9 de April de 2026
When Abarnom arrived to us, they didn’t have a “bad” account on Amazon. They had something more dangerous: an account that was working, but far below its true potential.
The brand was selling, yes, but it did so with several structural limitations that were hindering its growth:
Excessive Dependency on Spain: Most of the turnover was concentrated in the Spanish marketplace, while the rest of Europe was barely addressed. This converted a brand with pan-European potential into a business that was too local for what it could truly become.
Poorly Developed SEO and Under-optimized Listings: The catalog was not leveraging its full organic positioning capacity. There was a clear margin for improvement in titles, content structure, variation families, and adaptation per marketplace.
Overly Conservative Advertising: Advertising investment was minimal for the volume and type of product; during the year prior to our entry, the account had barely invested in Amazon Ads. This limited both demand capture and the speed of the catalog’s growth.
A “Wait-and-See” Mentality: One of the most important points of the diagnosis was realizing that Abarnom had a much more technical and professional logic than the traditional client. However, the account was not structured to capture that niche strategically.
Lack of Ambition in Stock and Expansion Operations: As occurs in many projects, the bottleneck was not just marketing; it was also the capacity to accompany growth with stock, international vision, and a structure prepared to scale.
In other words, Abarnom didn’t have a survival problem; it had an under-execution problem. They had the product, but not the structure that their potential demanded.
That was the starting point: transforming a correct account, centered in Spain and with contained growth, into a brand capable of expanding across Europe, dominating its subcategory, and turning Amazon into a much larger, solid, and profitable business line.
One full year prior to joining us
From the start, the objective with Abarnom was not simply to “sell more,” but to build an Amazon account that was much more solid, scalable, and aligned with the brand’s true potential.
The strategic objectives were five:
Increase the total turnover of the account profitably: Growth was not sought at any price, but rather to increase sales while maintaining a healthy margin structure, controlling advertising, and consolidating business profitability.
Reduce dependency on the Spanish marketplace: One of the major goals was to turn an account excessively concentrated in Spain into a much more balanced operation at a European level, taking advantage of markets such as France, Germany, and Italy.
Improve the organic positioning of the complete catalog: The work was not planned only for a few specific products, but on the global structure of the catalog: SEO optimization, creation of variation families, and listing improvements to reinforce visibility and conversion across all key marketplaces.
Activate Amazon Ads as a real growth lever: The account came from very low advertising investment. The objective was to professionalize advertising, increase the budget intelligently, and turn Amazon Ads into a growth accelerator, not a simple defensive expense.
Align the account with its natural customer profile: B2B / Amazon Business: Since the beginning, we detected that the product had a much clearer affinity with the professional buyer than the final consumer. Therefore, one of the objectives was to adapt the strategy to capture business customers, improve the proposal for Business accounts, and reinforce the weight of the B2B channel within the business.
Prepare the operational structure to sustain growth: As sales rose, it was going to be essential to accompany demand with stock, forecasting, and investment. For this reason, another key objective was to build a close collaboration between both teams so that commercial and logistical growth went hand-in-hand.
In summary, the real objective was not just to optimize an isolated account, but to transform Abarnom into a stronger, more profitable, and better-positioned pan-European brand within Amazon.
The strategy with Abarnom was not based on an isolated action, but on execution in stages, adapted to the real moment of the account and the level of operational commitment the client could assume at each phase.
Initial diagnosis and redefining the focus: The first thing was to understand what type of business we had in front of us. From the start, we detected that Abarnom did not fit an impulsive consumption logic, but rather a pattern much closer to professional clients, recurring purchases, and the B2B / Amazon Business environment. Based on this, the approach was redefined: it wasn’t about selling to everyone, but about connecting better with a professional buyer profile.
Total optimization of the catalog in Spain: The first phase of work focused on Spain, which was the main marketplace and where the largest part of the demand was. In this stage, work was done intensively on: SEO optimization of all listings, family and variation structuring, content improvement, creation of variation families, and professionalizing A+ Content. The idea was simple: before opening the tap, the catalog had to be in condition to convert at the highest level.
