Case Study: Leading U.S. Beauty Manufacturer achieves 87% Amazon sales growth with Profitero

How a leading hair appliance manufacturer overcame “race-to-the-bottom” pricing dynamics and grew sales by 87% through its effective use of online promotions

The Leading U.S. Beauty Manufacturer, a hair appliance brand in non-food CPG, faced declining sales on Amazon as price compression drove its top products’ Average Selling Price down 10–15%. Using Profitero+ Digital Shelf and Pricing & Promotion data, the company identified that promotions from other retailers and discount resale by distributors were triggering a race-to-the-bottom pricing dynamic across channels.

With Profitero, the manufacturer tightened distributor controls, stopped price-deal promotions on top Amazon products, limited offers to coupons, and reserved discounts for exclusive products. These changes helped reverse price erosion: Average Selling Price improved 14.6% across the top 10 Amazon products, and sales grew 87% year over year on Amazon.