Pillowflex Full Service Case Study
50% Sales Volume Increase
Total sales in 2023 showed a notable rise from the previous year, reflecting impactful growth
Pillowflex is a family-owned, Georgia-based company with over 35 years of experience. The business takes pride in its high-quality American manufacturing and its vision to distribute the best pillows in the country.
The company focuses on creating high-end products at affordable prices, with facilities that produce over 4,500 pillows daily. Pillowflex can also create custom pillows for clients in any size or style, including square, rectangular, or bolster.
The Challenges
Inconsistent Listing Quality
Listings suffered from incomplete or inaccurate product information, leading to weak organic search visibility and poor customer trust.
Untapped Advertising Potential
No cohesive advertising strategy was in place, resulting in missed sales growth and ineffective ad spend.
No Structured Launch Playbook
New product launches lacked a repeatable process, causing missed opportunities in gaining early visibility and market share.
Stranded Inventory Issues
Inventory was frequently stranded or delayed in fulfillment centers, leading to stockouts and lost sales.
Uncoordinated Ad Campaigns
Advertising efforts were disjointed across platforms, reducing overall campaign effectiveness and increasing ACoS.
Limited Buy Box Control
Pillowflex struggled to consistently win the buy box on key SKUs, impacting sales velocity and competitiveness.
Pricing and Listing Challenges
Frequent price adjustments caused loss of buy box ownership and fluctuating sales, compounded by inaccurate sizing information in listings.
Late Shipments and Account Health Concerns
Chronic late shipment issues caused increased account health risks and reduced seller credibility on Amazon.
Overstock and High Storage Fees
Excess inventory led to high storage fees, pressuring profit margins and requiring discounting strategies.
Complex Advertising Management
Balancing ad spend across Amazon PPC, DSP, and Google Ads lacked synchronization, limiting performance optimization.
Product Image and Content Deficiencies
Amazon rejection of images and lack of professional, engaging content weakened listing conversions and shopper trust.
- Full Service
- Catalog Management
- Listing Optimization
- New Product Creation
- Parentages
- Listing Reinstatement
- Amazon Social Posts
- Amazon PPC
- Amazon SEO
Amazon
Home Goods
+$10M
100-500
1381+ days since February 2022
Our Approach
In late 2022, My Amazon Guy began overhauling Pillowflex’s account by fixing catalog errors, improving brand representation, and auditing ad structures to set a strong foundation for growth.
- Initiated foundational SEO (Phase 3A/4) to target core keywords and improve organic search visibility
- Conducted comprehensive advertising and search term audits to identify and stop inefficient ad spend.
- Began diagnosing and fixing widespread catalog issues, including incorrect product parentage
- Published new A+ Content for key listings to improve conversion rates
- Edited and uploaded a new Brand Story to establish consistent brand messaging on the platform
- Started creating and posting Amazon Social content to engage followers
In 2023, the focus turned to content optimization and catalog management. We launched a full-funnel advertising strategy focused on profitability and developed a playbook for new product launches.
- Created and A/B tested new product images and videos to find the best-performing creatives and increase conversion
- Designed and deployed Premium A+ Content across the brand’s most important listings to better showcase product features
- Resolved complex parentage and variation issues to consolidate listings, which improved the customer shopping experience
- Monitored and fixed inventory errors and shipping issues to protect account health and reduce stranded inventory
- Refined and managed all advertising campaigns to focus on profitability by holding to a strict target ACOS and TACOS
- Developed and executed a launch strategy for new product lines, including building new listings and ad campaigns
In 2024, efforts focused on scaling revenue while protecting profit margins. We launched new product lines, planned marketplace expansion, and addressed high fees and operational challenges.
- Managed all ad spend to a strict TACOS target, ensuring that rapid sales growth remained profitable
- A/B tested product titles and main images to improve click-through rates and conversion.
- Prepared product listings for expansion into new retail channels, including Walmart and Target
- Explored Seller Fulfilled Prime and alternative fulfillment strategies to reduce high FBA storage fees on bulky items
- Launched new “Ocean Bound” and “Plush” pillow lines with a coordinated SEO, content, and advertising strategy
- Implemented “abandoned cart” email promotions to recapture lost sales and improve customer retention
- Addressed competitor copycats and intellectual property issues
In 2025, the strategy expanded to advanced off-platform ads and strong brand protection. We integrated Google Ads and DSP, managed overstock, and defended against fraudulent reviews.
- Launched and managed Google Ads campaigns that directed external traffic to the Amazon listings and a new Shopify site
- Deployed Amazon’s DSP (Demand-Side Platform) to target new-to-brand customers and retarget audiences off-Amazon.
- Coordinated professional photoshoots and video creation to resolve Amazon’s image rejections and improve listing conversion rates
- Applied for Seller Fulfilled Prime to gain better control over shipping times and reduce fulfillment costs.
- Actively monitored for and worked to remove “black hat” suspicious negative reviews to protect the brand’s reputation
- Managed overstock inventory from seasonal slowdowns by implementing targeted discounts and clearance strategies
Impact
50% Increase in Sales Volume Since 2022
Pillowflex’s total sales surged in 2023, marking a strong growth year with sales rising significantly over the previous year.
Strong increase in order value with exceptional ROAS
MAG’s strategic focus on ad efficiency produced a 9-to-1 Return on Ad Spend (ROAS), which is well above Amazon’s average, and also helped grow the average order value by 25%.
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