Category grows 4.1% YoY, with April accounting for 12.2% of annual revenue – creating a critical window where market leadership can change hands

The Kitchen Sink category on Amazon US has grown modestly by 4.1% YoY. While smaller brands are making inroads, the largest brands in the category still retain a large share of total revenue. Over the past 12 months, just three different brands have ranked #1 in Amazon US market share and only six different brands ranked in the top 5. What makes this category particularly interesting is its distinct seasonal pattern. Revenue in April 2024 represented 12.2% of annual category revenue – significantly higher than the next-highest month, July, at 9.5%. This concentrated period of demand creates unique opportunities, as demonstrated by Elkay’s strategic execution during this window.

The top end of the market changed hands occasionally, but starting in 2024, the same sub-group of brands largely stayed in the mix. The biggest shift occurred in April 2024, when Kitchen Sink category revenue jumped significantly, a pattern that largely held true in 2023 as well, emphasizing how spring is a popular period for kitchen remodeling projects. During this critical month, Elkay’s market share skyrockets to 21.5% from just 6.2% in March, and then promptly drops back to 4.6% in May.

Search Patterns Reveal Category Purchase Dynamics

Analysis of search data reveals that Kitchen Sink category traffic concentrates around a small number of generic, high-level search niches. This concentration, combined with the category’s seasonal patterns, creates highly competitive dynamics in terms of brand visibility.

Key Search Pattern Insights:

• High-level, generic searches remain popular throughout the year with generic terms like “kitchen sink”, “utility sink”, and “farmhouse sink” accounting for a large plurality of category search volume
• During the Spring peak, some seasonal terms like ‘outdoor sink’ become top-5 popular terms
• Brand names generally don’t capture a large share of search volume

Tactical Analysis: Elkay’s Seasonal Strategy

Elkay’s approach to the April 2024 peak period demonstrates how data-driven timing of marketing investments can influence market share. Notably, Elkay made a strong push beginning in March, significantly increasing their paid share of voice (SOV) on category search terms.

Despite some pullback in April, consumers followed through on purchases, reinforcing the idea that buyers in the Kitchen Sinks category take time to decide before converting. The data suggests several factors potentially driving April’s outsized importance in the kitchen sink category:

• Historical category data shows this spring peak has been consistent across multiple years
• The timing aligns with typical home renovation cycles
• The concentrated demand creates a defined window where even established market leaders can be challenged through precise execution

Elkay’s approach to this opportunity provides valuable insights.

Elkay also supported their search activity with top-of-funnel tactics. This helped the brand drive a notable surge in branded search volume, with roughly 14,000 more searches during the Spring peak than prior monthly averages. While not a tremendously large figure, these consumers were likely much more apt to convert, making each search incredibly valuable to Elkay.

Elkay also worked to optimize its product listings for search discoverability. The brand’s top products had a 3X increase in search volume in April compared to March 2024.

The data also reveals Elkay’s strategic pricing approach during this period:

• Category average price in April 2024: $237
• Elkay’s top-selling model price: $140
• Elkay’s second best-seller: $79.50

This pricing strategy, combined with the increased visibility, corresponded with Elkay’s top product achieving #1 Best Seller Rank (BSR) in April 2024.

Key Lessons for Brands

1. Data Shows April as a Critical Revenue Window

• While sales do rise during July around Prime Day and in the holiday peak months, those figures are dwarfed by April figures
• Brands need to focus budgets and advertising towards executing during this critical timeframe
• Discounting activity should also be emphasized, as generic search activity gives lower-priced products more of an opening for increased visibility and conversions
• April 2024 captured 12.2% of annual category revenue, with similar patterns seen in 2023
• This consistent spring seasonal peak presents an opportunity for prepared brands

2. Set a Strategy that Accounts for an Extended Purchase Consideration Period

• Elkay’s data shows they began increasing their advertising presence in March
• This early preparation contributed to their strong April performance
• Consumers aren’t choosing a new bathroom sink on short notice, and brands need to adjust their tactics to account for the longer buying cycle
• As consumers gear up in March for their Spring kitchen remodeling, DSP and other top-of-funnel advertising activity can help get a brand in front of relevant, in-market customers

Looking Forward: Data-Driven Strategy Requirements

The increasing complexity of Amazon’s marketplace requires sophisticated analysis and rapid tactical adjustment.

Our analysis identifies two essential components for maintaining or gaining market share:

Real-Time Market Intelligence Systems

• Automated trend detection and competitive monitoring
• Multi-dimensional tracking across organic rank, paid share of voice, and pricing
• Category-specific seasonal pattern analysis with promotional impact measurement
• Daily share tracking during peak events when market dynamics shift rapidly

Rapid Strategic Response Capabilities

• Cross-functional expertise spanning advertising, pricing, and content optimization
• Advanced analytics infrastructure for real-time decision support
• Category-specific playbooks built from historical performance data
• Dedicated peak event execution teams

Brands that pair their internal capabilities with the right agency partner are best positioned to win in this new environment. At Momentum Commerce we offer both sophisticated data insights and experienced marketplace execution, positioning our brand partners to capitalize on opportunities as they emerge.

Next Steps: Applying These Insights

This analysis reveals clear opportunities for brands to capture market share through strategic timing of investments and resources. To understand your brand’s specific opportunities within these patterns:

• Request a custom analysis of your category’s seasonal dynamics
• Get a detailed competitive positioning report
• Review your peak period execution strategy

Contact Momentum Commerce for a data-driven consultation focused on your specific market position and growth opportunities.

This is the latest in an ongoing series of monthly reports across key Amazon US subcategories. To view all reports as they are published, click here.