Activation of more ambitious and profitable advertising: Once the organic base was strengthened, we began working on a much more serious advertising structure. The account went from a “wait-and-see” mentality to a scaling mindset. In this phase, an Amazon Ads structure was designed from scratch where ads served to: capture more demand, defend the brand with higher performance, accelerate positioning, and increase sales without losing control of ACOS.
International expansion with criteria: With Spain already well-worked, we began to develop the rest of the European markets with real potential. We opened France and Italy, where the client already had VAT numbers, and later joined Germany, even before having a local logistical structure, because the data clearly showed that the brand deserved an investment there. In parallel, SEO was adapted for each marketplace so that each country did not depend only on advertising, but also on a strong organic base.
Real synergy with stock and operations: At the pace of the project, a key point arrived: to continue growing, it wasn’t enough to improve listings or campaigns. A commitment to stock was needed. This led to a much deeper collaboration between both teams, including: inventory tracking, stock investment decisions, replenishment decisions, and preparing for higher peaks based on real operational capacity. That was where the project moved from just “Amazon management” to becoming a shared business strategy.
Category dominance and pan-European consolidation: Over time, the work of SEO, advertising, and stock began to generate a snowball effect. The brand no longer just sold individual products but began to dominate its subcategory, placing multiple references in high-ranking positions. This resulted in a very strong defense of the account, even against low-cost competitors that attempted to enter aggressively.
Advanced focus on Amazon Business and Brand Analytics: In the most mature phase of the project, a more sophisticated strategic layer was added: use of Brand Analytics to understand search patterns and purchase behavior, specific B2B focus to reinforce B2B / Amazon Business sales, and taking advantage of the Business / B2B Central environment. This allowed reinforcing the natural customer profile of Abarnom and strengthening the professional channel weight within the total growth.
Preparing for the next frontier: With the pan-European operation already consolidated, the strategy enters a new phase: preparing the jump to Amazon United States with stock, building upon everything built so far. The method is the same as the beginning: optimize first, expand later, after having finally prepared the internationalization for the next level.
First year of account management
The agency’s second year in operation
The agency’s third year in operation
The fourth and current version, with 10 days remaining until its expiration
Overview of gross revenue by calendar year and profits after all associated costs, including agency and personnel expenses
+400% increase in business turnover.
+300% increase in profits (including agency fees).
+40% Average Interannual Growth.
The results of Abarnom are not explained by a specific peak, but by a solid evolution during several years, with growing turnover, international consolidation, category dominance, and an increasingly solid structure in Amazon Business.
1. Global growth of the business on Amazon: The account started with a base from a year with:
€145,936.90 in gross turnover.
€141,265.81 in net income after refunds.
€32,601.00 in profit.
23% margin.
5,181 units sold.
Investment of approximately €750 in advertising for the whole year.
From there, the evolution was:
First year of management: €262,400.71 in gross revenue and €48,420.00 in profit.
Second year of management: €338,900.49 in net income and €57,233.00 in profit.
Third year of management: €538,282.00 in net income and €90,297.00 in profit.
Current stage in progress: around €591,417.00 in net income and €102,906.00 in profit.
In other words: Abarnom went from being a well-run business, focused on Spain but with limited growth, to an Amazon operation several times larger in scale and already generating very substantial profits.
2. Scaling clearly in units sold: Growth was not only in euros, but also in sales volume:
From 5,181 units sold the year of our entry.
to 9,451 units in the first year.
to 12,770 units in the second year.
to 19,958 units in the posterior stage.
Up to reaching 21,104 units in the most recent stage.
This confirms that it was not only a higher average ticket, but an expansion of real demand and the presence of the complete catalog.
3. Much more powerful advertising without losing efficiency:
One of the most important changes was turning Amazon Ads into a real growth lever. Before our management, advertising was practically unused; the total annual investment had been only €750. The structure was professionalized and investment was increased as the business was prepared to absorb it.
First year: €7,610 invested in PPC, €65,226 in attributed sales, 12% ACOS.
