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Phone: 203-610-0235
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Vendor Central & Seller Central Case Studies

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Phone: 203-610-0235
Mon - Fri : 09:00 - 17:00

Case Study #1 – Optimizing a Vendor Central Account

Executive Summary

We were contacted by a multinational consumer personal healthcare brand to help manage their Amazon Vendor Central account. Our client had only achieved 8% growth in year-over-year sales, which was disproportionate to growth within the category and on Amazon in general. The audit of their account identified specific areas for improvement that we prioritized. We then developed a strategy for our client to re-vamp their catalog, create effective advertising campaigns utilize Vendor Central features to increase their monthly sales more than 100% within 12 months.

Goals

  • Make top selling product best seller within its category
  • Expand sales through Amazon Marketing Services Campaigns
  • Gain market share with in the product categories
  • Increase year-over-yearShipped Cost of Goods Sold (COGS) 10%
  • Boost conversion rates by 10%

Challenge

Our challenge was to identify the best opportunities for growth within the product category. As a large corporation, there was a huge catalog of products to focus on. Sales had been growing on a year-over-year basis – however the lower than expected growth required us to study in-depth the areas of their strategy that were working and separate them from the underperforming areas. The biggest challenge we faced would be to achieve top seller status for their product within the personal care category, however we knew that through advertising, detail page content and merchandising strategies it could be achieved.

Actions

  • Executed thorough market analysis to identify immediate areas for growth
  • Cleaned up Amazon catalog to reduce duplicates and take advantage of opportunities
  • Performed in-depth keyword research into each product category
  • Introduced SEO content into frontend and backend of listings
  • Utilized Vendor Central features and improved images to create a better converting product listing page
  • Created a growth strategy using Vendor Central merchandising features
  • Developed Amazon Marketing Services campaigns to increase listing traffic

Results

  • Top selling product is now a best seller with 30,000+ units shipped through first 6 month of 2017
  • Advertising campaigns that have generate more than $275,000 in additional sales at 20.83% ACOS
  • Increased market share from 28.3% to 41.8% within 12 months
  • Shipped COGS increased 58.72% year-over-year on a LTM basis. YTD Shipped COGS increased 73.25% over total 2016 Shipped COGS through first 7 months of 2017
  • Y-o-Y conversion rates have increased 24.79% through first 7 months of 2017

Summary

Our client was extremely satisfied with the results we were achieved in such a short time period. The strategy we implemented for them allowed them to hit all their business’s goals for Amazon in 2017 by May. We are now partnered with this client to launch them on Amazon marketplaces in Europe, Canada and Asia – as well as launching 2 new private label brands to sell exclusively on Amazon. The client is continuing to experience strong growth month-over-month and forecasts indicate they will be doing over $350,000 in Shipped COGS per month by the end Q4.

Case Study #2 – Launching a new apparel business on Seller Central

Executive Summary

A small apparel business reached out to us regarding launching their brand on the Amazon platform. The company was previously only using their website and paid advertising to generate product sales. Our client had the capability to produce any apparel product, and we worked with them to identify which products would perform best on the Amazon platform. Through our product development and launch strategy, we generated tremendous growth for our client over a 9-month period.

Goals

  • Identify best product categories to launch in
  • Create effective, low-cost advertising campaigns
  • Consistent sales growth on a month to month basis
  • Optimize product listings that would have strong conversion rates

Challenge

The main challenge our client faced was gaining initial traction on the Amazon platform. This company had no prior Amazon sales experience or even an Amazon account. Our client needed to build his sales history over-time without large advertising budgets. We would be building their entire account from scratch and implementing a game plan to maximize their growth in the long-term.

Actions

  • Executed thorough market analysis to determine ideal products to launch
  • Performed in-depth keyword research into each product category
  • Created SEO content for front-end and back-end of each listing
    • Utilized primary keywords to develop product title, bullet points and description
    • Additional keywords added into the backend of listing
  • Developed launch strategy to build initial sales history
  • Initiated effective advertising campaigns to boost sales growth
  • Implemented additional listing features to increase conversion rates over-time

Results

  • 59% growth over 9-month period; Average 129.59% month over month growth
  • 50,000+ units sold
  • $830,000+ in product sales
  • Advertising generating $123,000+ in product sales at a 11.80% Average Cost of Sales (ACOS)

Summary

Our client was blown away by the results we achieved in such a short time period. We turned Amazon into their largest sales channel, and more than quadrupled the entire company’s monthly revenue in a 9-month period. This client is continuing to perform strongly on the Amazon platform, and we are working with them to launch additional apparel brands on the platform.