A Case Study in 200%+ YoY Growth
Amazon’s Subscribe & Save program isn’t new – but how brands use it separates slow movers from category leaders.
At Albert Scott, we’ve seen firsthand how a refined Subscribe & Save (S&S) strategy transforms predictable revenue into exponential growth. In this case study, we’ll unpack how one grocery staple brand achieved over 200% year-over-year sales growth by combining operational precision, pricing intelligence, and lifecycle marketing inside Amazon’s ecosystem.
Understanding Subscribe & Save
Amazon Subscribe & Save lets customers schedule automatic deliveries for everyday products – from coffee to cleaning supplies – often at a 5-15% discount.
For brands, it’s more than a convenience feature: it’s a retention engine. Repeat purchases reduce acquisition costs and improve both TACoS and lifetime value (LTV).
Yet, many brands underutilize it. They enable S&S and stop there – no pricing tiers, no performance segmentation, no awareness campaigns.
That’s where growth stalls.
The Challenge: Plateaued Repeat Purchases
Our client, a fast-growing grocery brand, had achieved strong initial success on Amazon but hit a ceiling in retention. Key challenges included:
- Low repeat order rate despite S&S availability
- Pricing inconsistencies across ASINs eroding customer trust
- Lack of visibility into cohort-level subscription performance
- Unoptimized replenishment cycles, causing customers to skip deliveries
The opportunity was clear: improve Subscribe & Save adoption, retention, and profitability without compromising margins.
Albert Scott’s Approach
Our team re-engineered the brand’s Amazon S&S strategy in four key phases.
1. Cohort Data Analysis
We segmented existing customers by order frequency, delivery intervals, and churn patterns. Using Brand Analytics and DSP data, we mapped “subscription drop-off points” – typically around the third renewal.
This insight guided messaging and offer timing.
2. Tiered Incentive Modeling
Instead of a flat 10% discount, we introduced tiered incentives:
- 5% for new subscribers
- 10% after 3 deliveries
- 15% for loyal customers past 6 cycles
This built a gamified sense of reward and boosted retention by 38%.
3. Cross-Channel Promotion
We used Amazon DSP retargeting to reach prior one-time buyers and Sponsored Display ads to promote subscription savings on key ASINs. Email flows within Amazon’s “Manage Your Subscriptions” touchpoints were refreshed to reinforce value and convenience.
4. Inventory & Forecasting Alignment
S&S success depends on fulfillment reliability. We synchronized inventory planning with expected subscription growth, avoiding stockouts that cancel recurring deliveries.
When subscription deliveries stay consistent, Amazon’s algorithm rewards listings with higher placement and visibility.
The Results
Within six months:
- Subscribe & Save enrollments: +120%
- Average delivery cycles per subscriber: +42%
- Overall Amazon revenue: +208% YoY growth
- Blended TACoS: Improved by 19%
- Customer lifetime value: Increased by 2.3x
Beyond numbers, the brand secured a new level of predictability — turning one-time purchases into recurring revenue streams.
Why Subscribe & Save Is a Strategic Growth Lever
S&S isn’t just for CPG or grocery brands anymore. Categories like supplements, personal care, and pet supplies are now leading adoption.
For mid-to-large brands, the advantages include:
- Recurring revenue that smooths cash flow and forecasting
- Improved organic ranking from consistent sales velocity
- Lower ad dependency due to improved customer stickiness
- Stronger brand loyalty driven by repeat interactions
When optimized properly, Subscribe & Save becomes part of a flywheel — where ad efficiency, ranking, and LTV all rise in tandem.
Best Practices for Maximizing Subscribe & Save ROI
- Align price strategy with value perception.
Avoid deep discounts that devalue your product. Use small, tiered incentives tied to loyalty. - Use DSP retargeting for reactivation.
Reach customers who canceled subscriptions or went dormant. - Integrate S&S into your A+ and brand store.
Show the value proposition upfront to drive awareness and adoption. - Monitor delivery cadence analytics.
Identify “skip” behaviors early and re-engage with tailored offers. - Tie S&S metrics to your TACoS model.
Subscription-driven repeat purchases lower blended TACoS, giving room to reinvest in upper-funnel visibility.
Albert Scott’s Role in Subscription Growth
Our Amazon growth management framework connects creative, analytics, and strategy to deliver compounding returns.
For subscription-based brands, we:
- Audit current S&S setup and conversion flow
- Implement data-driven offer structures
- Sync fulfillment forecasts to projected subscription volume
- Integrate DSP and Sponsored Display for full lifecycle engagement
We don’t just activate Subscribe & Save — we engineer it for growth.
Ready to turn your Amazon sales into a predictable growth engine?
Request a Consultation
References
Amazon. “Subscribe & Save.” Amazon Help & Customer Service.
https://www.amazon.com/gp/help/customer/display.html?nodeId=200507020
Amazon. “Brand Analytics.” Amazon Seller Central.
https://sellercentral.amazon.com/analytics/brand-analytics/
Amazon Advertising. “Amazon Ads Help Center.”
https://advertising.amazon.com/en/help
Marketplace Pulse. “Amazon Marketplace Insights.” Marketplace Pulse.
https://www.marketplacepulse.com/amazon
Statista. “Amazon Grocery Sales in the United States – Statistics & Facts.”
https://www.statista.com/topics/8460/amazon-grocery-in-the-us/