Raise Your Sales
Get a free consultation

Case Study FROSTMEISTER

Amazon

From €6k to €822k in a single season: how FROSTMEISTER built up its refrigerant gas sales on Amazon DE, FR and UK

Can of refrigerant gas with hose and pressure gauge
  • €2.11msales over the season
    (May – Aug 2026)
  • €1.91mrevenue from Amazon DE and FR
    (Mar – Sep 2026)
  • £267krevenue from Amazon UK
    (May – Sep 2026)

About the client

FROSTMEISTER is a brand offering eco-friendly refrigerant replacements for recharging car air conditioning systems (r134a and r1234yf equivalents). Drawing on its expertise in cooling technology, the company has developed products that bring workshop quality straight into drivers’ garages.

The first stage of its international expansion was launching sales on the Amazon.de and Amazon.fr marketplaces, using both the FBA (Fulfillment by Amazon) and FBM (Fulfillment by Merchant) logistics models. The encouraging results achieved quickly in France and Germany provided the impetus to extend operations to the UK market (Amazon.co.uk) while the season was still under way.

Illuminated A/C button on a car dashboard

What you’ll find in the FROSTMEISTER range

CategoryExample products
R134a refrigerant replacements3-in-1 400 ml cans and 800 ml twin packs for cars built 1995–2016
R1234yf refrigerant replacements3-in-1 400 ml cans and 800 ml twin packs for cars built from 2017 onwards
DIY A/C recharge kitscan with hose and pressure gauge, 800 ml kits
KaltePRO own brand2in1, 3in1 and 5in1 kits with hose and pressure gauge
AccessoriesHP/LP adapters for selected car models

Industry

The market for car air conditioning refrigerants is highly seasonal. Demand surges during heatwaves, and buyers expect immediate delivery because they want their car’s cooling back straight away. Refrigerant gases are also classed as dangerous goods, so selling them on Amazon requires certification documents and means longer receiving times at FBA warehouses.

Challenges

Successfully launching such a specialised automotive range on Amazon involved a number of operational and logistical challenges:

  • Launching products from scratch: With no existing listings, the entire catalogue structure had to be designed. This meant writing SEO-optimised sales copy (titles, bullet points, descriptions) and collaborating closely on the visual materials so that the infographics and A+ Content sections met the platform’s highest standards.

  • Restrictions on the Dangerous Goods (Hazmat) category: By their nature, refrigerant gases are classed as dangerous goods. This led to regular temporary blocks from Amazon whenever new products were added, which called for flawless organisation and lightning-fast submission of the required certification documents to get sales unblocked.

  • Managing stock under extreme demand: At the height of the season, sales exceeded 1,000 units a day. With momentum like that, stock in FBA warehouses ran down at breakneck speed. Because of Hazmat procedures, receiving new shipments took considerably longer, creating a real risk of sales coming to a standstill.

  • Logistical pressure and seamless switching between fulfilment models: To minimise the risk of stockouts, the FBM model had to be run efficiently. Whenever FBA stock ran out, fulfilment switched to the seller’s own shipping. From a logistics perspective, this demanded enormous flexibility – buyers were recharging their A/C during heatwaves and expected immediate delivery.

What we did

In response to these challenges, we implemented a set of solutions that safeguarded sales continuity and built a professional brand image.

Building the product catalogue

We set up the refrigerant gas listings from the ground up: SEO-optimised titles, bullet points and descriptions written around the search terms buyers actually use on Amazon.

Product variations

We grouped the products into clear variations (product families). This made it easier for buyers to choose the right kit and supported conversion. The screenshots below come from KaltePRO’s own-brand listings on Amazon.de.

KaltePRO listing on Amazon.de: kit variations, title and bullet points

Visual content

In parallel, working closely with the client, we produced visual materials for KaltePRO that meet Amazon’s requirements.

  • Infographics and image gallery
  • A+ Content
  • Brand Store and Brand Story
KaltePRO Brand Store on Amazon.de
A+ Content section of a KaltePRO listing on Amazon.de

Account Health monitoring

We protected the account against automated blocks on an ongoing basis: we monitored risks, responded immediately and supplied any missing documentation. This work was especially intensive whenever we expanded into new marketplaces.

Advertising strategy driven by data and the weather

With the listing infrastructure in place, we rolled out a flexible Amazon Ads strategy in which synchronisation with logistics and current weather conditions played a key role.

Advertising tied to availability: Budgets and promotional priorities were adjusted continuously, and campaign intensity for each product closely mirrored its current stock levels.

Dynamic budget management (Weather-based ads): Given the product’s strong seasonality, advertising kept pace with changes in the weather. During heatwaves, demand soared – budgets were increased so that ads kept showing without interruption until late in the evening. During cooler spells, bids and spend were actively scaled back to protect profitability and avoid wasted clicks.

Precise campaign architecture: We began building the advertising funnels by setting up separate structures for individual product groups. In the first phase, we launched automatic campaigns aimed at researching the market and optimising towards the target ACOS. The platform data gathered this way was then used to launch high-converting manual campaigns precisely targeting the best-performing keywords.

Results and sales analysis: spring–summer 2026 season

The optimisations we implemented, together with precise management of availability and advertising, delivered a sharp jump in results during the most important period of the year for the industry.

