Note: All business and company names in our case studies are anonymized for client privacy. All metrics, timelines, and operational details are real and independently verifiable on request.
The starting point
A European RV-climate brand wanted to professionalize its US Amazon presence. The catalog was scattered, advertising was uncoordinated across multiple resellers, and there was no single owner for the channel.
From the outside it looked like a presence problem — the brand was on Amazon but in a dozen half-managed pieces. Different resellers were running their own listings and their own ads, each pulling in a slightly different direction, and nobody owned the result. The brand had real engineering credibility back in Europe that simply wasn’t translating to the US marketplace.
The diagnosis
The brand had a hero product — an RV antifreeze — that was being underleveraged. It sold itself once shoppers found it, but they weren’t finding it because the catalog wasn’t optimized for the way RV owners search and shop.
Everything else in the catalog was getting equal attention when it shouldn’t have been. The hero needed to lead. Spreading budget evenly across a catalog feels fair and is almost always wrong — one product had the demand, the margin, and the conversion to anchor the whole channel, and treating it like just another SKU was the core mistake.
The playbook
Hero-product investment. We concentrated paid spend on the antifreeze hero, building dedicated campaigns by use case (winterization, RV dewinterization, marine adjacent). The same product solves several jobs, and a buyer winterizing a rig searches differently from one prepping for spring — separate campaigns let the message match the moment.
Seasonal media planning. RV antifreeze is seasonal. We pre-built fall campaigns ready to ramp in late August and held them through January, with budget escalation tied to category demand curves. The work has to be done before the season starts — if you’re building campaigns when demand is already spiking, you’re paying peak CPCs while you fumble with setup.
Catalog rebuild. A+ Content explaining the European engineering story and the RV-system specifics — temperature ranges, system compatibility, how-to-use guides. RV owners are protecting an expensive asset; they need to know this product won’t damage their system before they’ll buy it.
Sponsored Display retargeting. Anyone who viewed the antifreeze listing without buying got retargeted across Amazon. Conversion rates on retargeted impressions were 3-4x the cold-traffic baseline. A shopper who already viewed the listing has done the hard part; staying in front of them through the decision is cheap relative to finding a new one.
Coordinated reseller cleanup. Worked with the brand’s distribution team to bring reseller behavior under brand standards, eliminating the listing-content drift that was diluting the channel. Until the resellers were aligned, every optimization we made could be undone by a parallel listing somewhere else.
The result
The hero SKU runs at 24-29x ROAS. The full portfolio sits at 11.43x ROAS on $1.3K of monthly ad spend, driving $15.2K in monthly revenue. The brand now has a defined seasonal playbook and a hero-product strategy the team can execute year over year.
What worked
Identifying the hero and concentrating the resources. Trying to advertise the whole catalog equally was diluting impact. Once we let the hero carry the channel, everything else benefited from the halo.
The seasonal discipline is what made the hero strategy repeatable rather than a one-time win. Because the playbook is built around a predictable demand curve, the brand can run it every year without rediscovering the timing from scratch — the work compounds instead of resetting each season.
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“ClearSight figured out which product to push and just… pushed it. The seasonal math is now obvious.”