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From Amazon success to a DTC channel of its own
How a top-100 Amazon seller doubled revenue by building an owned channel rather than renting one.
The Background
Who is this brand?
Carbeth Plants is an online nursery built on more than twenty years of horticultural trade experience, shipping outdoor perennials, indoor plants, bulbs and garden essentials across the UK. A top-100 Amazon.co.uk seller with over 20,000 customers on the marketplace, the brand had proven the product and the logistics. What it had not yet proven was whether it could own the customer relationship directly.
The Challenge
A staggering year on Amazon, and a target that needed more
The team came in with an ambitious target of 100% year on year growth. Marketplace success does not transfer automatically to DTC: the traffic is not yours, the creative conventions are different, and there is no established acquisition engine to inherit. Reaching the number required a full paid media build rather than an extension of what already worked.
Our Approach
Build the acquisition engine the marketplace never required
A marketplace listing sells to someone already searching. Paid social has to earn attention from someone who was not looking.
- Gaps found first: AI research across reviews, forums and competitor ads, mapped to personas, showed the ground the category had left uncovered.
- Volume calculated, not assumed: a creative forecast used win rate and concept half-life to set how much net-new creative the spend needed.
- Producing to personas: each asset went out as a test of a defined buyer, and new customer orders rose 79%.
The Results
Revenue up 135%, with new customers driving the majority of it
Growth built on a system, not a single idea
See more of our case studies
Let's scale together
Take the guesswork out of growth. Book a call and let's build a system that drives consistent, profitable revenue.