Cleaning up on Amazon: How Scrub Daddy Unlocked Growth Through Channel-Specific Innovation
The Challenge
Scrub Daddy had built a cult following through retail and television fame, but translating that success to Amazon required a different strategy. The brand’s in-store assortment, optimized for traditional retail environments, didn’t align with Amazon’s evolving push toward higher price point items and bundled value. As a result, performance on the platform lagged behind potential.
The challenge: develop an Amazon-first strategy that could grow market share and revenue without creating friction across other distribution channels.
The Solution
Front Row partnered with Scrub Daddy to rethink its Amazon assortment, logistics model, and demand planning to drive sustainable growth on the platform.
Our work focused on three key pillars:
- Assortment Ideation:
We collaborated with Scrub Daddy to design Amazon-exclusive bundles and product configurations tailored to how customers shop on the platform. By focusing on differentiated, price-optimized offerings, we created SKUs that were uniquely positioned to succeed on Amazon, without undercutting retail partners. This allowed Scrub Daddy’s customers to gravitate to Amazon for marketplace-tailored products, differentiating the brand from its other channels, developing an entirely unique identity. - Logistics Optimization:
To unlock scale, we worked with Scrub Daddy to shift sourcing to the container level directly from overseas manufacturers. This change reduced costs and improved margin structure, enabling competitive pricing and consistent availability.
Forecasting & Demand Planning:
With the shift to overseas purchasing, we introduced advanced forecasting models that built in longer lead times and enabled proactive inventory management to prevent stockouts and lost sales.
The Results
Scrub Daddy’s Amazon business grew significantly under this new approach, proof that an intentional, channel-specific strategy pays off. More than just topline growth, this work positioned Scrub Daddy as a smarter omnichannel operator, leveraging Amazon not just as a sales channel, but as a strategic growth driver for the brand.
24%
Increase in Amazon Sales
23%
Increase in Average Order Volume
A great partnership is built on having a shared vision, trust, and the magic of turning that vision into sales. Front Row exemplifies those traits by fostering open communication, aligning goals with actionable strategies, and consistently delivering results.
Key Learnings
- A one-size-fits-all retail strategy doesn’t work on Amazon. Channel exclusivity can be a powerful lever for growth.
- Cost efficiency through upstream logistics unlocks downstream flexibility and scale.
- Close collaboration between brand, retail, and ops teams enables faster, more effective execution.
This project illustrates Front Row’s strength: not just thinking differently, but thinking decisively, with purpose and precision. Rather than applying a standard playbook, we pivoted to meet Scrub Daddy’s unique business needs, respecting its retail partnerships while unlocking Amazon-specific growth through tailored assortment, efficient logistics, and strategic creativity.
By aligning our operational capabilities with Scrub Daddy’s brand DNA, we built a profitable, scalable Amazon program that not only drives sales, but strengthens the brand across every channel.
