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The Takeaways

• Our client, a premium grocery brand, had plenty of demand, but had lost control of the Amazon customer experience due to unauthorized resellers, price erosion, and inconsistent fulfillment.
• Right Side Up stepped in, quickly stabilizing the foundation through catalog cleanup, reseller mitigation, Buy Box defense, and inventory optimization.
• The result: stronger Buy Box ownership (+40 percentage points, up to the mid-90s), a 50%+ reduction in unauthorized sellers, and 100% in-stock availability.
• With operations fixed, the brand unlocked sustainable growth,hitting its highest Amazon revenue month ever without relying on one-off promotions.

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Client Overview

This established grocery brand is a household staple with decades of offline brand equity and a frequent presence in NYT Cooking recipes. As consumer behavior shifted online, Amazon became a high-stakes channel—not just for revenue, but to protect a premium brand image.

When the brand partnered with Right Side Up’s Amazon and ecommerce marketplaces team, demand wasn’t the problem. The challenge was a complete lack of control over the customer experience.

The Challenge

Despite strong organic demand, the brand’s Amazon presence had become disjointed. 

Unauthorized resellers had flooded the listings for hero SKUs, leading to price erosion and volatile Buy Box ownership. More concerningly, customers were reporting shipments of expired or poorly packaged goods from these third parties, damaging the brand's hard-earned reputation.

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Internal operations were also under strain. Chronic Fulfilled by Amazon (FBA) inventory gaps caused frequent stockouts during peak shopping windows, stopping momentum and making it impossible to launch new products with any confidence. 

To fix the structural leaks, the brand realized they needed more than just a standard ad-focused agency. They needed an operational partner with comprehensive Amazon knowledge. Enter Right Side Up.

The Solution

Our first course of action was to stabilize the fundamentals. We moved quickly, focusing on a disciplined four-pillar cleanup that consisted of catalog reorganization, reseller mitigation, Buy Box defense, and inventory optimization.

• Catalog and reseller control: We consolidated fragmented listings and worked aggressively to identify and reduce unauthorized reseller presence. This restored pricing discipline and put the brand back in the driver’s seat for priority SKUs.‍
• Buy Box defense: We overhauled inventory planning to eliminate the "out-of-stock" cycle. By aligning pricing strategy with fulfillment and inventory availability, we ensured the brand held the Buy Box when it mattered most.‍
• Inventory optimization: Only after stabilizing the core did we support the launch of three new SKUs—ensuring they entered the marketplace from a position of strength.

The Impact

Once the foundation was fixed, the results were immediate:

• Buy Box dominance: Ownership increased by 40 percentage points up to the mid-90's.‍
• Reseller cleanup: Unauthorized seller count dropped more than half, stabilizing retail price points.‍
• Inventory health: Achieved 100% in-stock availability, removing the primary ceiling on revenue growth.

The financial momentum followed: after a flat YoY September, November became the highest Amazon revenue month in the brand’s history with more than a half million sold. Critically, this growth wasn't bought with one-off promos; it was earned through operational excellence (and therefore sustainable).

The Tl;dr

A category-leading grocery brand partnered with Right Side Up to fix a broken supply chain and take back control from unauthorized resellers on Amazon. 

By prioritizing operational discipline and catalog cleanup, we ensured consumers received the premium experience the brand promises, while simultaneously capturing their highest-ever revenue month and replacing chronic stockouts with a resilient inventory framework built for scale.

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Ready to Take Back Control on Amazon?

Whether you’re scaling fast, need help fixing fundamental gaps, or just want a fresh set of eyes on your strategy, Right Side Up can step in and strengthen your Amazon business.

Contact us today to talk through your Amazon goals and challenges!

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