Dianne’s Custom Candles: $30K → $700K on Amazon in 5 Months
How a single-operator growth engine—Jungle Scout research, new fragrance launches, premium packaging, review automation, and FBA + LTL logistics—drove breakout e-commerce momentum and Top 10 category status.
Scaling Dianne’s Custom Candles to $700K in 5 Months on Amazon
In a crowded home fragrance market, Dianne’s Custom Candles needed to break through on Amazon—one of the most competitive e-commerce channels. By building an integrated marketplace engine across product research, fragrance launches, packaging, advertising, FBA logistics, and operations, sales accelerated from $30K to $700K in just five months.
Winning the Category with Data-Led Product Strategy
Category entry focused on measurable demand and whitespace. Jungle Scout research informed fragrance profiles, price points, and packaging that aligned with search trends and conversion patterns.
- Jungle Scout analysis: Identified keyword clusters, seasonality, review gaps, and pricing lanes.
- SKU roadmap: Launched new fragrances and variations tailored to high-intent queries and gifting spikes.
- Ranking strategy: Built velocity with ads, reviews, and in-stock coverage to secure Top 10 category placement.
Faster organic lift and bestseller momentum as listings matched proven buyer intent.
Packaging, Presentation, and Reviews that Convert
On Amazon, conversion is earned through clarity and trust. Packaging, storytelling, and social proof were treated as performance levers—not afterthoughts.
- Packaging & labels: Designed premium labels, boxes, and compliant inserts for a standout unboxing experience.
- Creative assets: Directed photo shoots; produced hero images, infographics, and A+ content.
- Review automation: Implemented flows to capture authentic feedback and sustain ranking velocity.
Sponsored Products, Brands, and Display—Tuned Daily
Advertising accelerated discoverability and compounded with organic rank gains. Budgets and bids were managed to balance aggressive growth and efficiency.
| Campaign | Focus | Impact |
|---|---|---|
| Sponsored Products | High-intent keywords; ASIN targeting | Consistent traffic to new SKUs |
| Sponsored Brands | Brand store spotlight; headline messaging | Lifted AOV & multi-SKU baskets |
| Display/Retargeting | Viewed-but-not-bought audiences | Recovered demand; stabilized rank |
FBA, LTL Logistics, and Inventory Orchestration
Operations ran in lockstep with marketing to prevent stockouts and protect ranking. The full chain—from production to FBA—was coordinated daily.
- FBA management: Forecasting, replenishment, and shipment creation for Amazon fulfillment centers.
- LTL coordination: Booked and managed palletized freight to meet delivery windows.
- Inventory control: Balanced warehouse stock vs. FBA to sustain buy box and click-share.
- Manufacturing sync: Scheduled production with ops; ensured QA and fragrance lab standards.
Marketing, ads, creative, packaging, logistics, and QA were directed by one owner—enabling speed and accountability.
Measured Results
What Drove Breakout Growth
- Speed + iteration: Frequent SKU launches and bid optimizations compound rank.
- Customer experience: Packaging, inserts, and reviews convert clicks into loyalty.
- True cross-functionality: Marketing, production, and logistics moved as one system.
- Data-led roadmap: Jungle Scout signals and review analysis informed every decision.
Explore how Dianne’s Custom Candles scaled from $30K to $700K and became a Top 10 Amazon category retailer.
