Subscribe & Save is meant to build recurring revenue and customer loyalty—but for many supplement sellers on Amazon, it’s become a source of frustration.
Increasingly, shoppers are subscribing just to get a discount, then canceling immediately after their first order.
This kind of behavior, often called “Subscribe & Save abuse,” is a growing issue. It:
- Undermines profit margins
- Inflates inventory forecasts
- Leaves brands with one-time buyers instead of loyal customers
Here’s how supplement brands can address it head-on.
What Is Subscribe & Save Abuse?
It happens when customers use the Subscribe & Save (S&S) discount to place a single order—then cancel their subscription as soon as the product arrives.
The result? You give away a discount and pay for customer acquisition without gaining a true repeat customer.
1. Lower or Tier Your S&S Discount
If you're on Amazon’s Seller-Funded S&S program, you can set your own discount level.
Instead of offering 10–15% up front, consider this strategy:
- Start with a 5% discount on the first delivery
- Offer a higher tier discount (e.g., 10%) only after the second or third delivery
This rewards real subscribers and reduces abuse.
2. Include Onboarding Inserts to Encourage Retention
Your insert is your chance to educate and build trust with new customers.
Make sure to include:
- A warm welcome note
- A simple usage guide
- An explanation of why consistent use matters for long-term results
Example: “Most customers start noticing benefits by week 4—stick with your routine for best results.”
3. Block Coupon Stacking
Avoid running limited-time coupons or external promo codes that stack with S&S discounts.
When multiple offers apply at once, the abuse potential increases.
Make sure your Amazon coupons are:
- Limited to one-time purchases only, when possible
4. Monitor Churn and Adjust Forecasting
Keep an eye on how many Subscribe & Save orders are canceled after the first month.
If churn is high, it’s time to:
- Reassess your discount
- Change how you position the product
- Adjust your inventory and reorder plans accordingly
5. Re-Engage with Cancelled Subscribers
Just because they canceled doesn’t mean they’re gone forever.
If you’re brand-registered, use Amazon’s Customer Engagement tool to retarget customers who canceled their subscriptions.
Offer educational content, testimonials, or a bonus for coming back—without resorting to discounts.
Final Thought
Subscribe & Save can still be a powerful growth tool—but only if it’s working for your business, not against it. By taking a strategic approach to pricing, onboarding, and retention, supplement brands can reduce churn, protect their margins, and turn one-time buyers into loyal customers.
At Fussy Penguins, we help supplement sellers build sustainable retention systems, optimize listing strategy, and forecast more accurately on Amazon.