Breaking Ground in Europe
Primal Harvest is a premium supplement brand that creates high-quality, naturally formulated health products that enhance wellness holistically. Their products are made in the USA with premium globally sourced ingredients and are third-party laboratory tested to ensure safety, quality, and purity.
The company’s ambitious next step in growth was to expand into the Amazon EU Markets.
They knew they would be lost without an experienced team to navigate the complexities of European marketplaces. This is why they contacted our agency for full account management.
Market Strategy and Implementation
Primal Harvest’s expansion into European markets demanded a full spectrum approach to product launch and optimization.
We started with a thorough market analysis and research. Then we strategically planned how to introduce a comprehensive product portfolio across three major marketplaces: Germany, France, and Italy.
After its launch, the Collagen MCT product quickly became a market leader, reaching top positions in its category within only 30 days. This rapid ascent demonstrated Primal Harvest's ability to compete effectively in an established market.
The PPC strategy balanced defensive and expansive measures.
- Cost Efficiency:
By carefully managing and optimizing the balance between branded and non-branded campaigns, the client avoided unnecessary duplication of advertising costs. - Targeted Exposure:
Branded campaigns protected the brand from competitors on Amazon, while non-branded campaigns attracted new customers actively searching for relevant products. - Increased ROI:
By allocating ad spend effectively, we have achieved an improved return on investment by capturing both brand loyalists and new customers within their target market.
This strategic division delivered optimal returns while protecting the brand's growing market position. The data showed consistent improvement in advertising efficiency throughout the campaign period, with non-branded initiatives driving significant new customer acquisition.
Amazon Regulations
European regulatory compliance posed initial challenges with category product policy requirements and ungating. (An ungated category is a specific product that is legal to sell, allowable for FBA sellers to list, and has gone through the steps to obtain permission from Amazon, which moves it from gated to ungated).
Our customized Plan of Action resolved these issues quickly and not only restored product accessibility but strengthened Primal Harvest's market position.
Market-Specific Optimization
Each product listing underwent comprehensive localization tailored to cultural nuances in Germany, France, and Italy. For the German market, product descriptions emphasized scientific credibility and ingredient transparency. The French listings focused on natural wellness benefits and lifestyle integration. Italian marketplace content highlighted quality and tradition. This localization included market-research-backed keyword optimization, ensuring products appeared in local search patterns. Product benefits were reframed to align with each market's unique health and wellness priorities while maintaining consistent brand messaging across all territories.
The German market, for example, saw enhanced technical specifications and certification details prominently featured. French listings incorporated more lifestyle-focused imagery and benefit descriptions, while Italian product pages balanced tradition with innovation in their messaging. This strategic adaptation contributed significantly to marketplace acceptance and consumer trust in each region.
This localization strategy proved especially effective for the Collagen MCT product, which quickly gained traction in each market through regionally optimized search terms and culturally resonant benefit descriptions.
Growth and Impact
Within eight months, Primal Harvest established a strong market presence across three EU territories, achieving significant monthly revenue in the German market alone. The successful EU expansion validated our systematic approach to market entry, creating a strategic framework for future growth.
This transformation from market entrant to an established player in the European supplements category illustrates the power of combining local market expertise with strategic brand management. The case provides valuable insights for brands considering European market expansion, particularly in highly regulated categories where compliance and cultural adaptation play crucial roles in success.
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