A Health & Beauty Brand
Building a $4.8M Recurring Revenue Stream
At a Glance
Category: Health & Beauty (Consumables) Marketplace: Amazon US Timeline: 18-month engagement Services: S&S Strategy, Discount Tier Optimization, Replenishment Analysis, Coupon Stacking
Background
This consumable health and beauty brand did roughly $39M annually on Amazon. Subscribe & Save was live across the catalog but underperforming: a flat 5% discount on every ASIN, no differentiation by product or replenishment cycle, and a 58% six-month retention rate.
Strategy
The team ran a replenishment analysis for each SKU, comparing average reorder frequency to the default S&S delivery schedule. Several top-selling products had a natural 45-day cycle while S&S defaulted to monthly, driving cancellations from subscribers receiving product faster than they could use it.
Discount tiers were restructured by product category: hero SKUs kept the 5% base, mid-tier moved to 10%, and growth-priority products went to 15%. The team also built S&S-specific ad campaigns and used coupon stacking during Prime Day and Turkey 5 to make the subscriber discount meaningfully better than a one-time purchase.
Results
S&S Annual Revenue: $1.6M to $4.8M (+201%) S&S Share of Total: 4.1% to 12.3% Active Subscribers: 8,200 to 24,100 6-Month Retention Rate: 58% to 74%
S&S ANNUAL REVENUE
$1.6M → $4.8M
S&S SHARE OF TOTAL
4.1% → 12.3%
ACTIVE SUBSCRIBERS
8,200 → 24,100
6-MONTH RETENTION
58% → 74%
