The Challenge
Hospitality / travel category on Amazon is unusual — most SKUs are accessories (luggage, travel gear) with strong seasonal patterns. The category has lower NTB% than D2C food/personal-care, but higher AOV. The brief: sustain ROAS through seasonality without overspending in pre-peak periods.
Why the name is withheld
Client identity protected under NDA. Numbers come from the live Amazon Ads account.
What we did
1. Seasonal pre-pacing
Travel/hospitality demand spikes around long-weekend windows (Independence Day, Diwali, year-end). Budget pacing rules pre-loaded these windows by 2 weeks. Most agencies land mid-event when budgets cap; we ran into peak with full coverage.
2. AOV-tier separation
Premium SKUs (₹2,000+) and budget SKUs (₹500–800) needed different ACOS targets. ScaleSkus applied the right rule to each tier — premium tier got more aggressive bids matched to higher conversion value.
3. Off-season holding patterns
During slow months, account ran in defence-only mode — protecting branded search at sub-8% ACOS while pausing discovery campaigns. Saved budget compounded into the next pre-peak window.
Result
- Blended ROAS: 4.44×
- Total Amazon revenue: ₹2.32 Cr
- Ad-attributed sales: ₹1.21 Cr
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Result
4.44× ROAS sustained. ₹2.32 Cr total Amazon revenue at ₹1.21 Cr ad-attributed sales. Seasonal pre-pacing prevented the typical category 'land mid-event' problem.
4.44×
Blended ROAS
₹2.32 Cr
Total Amazon Revenue
₹1.21 Cr
Ad-Attributed Sales
Travel Accessories
Category
Under NDA
Client Name
Live ad account
Data Source