SKINBRO — Men's Skincare Amazon DE Launch & Growth
SKINBRO
Challenge
SKINBRO is a men's skincare brand manufacturing its products in Germany, selling on Amazon.de with a focused range of vegan, dermatologically-tested face care sets and serums. As a small-business brand competing in a crowded category, the challenge was to build profitable organic rank and a contribution-positive PPC structure without burning budget on discovery terms with low conversion.
Approach
We ran a full listing audit and rebuilt the catalogue with Rufus-optimised attribute structure targeting problem-oriented men's skincare queries. Premium A+ Content was created for the hero Face Care Set and Anti-Pimple Serum, anchoring brand credibility on the "Made in Germany" and "dermatologically tested" claims. PPC was structured from the ground up on a contribution-first basis, eliminating irrelevant broad terms and focusing budget on high-intent, in-category searches. Results to be confirmed by client.
The situation
Aggregators acquire brands for their Amazon fundamentals — established rank, review velocity, repeat-purchase behaviour. What they often inherit along with those fundamentals is years of operational debt: reimbursement claims never filed, inventory policies set for growth not profitability, PPC structures built to hold rank at any cost. This portfolio was a textbook example.
What the audit found
Before we moved anything, we ran a full cross-portfolio margin audit:
- FBA reimbursements: 18 months of lost and damaged units across three accounts, never claimed. Total recoverable: €94,200. Filed in full within 60 days.
- Aged-inventory exposure: Five SKUs in the home category had been sitting in FBA for 200+ days, triggering the 181-day surcharge at scale. Monthly cost: €8,200. Fix: coordinated removal order + liquidation + revised restock model.
- Negative-contribution SKUs: Five products were consuming 38% of total ad spend and generating negative net contribution after fees. They were ranking, but the revenue they generated cost more to acquire than it was worth.
The restructure
We treated the three brand accounts as a single portfolio, not three separate clients:
- Unified contribution reporting — one weekly dashboard showing net contribution by ASIN across all three accounts. No revenue vanity. The aggregator’s finance team had the same view we did.
- Inventory restructure — removal orders, revised FBA inbound quantities, and a restock model calibrated to 60-day cover rather than 120-day.
- Ad restructure — contribution-first bid logic across all campaigns. Loss-making SKUs had ad spend eliminated entirely until the unit economics were fixed at the listing and pricing level.
- Listing hygiene pass — all 22 SKUs audited against Rufus discoverability requirements; 14 required attribute updates.
By month nine, portfolio net contribution had improved by €480K on an annualised basis. The aggregator used the case as a template for two further acquisitions.
RELATED WORK
