −5.5% |
| TACoS | 19.4% | 11.9% | 13.9% | −5.4 pts |
| PPC ACoS | 31.5% | 18.5% | 22.7% | −8.8 pts |
| Profit from sales | $27,765 | $77,205 | $90,473 | +225.9% |
Source: client account reporting, April–June 2026. TACoS = total ad spend ÷ total sales. ACoS = PPC spend ÷ PPC-attributed sales.
The challenge
A catalog in decline with underused demand
Before partnering with IZC Media, the brand’s overall Amazon sales had been declining for several months compared with the previous year. The issue was not isolated to one listing: performance was softening across many products in a broad outdoor and home-improvement catalog.
That kind of decline is rarely solved by simply increasing bids. The account needed a cleaner structure, product-level decisions, and a way to identify demand that the existing advertising approach was not capturing. One opportunity stood out: the catalog had meaningful potential with Amazon Business buyers, but the account was not yet built to pursue that audience deliberately.
The IZC Media approach
Rebuild control first. Then scale the demand worth keeping.
Clean up the campaign architecture
We reviewed the account structure and cleared out the friction that made optimization harder: campaign overlap, diffuse budget allocation, and limited visibility into product-level performance. The goal was a clearer map of what was working, what was wasting spend, and what each ASIN needed next.
Work ASIN by ASIN
Rather than use one account-wide playbook, we evaluated products individually. This let us expand advertising where a listing could support growth, protect profitable demand, and avoid treating weaker products as if they deserved the same budget or targeting strategy.
Expand the full-funnel ad mix
We deployed and refined Sponsored Products and Sponsored Brands campaigns to improve coverage across the catalog. Expansion was controlled: new opportunities had to earn budget through sales efficiency and contribution to overall account health, not just more clicks.
Make Amazon Business a deliberate growth channel
For products with strong B2B relevance, we introduced a much heavier focus on Amazon Business campaigns. This was not a blanket B2B push. We prioritized products with a clearer fit for business buyers, creating a new avenue for demand without losing sight of cost control.
Why the numbers matter
This was not growth purchased at any price
By June, monthly sales were up 31.3% from April and PPC-attributed sales were up 31.1%. At the same time, PPC spend was 5.5% lower than April. That combination reduced PPC ACoS from 31.5% to 22.7% and lowered TACoS from 19.4% to 13.9%.
In practical terms, the account generated approximately $90.4K more in monthly total sales by June while spending approximately $3.1K less on PPC than it had in April. Profit from sales increased from $27.8K to $90.5K, and profit margin increased from 9.6% to 23.9%.
Paid and organic sales need to work together
For this account, we measured progress through the relationship between total sales, PPC sales, advertising cost, and profitability—not an isolated ad metric. The report shows organic sales representing roughly 39% of total sales in both April and June, while estimated monthly organic sales rose from approximately $112.6K to $147.9K.
That is why TACoS is a more useful management metric than ACoS alone. It keeps the question focused on the whole business: are ads helping the catalog gain profitable sales, or are they merely becoming more expensive?
The takeaway for Amazon brands
Catalog growth comes from better decisions, not a bigger budget alone
An account that is declining across multiple ASINs needs more than isolated bid changes. It needs an operating system for product-level choices: campaign structure that produces clean signals, budget allocation tied to opportunity, and a plan for audiences the catalog is genuinely positioned to serve.
For this outdoor and home-improvement brand, that meant tightening the core PPC program while uncovering the underused Amazon Business opportunity. The result was a sharper recovery in sales, stronger efficiency, and a much healthier profit profile in the first two full months after onboarding.
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