Revenue up 15.7% and gross profit up 12.5%, from the catalog they already had.
A seven-figure pet brand on Vendor Central · 2025 vs 2024, same 43 weeks · before Viva Macaw · ahead of the prior year in every part of the year
Results at a glance
| Measure | 2025 vs 2024 |
|---|---|
| Revenue | +15.7% |
| Gross profit | +12.5% |
Held across the year, not one spike
| Part of 2025 | Revenue vs. 2024 | Gross profit vs. 2024 |
|---|---|---|
| Weeks 4–16 | +17.5% | +5.8% |
| Weeks 17–29 | +8.9% | +16.8% |
| Weeks 30–46 | +19.4% | +14.9% |
An established catalog with an agency already in place
N-Bone sells pet chews and treats through Vendor Central. The catalog was established and selling, and an outside agency was already running the advertising.
The question wasn’t how to find demand from scratch. It was how to get more out of a catalog that was already working, without giving the gains back in margin.
What was done
Running the Vendor Central account.
Catalog, pricing and product mix, managed as a performance channel rather than a vendor relationship.
Result: Revenue ahead of the prior year in every part of the year.
Existing products got a second job.
A chew is also a toy, and for some dogs a calming product. Existing SKUs went into the adjacent categories where they answer a different need.
Result: New volume from shoppers in categories the products hadn’t been in, without a new product.
The advertising agency was held to the plan.
The agency kept running the ads. Juan sat between it and the brand, governing performance and reporting.
Result: One plan for the account, with the agency accountable to it.
Why we say gross profit
Advertising sat outside the remit on this account, so what was controlled — catalog, pricing and mix — is measured by gross profit.
Gross profit grew alongside revenue, which is the part that’s easy to lose when an account gets bigger.
Is your catalog doing everything it could?
We’ll audit the account and show you where the room is, product by product. If it’s a fit, we talk about working together. If it isn’t, you keep the audit.
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