Case Study: Brand - Guerlain - $8.7 Million in Sales on Amazon

Client Background

Brand: Guerlain

Product: Luxury Perfume (starting price $92)

Markets: Amazon US & UK

Guerlain, a world-renowned luxury perfume brand, partnered with us at The Ecom Diagonals to take their Amazon advertising to the next level. With a premium reputation and strong heritage, their goal was to drive massive sales growth while maintaining a stellar Return on Ad Spend (ROAS).

Challenges We Faced

Tough Competition in Luxury Fragrances: The high-end perfume market is crowded, with many brands vying for visibility.
High Price Point: Convincing Amazon shoppers to invest in a $92+ luxury product demanded laser-focused targeting.
Cross-Market Campaigns: Managing daily ad campaigns across two major regions, the US and UK, required nuanced strategies.

Our Game Plan

At The Ecom Diagonals, we specialize in Amazon advertising, performance marketing, and e-commerce growth strategies. For Guerlain, we crafted a custom strategy to hit their goals and maximize every dollar of their $2,000 daily ad budget.

1. Targeted Market Research:

We researched buying habits for luxury shoppers in both the US and UK markets.
Identified high-intent keywords that aligned with the premium perfume niche, such as “luxury fragrances for women,” “designer perfume gift,” and “high-end scents.”

2. Optimized Ad Campaigns:

Created a mix of Sponsored Product Ads, Sponsored Brand Ads, and Sponsored Display Ads tailored to Guerlain’s premium audience.
Highlighted Guerlain’s unique selling points—heritage, quality, and exclusivity.

3. Real-Time Campaign Adjustments:

Monitored campaigns daily to optimize ad spend and minimize wasted clicks.
Used keyword refinements and A/B testing to improve performance continuously.

4. Seasonal Sales Boost:

Capitalized on shopping peaks like Valentine’s Day and Christmas to drive massive sales.
Designed campaigns for gifting keywords, e.g., “luxury perfume gifts for her.”

The Results

Our tailored approach delivered phenomenal outcomes:

12x ROAS: Every $1 spent on ads generated $12 in sales—a remarkable achievement in the luxury category.
$8.7 Million in Annual Sales: We turned Guerlain’s Amazon campaigns into a powerhouse of revenue.
Dominant Brand Visibility: Guerlain achieved top rankings for premium keywords and maintained a strong presence across Amazon US and UK.

Why This Matters for Your Brand

If you’re a premium or luxury brand, you know that success on Amazon requires more than just running ads—it takes a thoughtful, data-driven strategy. At The Ecom Diagonals, we specialize in helping brands like yours succeed with services like:

Amazon PPC Campaign Management
SEO Optimization for Product Listings
Creative Brand Storytelling
Data-Driven Performance Marketing
Seasonal Sales Strategies

Let’s Work Together

Whether you're just starting on Amazon or looking to scale your existing campaigns, we can help you achieve amazing results. Contact The Ecom Diagonals today, and let’s build your success story together!