Maintaining 18x ROAS Through an Organic Traffic Decline

Category: Women's Formal & Eveningwear Marketplace: Amazon Vendor Central Engagement Start: May 2025 Services: Advertising Strategy, Vendor Central Management, DSP, Search Optimization

This women's eveningwear brand is one of the largest in its category on Amazon, with $21.5M in shipped revenue in 2025. The brand partnered with Kwontified to improve visibility into advertising performance and find new ways to grow on the platform.

The team audited the ad budget and found significant spend going to branded search terms, paying for clicks from customers already searching by name. That budget was reallocated to category and competitor keywords where it could drive incremental sales.

Amazon DSP launched for the first time, targeting lapsed customers and new-to-brand audiences. DSP quickly became one of the most efficient channels in the account: 27x ROAS on $79K in spend through July 2026.

Starting in January 2026, organic traffic across the brand's Amazon listings dropped significantly for several months. Rather than spike ad spend to compensate, the team held discipline: TACoS at 4.7% and ROAS at 18x. By August 2026, organic traffic recovered and the account posted positive year-over-year results.

Blended ROAS: 18x DSP ROAS: 27x TACoS: 4.7% YTD Ad-Attributed Sales: $8.7M Annual Revenue: $21.5M