Ep 552: How to Use Amazon as Part of a Unified Growth Strategy

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In this episode of the DTC Podcast, we sit down with Rob from Pilothouse to break open how to view Amazon not as a silo, but as an integral part of your unified growth engine.

You’ll get tactical guidance on:

How to compute real contribution margin per SKU, accounting for FBA fees, fulfillment, packaging leakages

Why seemingly small tweaks (like packaging size) can move you down a fee bracket

The key metrics you should track (share of impressions, add-to-cart share, purchase share) to validate “loss-leading” campaigns

How to effectively attribute DTC ad spend lift into Amazon growth

When Amazon DSP (streaming / video) is worthwhile — and how to measure its downstream impact

How to optimize listings for AI assistants (e.g. “Rufus”) with backend attributes, FAQ content, and enriched metadata

Why listen?

If you manage paid acquisition across DTC + Amazon and feel like margin is slipping

If you want to build a strategy that doesn’t cannibalize your own channels

If you’re curious how Amazon DSP / AI assistants can realistically contribute to growth

Timestamps

00:00 – The Data Problem on Amazon

02:00 – How to Acquire Net-New Customers on Amazon

05:00 – Protecting Brand Integrity and Competing on Premium Terms

07:00 – Building Growth Strategies and Keyword Intent

10:00 – Balancing Paid vs. Organic Rank and Profitability

12:00 – Understanding Amazon Fees and Margin Optimization

15:00 – Amazon’s Role in a Unified Growth Strategy

17:00 – Leveraging Amazon DSP and Streaming Ads

19:00 – Measuring Meta’s Impact on Amazon Performance

20:00 – Optimizing for Rufus and the AI Search Shift

Hashtags

#AmazonAdvertising #EcommerceGrowth #DTCPodcast #AmazonStrategy #MarketplaceOptimization #Pilothouse #AmazonDSP #RetailMedia #EcommerceMarketing #UnifiedGrowth

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