The business challenge
GoodSAM’s assortment spanned macadamias, Brazil nuts, chocolate, coffee, and other snacks. Those products had different demand patterns, conversion dynamics, and availability constraints. Scaling required a coordinated view of the assortment rather than a blanket increase in advertising.
The opportunity was to sharpen product stories, improve catalog and search relevance, invest behind products with demonstrated customer demand, and pace advertising and promotions against supply. Chocolate availability became a particularly important operational input.
Investment priorities and operating scope
The operating model connected merchandising, product selection, paid media, and availability. Investment decisions considered SKU-level demand, conversion, economics, and stock readiness.
- Hero-SKU focus: prioritized products with room to scale, including the 24oz macadamia format, Brazil nuts, and chocolate.
- Content investment: strengthened presentation, enhanced content, origin and benefit messaging, and pack-size clarity.
- Paid-media discipline: through August 2026, approximately $46K in Amazon ad spend generated $133K in ad-attributed sales, about 2.9× ROAS and 34% ACoS.
- Broader channel activity: work also included TikTok Shop affiliate and paid activity, pricing tests, and margin improvements. The dated revenue analysis on this page is Amazon-only.
The cross-functional strategy
1. Prioritize products using commercial signals. Used conversion, demand, and assortment data to identify hero SKUs and emerging opportunities. The 24oz macadamias were a major revenue contributor, with Brazil nuts and chocolate offering further potential.
2. Improve discovery and product clarity. Connected keyword relevance, PDP structure, imagery, A+ content, product attributes, and merchandising so customers could understand origins, benefits, product differences, and pack sizes.
3. Align media with economics and availability. Evaluated advertising alongside product-level performance, margins, conversion, and inventory. Paid media supported sustainable channel growth within the broader assortment plan.
4. Treat stock as a strategic input. Coordinated promotional and advertising activity around the chocolate restocking period. Chocolate returned to stock September 15. Average daily channel sales were approximately $1,830 in early September and $2,204 afterward; that movement reflects overall channel performance, not an isolated restock experiment.
The dated Amazon results
| Period | 2025 sales | 2026 sales | YoY |
|---|---|---|---|
| Q1 / Jan–Mar | $115.4K | $165.1K | +43% |
| Q2 / Apr–Jun | $139.8K | $215.2K | +54% |
| Q3 / Jul–Sep | $94.8K | $130.6K | +38% |
| October 1–7 | $7.7K | $20.5K | +166% |
| January 1–October 7 | $357.7K | $531.4K | +49% |
The channel produced approximately $173.7K in additional revenue over the comparable 2025 period. By September 2026, Amazon revenue had exceeded the entire 2025 total of approximately $476K.
Where momentum showed up
- September: $60,883 in revenue versus $30,005 a year earlier, approximately +103%. Orders increased from 766 to 2,076, approximately +171%.
- October 1–7: $20,520 in revenue versus $7,704, approximately +166%. Orders increased from 213 to 684, approximately +221%.
- High-converting products: 24oz macadamias showed 31–34% conversion in July/August; Brazil nuts reached approximately 46–48% in June/July.
- Paid-media measurement: approximately $46K spend and $133K attributed revenue through August, alongside overall channel and SKU performance.
A separate, broader 2025–2026 result reported in my career history is +74% year-over-year growth across Amazon and TikTok Shop. It has a different channel scope from the dated +49% Amazon comparison above.
What this demonstrates
Scaling an emerging CPG portfolio means coordinating what the brand says, which products receive investment, how media supports demand, and what the supply chain can deliver. GoodSAM illustrates an assortment-led, inventory-aware growth model with commercial measurement across products and reporting periods.