Nativa SPA by O Boticário

Nativa SPA's Amazon Revenue Grew 287% in 6 Months

We transformed a global beauty powerhouse’s underperforming Amazon presence, optimizing listings across 13 SKUs, restructuring their catalog strategy, and overhauling advertising, driving organic sales up 312% and cutting TACoS from 19.2% to 7.8%.

Increase in Revenue 287%

Organic Sales Growth 312%

Reduction in TACoS 59.4%

Brand Overview

Industry: Beauty & Personal Care

Category: Body Oils & Body Lotions

Location: Brazil (Grupo Boticário HQ) — Selling in United States

Engagement Start: February 2024

Amazon Storefront: Nativa SPA

Company Profile: Part of Grupo Boticário — one of the world’s largest beauty conglomerates with billions in annual revenue, 4,000+ retail locations across 50+ countries, and a portfolio of nine beauty brands. Nativa SPA is their flagship body care line, known for its proprietary 100% pure quinoa oil formulation.

O Boticário is a household name in Brazil and a growing force in global beauty. Their Nativa SPA line — enriched with purified quinoa oil and boasting vegan, cruelty-free formulations — had all the ingredients for Amazon success: a premium product, strong brand equity, and loyal customers worldwide.

But on Amazon U.S., the story was different. Despite strong review counts (2,800+ on their top body oils, 1,500+ on lotions) and a solid 4.4-star average rating, Nativa SPA was leaving significant revenue on the table. Their catalog was underoptimized, their advertising lacked structure, and their lotion line was dramatically underperforming relative to their oils — with BSR rankings 3–4x weaker despite comparable product quality.

Growth Mode stepped in to turn Nativa SPA’s Amazon presence into a channel worthy of a billion-dollar beauty brand.

The Results

Revenue Increase

Organic Sales Growth

TACoS Reduction

Lotion Category Turnaround

The Challenges

Before working with Growth Mode, Nativa SPA faced several critical obstacles on Amazon U.S.:

Massive Performance Gap Between Product Lines Nativa SPA's body oils were performing reasonably well, ranking in the top 100–130 in the Oils subcategory. But their body lotions — which represented half the catalog — were buried, sitting at BSR 630–730 in the Lotions subcategory. The lotion line was generating a fraction of the revenue despite similar quality and pricing ($29–$31 per unit). This imbalance meant the brand was only monetizing half its potential.
Catalog Disorganization & Cannibalization With 13+ active ASINs across oils and lotions, the catalog lacked a coherent parent-child structure. Multiple listings for similar scent variants (Plum vs. Black Plum, for example) created internal competition, splitting traffic and confusing customers. Refill packs were listed separately without clear cross-selling pathways, leaving money on the table.
Declining Sales Trends Across the Board Nearly every product was showing negative 90-day sales trends — some as steep as –81%. Despite strong reviews and a premium brand reputation, the listings were losing momentum. Without intervention, the brand was on a trajectory toward irrelevance in the U.S. market.
Competing Against Established U.S. Beauty Brands On Amazon U.S., Nativa SPA was competing against deeply entrenched body care brands with massive ad budgets and established organic rankings. As an international brand less well-known to American consumers, Nativa SPA needed to work harder to earn every click and conversion.
Underleveraged Brand Story Nativa SPA's key differentiators — proprietary quinoa oil formulation, vegan and cruelty-free credentials, made-in-Brazil premium positioning — were not effectively communicated in their listings. The brand story that drives loyalty in Brazil wasn't translating to the Amazon U.S. shopper

The Strategy & Execution

Growth Mode deployed a comprehensive, multi-phase strategy to reverse declining sales and unlock Nativa SPA’s full Amazon potential.

Catalog Restructuring & Parent-Child Optimization

We reorganized the entire catalog to eliminate internal cannibalization.
Body oils were consolidated under optimized parent-child variations grouped by scent, making it easy for shoppers to browse the full range without bouncing between separate listings. The same structure was applied to the lotion line.
Refill packs (like the Plum Body Lotion Refill) were strategically linked to their full-size counterparts, creating natural upsell and replenishment pathways.

Listing Overhaul Across All SKUs

Every listing was rebuilt from the ground up:

Titles were rewritten to lead with high-volume keywords while preserving brand identity.
Bullet points were restructured to emphasize the quinoa oil differentiator, vegan/cruelty-free positioning, and sensory benefits (fragrance, texture, absorption).
A+ Content was redesigned to tell the Nativa SPA brand story — from Brazil's biodiversity to the science behind quinoa oil — converting browsers into believers.
Backend search terms were fully optimized to capture long-tail queries in the body care space.

Lotion Line Rescue Strategy

The lotion line required special attention. We identified that the core issue wasn’t product quality — it was discoverability and positioning. We:

Rewrote lotion listings to differentiate them from the oil line rather than competing with it.
Positioned lotions for different use cases (daily moisturizer vs. post-shower treatment) to capture distinct search intent.
Launched targeted ranking campaigns on high-volume lotion-specific keywords to lift BSR from the 630–730 range toward parity with the oil line.

Advertising Restructuring for Efficiency & Scale

We rebuilt the entire advertising architecture:

Branded defense campaigns protected Nativa SPA's own search traffic from competitors.
Category conquest campaigns targeted high-intent keywords in body oils and body lotions.
Product-targeting ads placed Nativa SPA on competitor listing pages, leveraging the brand's superior review ratings.
Bid optimization was implemented to eliminate wasted spend on non-converting terms while aggressively scaling high-ROAS keywords.

Leveraging Social Proof at Scale

With 2,800+ reviews on the oil line and 1,500+ on lotions, Nativa SPA already had a strong foundation. We ensured this social proof was maximized by:

Brand Storytelling & Premium Positioning

We leaned into what makes Nativa SPA unique in the U.S. market:

Emphasized the "Made in Brazil" origin story — tapping into growing consumer interest in international beauty brands.
Highlighted the proprietary 100% pure quinoa oil with claims like "30x more omegas than coconut oil" directly in listing copy.
Positioned the brand as an accessible luxury — premium quality at a $29–$31 price point that undercuts prestige competitors.

The Outcome

Total revenue increased by 287% within 6 months.
Organic sales grew by 312%, dramatically improving profitability.
TACoS was reduced from 19.2% to 7.8%.
The lotion line's BSR improved by 79.2%, narrowing the gap with the top-performing oil line.
Declining sales trends were reversed across the entire catalog.
Advertising efficiency improved with a 31.4% reduction in ACOS while scaling spend.

By combining deep catalog restructuring, precision listing optimization, and a disciplined advertising strategy, Growth Mode transformed Nativa SPA from an underperforming international brand into a competitive force in Amazon’s U.S. body care category — building a foundation for sustained, profitable growth.

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