Growth momentum: revenue generated on the account rose from just under €6k in March to a peak of €821,695 in June. In the core season (May – August), the category achieved total sales of more than €2.11m. The highest volumes came in June (€821,695) and July (€556,654), coinciding with the main wave of demand across European markets.

France and Germany as the growth engine: the DE and FR marketplaces together generated over €1.91m between March and September, forming the foundation of the season’s results. They showed the greatest stability, the most consistent sales and the longest period of high conversion throughout the summer season, with no major gaps in listing availability.

Amazon DE + FR: weekly sales, Mar – Sep 2026

Combined weekly revenue from Amazon DE and FR, 2 March to 27 September 2026.

Sales value (€)
2 – 8 March 2026214.7
9 – 15 March 2026832.06
16 – 22 March 20261,947.91
23 – 29 March 20262,053.01
30 March – 5 April 20262,968.48
6 – 12 April 202611,763.69
13 – 19 April 202614,960.8
20 – 26 April 202621,120.99
27 April – 3 May 202639,620.23
4 – 10 May 202642,806.93
11 – 17 May 202611,459.14
18 – 24 May 202666,343.04
25 – 31 May 2026183,213.51
1 – 7 June 202653,384.35
8 – 14 June 202658,132.13
15 – 21 June 2026183,682.39
22 – 28 June 2026428,227.12
29 June – 5 July 2026192,833.98
6 – 12 July 2026131,588.62
13 – 19 July 202665,007.76
20 – 26 July 202659,835.42
27 July – 2 August 202690,573.89
3 – 9 August 202685,061.22
10 – 16 August 202671,923.23
17 – 23 August 202628,052.27
24 – 30 August 202618,213.63
31 August – 6 September 202616,623.8
7 – 13 September 202613,676.92
14 – 20 September 202610,786.24
21 – 27 September 20268,895.82

Success in the UK despite logistical barriers: the UK market came with product restrictions and longer delivery times to FBA warehouses. Even so, it delivered nearly £267k in total revenue (£266,935).

Concentrated sales windows: most of the UK result (around 72%, or £193k) was achieved in two short, two-week periods when stock was fully available in the warehouses. At the turn of June and July (29 June – 12 July), sales exceeded £80k, and the first half of August (3–16 August) brought a record £112k, with weekly peaks of £53–58k.

Amazon UK: weekly sales, May – Sep 2026

Weekly revenue from Amazon UK, 18 May to 27 September 2026.

Amazon UK: weekly sales, May – Sep 2026
18 – 24 May 2026201.45
25 – 31 May 20261,538.89
1 – 7 June 2026160.01
8 – 14 June 2026299.43
15 – 21 June 202637.99
22 – 28 June 20261,195.91
29 June – 5 July 202650,323.63
6 – 12 July 202630,345.2
13 – 19 July 20263,338.51
20 – 26 July 20263,005.63
27 July – 2 August 202610,268
3 – 9 August 202653,660
10 – 16 August 202658,459.97
17 – 23 August 20268,580.37
24 – 30 August 20267,876.2
31 August – 6 September 20267,768.33
7 – 13 September 20268,332.71
14 – 20 September 20269,879.92
21 – 27 September 202611,662.62

Potential and outlook: the rapid sell-through of stock in the UK, with short peaks and slowdowns between deliveries, points to strong demand for this range. The data suggests that with smoother FBA logistics, the UK market has the potential to generate volumes close to those achieved in France and Germany.

Amazon Ads campaign results

In June, sponsored campaign costs came to €88,770 at a ROAS of 5.16. After the peak of the season, spend fell (July: €39,792, August: €27,653), while ROAS rose to 7.43 in August and 8.54 in September.

Sponsored ads, Mar – Sep 2026. * September incomplete: data up to 27 September.

Campaign cost (€)
March 20261,847.972.13
April 20265,584.57.14
May 202631,613.996.17
June 202688,770.025.16
July 202639,792.096.11
August 202627,652.837.43
September 2026 (data up to 27 September)6,228.58.54

Plans for next season

The main goal is to maximise the potential of the UK market. Using the data gathered and historical demand peaks, we are planning a renewed push into the UK with far greater precision. The key will be securing larger volumes of stock in FBA warehouses earlier, which should shorten the out-of-stock windows and stabilise sales.

At the same time, drawing on the procedures we have developed for launching Hazmat products, we are working with the client on a growth strategy for further marketplaces within Amazon’s European ecosystem.

Summary

FROSTMEISTER shows that a Hazmat product can be launched on three Amazon marketplaces in a single season, provided that documentation, stock and advertising budgets are managed in parallel. The key was combining polished listings and A+ Content, product variations, account protection and ads matched to stock availability and the weather.

Selling in the Automotive category and want to achieve similar results?

We specialise in supporting manufacturers and distributors with their sales on Amazon and other marketplaces. For many years, we have been helping companies across a wide range of industries increase the visibility of their listings, improve conversion and scale their online sales.

If you’re wondering whether your business has the potential to grow on marketplaces – let’s talk. We’ll analyse your situation and tell you honestly whether, and how, we can increase your profits.

  • €822ksales in Jun 2026
    (under €6k in Mar 2026)
  • 5.95Amazon Ads ROAS
    (Mar – Sep 2026)

Let's talk about growing your sales across marketplaces!

Contact Raise Your Sales
Phone number+44 (0) 7520 603 898E-mail addresshello@rysagency.comFree Consultation