Upriver Ecommerce started working with Soul & Scents, one the largest exporter of Essential Oils and Luxury Fragrance products to improve sales on Amazon.in keeping profitability in mind.

This resulted in a 300%+ growth in sales and becoming a category bestseller within 2 months of Upriver taking over the operations and marketing for the brand.

Initial Situation

  • The Reed diffuser, which is their flagship product, registered stagnant sales for quite some time
  • The brand was unable to bring additional revenue and grow Amazon BSR
  • Our internal audits revealed that the listing ranked 4/10 compared to competitors in the market
  • There was no assigned POC to strategically leverage amazon advertising in brand’s benefit to create top of mind share and grab sales from bottom of funnel customers


  • Lack of awareness about natural home based fragrances except in big cities, limiting brand’s growth potential
  • High CPCs’ for generic keywords in the market, creating a negative impact on profitability

Upriver Strategy

Content Strategy

  • We overhauled the entire listing right from Title, keywords, bullets and description with the intent of educating the consumer about the product and positioning the products as an alternative to chemical based room freshners.
  • Creative overhaul to rightly position the product by using all the available options including A+ content, listing videos, infographics etc.

Listing Changes

  • Combine all the variations under 1 parent to combine reviews and create a better customer experience to further drive higher conversion rates.
  • Bundled options were offered to buyers at a discount to increase ASP and margins

FBA & Inventory management

  • Advised to stock in Delhi and Bangalore FBA locations apart from Maharashtra. For this, we listed the product from Upriver’s account and stocked high selling units. As Amazon uses geo tagging to show the nearest products to the customer, the products got an instant 25%+ sales lift.
  • Streamlined the FBA appointment process by setting a schedule of sending weekly FBA restock summary based on sales velocity improving the instock rate to 99% on all locations with no inventory of more than 45 days.


  • Drove Top of search domination strategy across a few set of keywords to dramatically increase organic rank in a short period of time.
  • Strategically increased budgets across sponsored products and video ads to improve RoAS and drive profitability


Category bestseller within 2 months of working with Upriver

Within two months of working with Upriver, Soul & Scents got the Amazon Bestseller tag and saw a sales jump of more than 300%.

We are now working with Soul & Scents on launching more categories to drive additional revenue growth.

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