Second year: €15,123 invested in PPC, €123,821 in PPC sales, 12% ACOS.
Third year: €36,417 invested in PPC, €256,566 in PPC sales, 14% ACOS.
Latest stage: €40,098 invested in PPC, €245,970 in attributed sales, 16% ACOS.
And here is a key fact: despite the increase in advertising investment, the business continued to maintain a very healthy organic weight. There was no “buying” growth; growth was created, thus building a strong account.
4. Organic dominance of the catalog:
During the whole process, the brand maintained a very powerful organic base:
77% of units sold were organic in the first year of growth.
71% in the following.
63% in the heavy expansion stage.
70% in the most recent stage.
This is especially important because it shows that the work was not limited to “putting more ads,” but to reinforcing the SEO base, variants, positioning, and brand authority.
5. Subcategory dominance:
One of the most important milestones of the project was that Abarnom stopped competing by product and began to dominate its category. In one of the key moments of the project, the brand reached following positions:
#1 in the main subcategory.
#4 in the secondary subcategory.
#10, #15, #25 and several others within the same top 100
Internal tracking showed that around 14% of the top 100 in its main subcategory came to consist of its own products.
That means one very simple thing: Abarnom ceased to be just another seller and became a key brand within its niche.
6. Real pan-European expansion: The account stopped depending on Spain to build an increasingly stronger presence in Europe, especially in:
Spain
France
Germany
Italy
For example, after having the organic base in Spain, France and Italy were reinforced, improving the figures. Later, Germany was strongly joined to enter a market that clearly needed to be bet on more strongly. The result was not a generic internationalization, but a real diversification of the business.
7. Consolidation of the B2B channel / Amazon Business:
Another of the great victories was confirming a fact we detected from the beginning: Abarnom had a technical and professional client profile. In the most recent B2B report, the weight of Amazon Business is very relevant:
Additionally, the B2B client showed an even higher average ticket than B2C, reinforcing the whole business logic behind the strategy.
8. Real profitability with real numbers:
The project margin is not “glossed over.” In the account’s profitability, the following are already being counted:
Storage costs in Abarnom’s warehouse.
Agency fee fee.
Pan-European logistics costs.
Even the variable commissions agreed upon by turnover increase.
9. Resilience against aggressive competition:
Despite the growth, the brand has not grown in a placid environment. It has had to defend its position against low-cost competitors that have tried to enter aggressively. Even so, the organic focus, listing structure, and the built brand have allowed maintaining leadership even when the “easy” path would have been a price war.
Gemma Monrabà
CEO at Abarnom
APConsultify is a very professional agency, always involved and committed to the project as if it were their own. Their way of working conveys closeness, optimism, and a decisive attitude that gives a lot of peace of mind. It is easy to communicate with them, they quickly understand the needs and look for practical and effective solutions. Without a doubt, they have been a key support in the growth of our Amazon channel. Highly recommended!
The Abarnom case demonstrates a truth that many sellers discover too late on Amazon: it’s not only about having a good product, it’s about building a system.
If Abarnom had continued as it was (an account without SEO optimization, without advertising, and focused only on Spain), today it would be a brand with a lot of potential blocked. Instead, it understood that when a brand committed to optimization, stock, international expansion, and strategic patience is combined, Amazon stops being a secondary channel and becomes a real growth asset.
In Abarnom there was no miracle. There was a very clear sequence:
Catalog and SEO optimization.
Professionalized advertising.
Replenishment and logistical decisions were corrected.
Later category dominance was consolidated.
And finally, the strategy was shifted toward professional and Amazon Business. The result was not just selling more. The result was transforming the business.
The takeaway for any brand that reads this case is simple: If on Amazon you only think about ads, you fall short. If you think about SEO, stock, international structure, B2B client, and brand vision, you can dominate an entire category.
Abarnom is not a case of “we increased sales.” It is a case of how a brand goes from being present on Amazon to becoming a reference within its market.
Strategies and tips to take your sales to the next level.
