Earth Harbor
Client Overview
Earth Harbor is a clean, vegan, plant-powered skincare brand with a loyal customer base and genuinely strong products. On paper the account looked healthy — traffic was stable and demand was intact. Underneath, it was being drained from three directions at once: Amazon compliance action against its best-selling listings, unauthorized third-party sellers stealing the Featured Offer, and repeated stockouts on the exact SKUs carrying the catalogue. Sessions were fine. The account simply wasn’t converting them anymore.
Business Challenge
The problem was never traffic. It was everything standing between the traffic and the sale.
Compliance action on top revenue listings
Legacy copy carried drug-adjacent claims — “treatment”, “reduce redness”, “restore”, plus unverifiable ingredient and endorsement claims. Amazon responded the way it always does: suppression, Buy Box loss, and outright removal.
Listings suppressed and removed
Multiple ASINs went from active to zero. The sunscreen line died right before peak season. Removed listings represented roughly 14% of the previous year’s revenue — and every one of them held a near-perfect Buy Box when it was pulled, proving the products were healthy and the removals were policy-driven.
Buy Box war with unauthorized sellers
Third-party resellers undercut brand pricing on the hero SKUs, at one point by double digits per unit. Buy Box share on the #1 product collapsed from the high nineties into the thirties. Traffic kept arriving; a reseller kept banking it.
Hero-product stockouts
The best-selling SKUs sold through faster than they could be restocked, breaking sales momentum, organic rank, and any chance of running advertising profitably behind them.
No Brand Registry leverage
Without the right account access, the brand couldn’t even open cases against the sellers doing the damage
Our Strategy
Fix the foundation first, then defend it, then grow on top of it.
Rebuilt listing content to be compliant by design
Every title, bullet, description and attribute was rewritten against Amazon and FTC claim rules — risky medical and endorsement language stripped out, replaced with verified, appearance-based benefit copy that still sells. Claims were checked back against the brand’s own published ingredient data, not assumed.
Secured Brand Registry access and enforced the channel
We mapped the full reseller landscape — authorized stockists, grey-market importers and diversion channels — separating legitimate partners from the accounts undercutting brand pricing, then used registry tooling to act on the ones that mattered.
Fought and won the Buy Box back
Strategic price positioning and rolling coupon and discount structures kept the brand on the Featured Offer instead of surrendering margin permanently.
Restructured spend around reality
PPC bids were pulled down on low-stock and out-of-stock SKUs and pushed into in-stock winners, so budget stopped funding listings that couldn’t ship.
Worked the inventory pipeline actively
Weekly restock tracking, unit-level shipment planning and direct pressure on production priorities to get the hero SKUs back on the shelf first.
Rebuilt the growth layer
Storefront and brand content refreshed, virtual bundles built around anchor products to lift AOV, brand-tailored promotions activated, and review generation run through Seller Central.
Implementation & Deliverables
Execution ran on two tracks in parallel — clearing the compliance and Buy Box damage while simultaneously rebuilding the catalogue so recovered availability would actually convert.
Compliance-safe listing rebuild
Brand Registry enforcement & seller mapping
Buy Box pricing strategy
Stock-aware PPC restructuring
Restock & shipment planning
Virtual bundles & promotions
Results & Performance
BEFORE
Listing compliance
At risk
Buy Box on hero SKUs
Lost to resellers
Catalogue
Suppressed & removed
Hero inventory
Stocking out
Ad spend
Funding dead SKUs
AFTER
Listing compliance
Rebuilt & defensible
Buy Box on hero SKUs
Won back & held
Catalogue
Reinstated & restructured
Hero inventory
Actively pipelined
Ad spend
Behind in-stock winners
Why It Matters
On Amazon, the brand with the better product doesn’t win — the brand with the healthier listing does. A single non-compliant phrase can cost a six-figure ASIN. A reseller ten dollars cheaper can take every sale on a page you paid to rank. And a stockout can undo a year of organic position in a matter of weeks. Earth Harbor had all three happening at once, which is why nothing else was working. Clearing the foundation is what let the promotions, the bundles, the PPC and the content start compounding instead of leaking.
Key Takeaways
Compliance is a revenue strategy, not paperwork
The words on the listing decide whether the listing exists at all.
If you don’t defend the Buy Box, you’re buying traffic for someone else.
Brand Registry and pricing discipline are what keep your own customers yours
Availability is the ceiling on everything.
No amount of advertising outruns an empty warehouse so the spend follows the stock, not the wish list.
Fix the foundation and everything above it starts working again.
Same products, same brand, same traffic different outcome.