Amazon and DTC agency for home goods brands.
FBA economics that actually work for bulky items, lifestyle creative that closes the consideration loop, and storefront builds for buyers who stack-shop.
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NORTHWIND
lumen.co
Marlow & Field
VOLTA
Kinship®PARALLEL/06Heritage GoodsOAKLINEHome goods loses more money to logistics than to bad bids.
Oversize fees, dimensional weight, inbound mistakes, and returns can swing a SKU from 30% margin to 5% margin overnight. Most agencies optimize ads on top of broken FBA economics. We fix the economics first.
- Dimensional weight not modeled, so FBA fees consume 40%+ of revenue on bulky items
- Inventory cover ignored, leading to oversize storage fees that wipe Q4 margin
- Returns at 15–25% with no Liquidations or Grade & Resell program
- FBM not used where it would outperform FBA on margin
- Listings missing dimensional callouts, driving 'didn't fit' returns
- Storefront non-existent or generic, despite home goods buyers stack-shopping more than any other category
Fix the economics, then scale the demand.
Logistics-first, then listings, then ads, then retention. In that order. Skipping the logistics layer means scaling at a loss.
FBA economics modeled per SKU
Dimensional weight, oversize tier, inventory cover, and return rate modeled per SKU. FBA vs. FBM evaluated. Liquidations, Grade & Resell, and 3PL options compared on real unit economics.
Lifestyle creative for consideration shoppers
Room-context and styling imagery. Demo and before/after video for TikTok and Sponsored Brands. UGC and creator content for paid social. Home goods buyers need to see it in use.
Storefront for stack-shoppers
Strong brand storefront with collections, styling guidance, and 'shop the look' navigation. The storefront is the consideration tool — it's where home goods buyers actually decide.
What we deliver for home goods brands.
- FBA vs. FBM unit-economics model per SKU
- Dimensional weight and oversize fee audit
- Liquidations and Grade & Resell program setup
- 3PL evaluation for FBM and oversize items
- Inventory planning with seasonal demand modeling
- Listings with dimensional callouts and styling context
- Lifestyle and room-context photography direction
- Sponsored Brands video and TikTok demo content
- UGC and creator roster for paid social
- Storefront design with collections and 'shop the look'
- Klaviyo flows tuned to consideration cycles
- International marketplace evaluation
How we engage with home goods brands.
Logistics & economics
Unit economics fixed before media moves.
- FBA vs. FBM model per SKU
- Dimensional weight audit
- Liquidations program setup
- 3PL evaluation
- Inventory cover plan
Demand
Listings, creative, and ads scaled with healthy margins.
- Listings rebuilt with dimensional context
- Sponsored Brands video and TikTok creative
- Meta paid social scaled
- Storefront live
- Klaviyo flows built
Compound
Seasonal launches, international, and retention.
- Seasonal launch calendar
- Creator and UGC pipeline
- International marketplace launches
- Quarterly logistics review
- LTV cohort analysis
Questions buyers actually ask.
What's the biggest challenge for home goods on Amazon?+
Dimensional weight and FBA fees. A bulky low-margin SKU can lose money on every unit sold if you don't manage shipping templates, oversize fees, and inventory cover correctly. We rebuild the FBA economics before we touch ads.
How do I handle returns on furniture and large home goods?+
Set up Amazon's Liquidations and Grade & Resell programs to recover value on returns. Use clear dimensional and weight callouts in listings to reduce 'didn't fit' returns. For high-value items, we evaluate FBM with white-glove delivery as an alternative to FBA for select SKUs.
Should I use FBA or FBM for furniture and bulky items?+
Usually a hybrid. FBA for higher-velocity smaller items where Prime badge drives CVR. FBM with a 3PL partner for oversize, fragile, or made-to-order items where FBA fees would crush margin. We model this per SKU before recommending.
What does home goods look like on TikTok and Meta?+
Home goods is one of the best-performing categories on TikTok right now — 'TikTok Shop' style demo videos, before/after content, and styling tutorials drive disproportionate CVR. On Meta, lifestyle and room-context creative outperforms studio shots. We invest heavily in UGC and creator content for this category.
How important is the Amazon Style / Brand Story for home goods?+
Very. Home goods buyers stack-shop more than other categories — they look at 5–10 listings before deciding. A strong storefront with collections, styling guidance, and 'shop the look' navigation can meaningfully lift CVR and AOV.
What about international expansion for home goods?+
Selectively. Shipping economics make many home goods uneconomic to sell internationally, but high-margin smaller items often expand well into Canada, UK, and EU. We model unit economics per marketplace before launching.
Run a home goods or furniture brand?
We've operated home goods on Amazon and DTC across price points from $20 accessories to $2K furniture. Send us your catalog. We'll model FBA economics and send back a written plan.
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