CASE STUDY
Executive Summary
One of our first clients was a consumer personal healthcare brand that had been selling on Amazon for 3 years. All of their Amazon sales came from 3P resellers, most of them unknown to the brand owner. They had become frustrated with unauthorized Amazon sellers that were continuously breaking MAP and undercutting reputable sellers. The problem had gotten so bad that multiple large B&M accounts left due to online price erosion.
The brand also had no marketing or advertising strategy on Amazon. Their listings were lacking details and keywords that are crucial for conversion rates. Also, none of the resellers were running any advertising campaigns for their products. Needless to say, they had fallen off the pace of their competition and were in need of a new game plan.
Goals (12 months)
✓ Remove unauthorized Amazon sellers
✓ Establish marketing and advertising strategy
✓ Increase Amazon profit by 25%
Actions
✓ Create Amazon Seller Central and Brand Registry accounts
✓ Implement 'Brand Protection Kit' to remove Amazon resellers
✓ Optimize listings for conversions
✓ Create advertising campaigns
✓ Create brand storefront and EBC
✓ Account maintenance and Inventory management
Results (5 months)
✓ Removed Unauthorized Sellers in 48 days
✓ Main product on first page of search results
✓ Conversion rate increase 22%
✓ Main Product sales increase 390% (75 to 300 sales / month)
✓ Total Monthly Amazon sales increase 43%
✓ Less work and stress
Main Product Keepa Graph
Conclusion:
In the chart above you can see the spike in sales after our engagement in April where the brand was able to take control of their main product listing and start running some advertising campaigns to drive new customers to their products. This in turn led them to to their main item getting ranked organically on the first page for their main keyword. Sales for this item increased 390% and the brand is no longer worried about managing their Amazon presence.
Interested in seeing how we might be able to help your brand on Amazon?