Channel Optimization
Leads to Sales Growth
Case Study

Context

A beauty brand within the haircare category was not aware they were on Amazon. Their wholesale accounts resold their products on Amazon without their authorization.

By not having control of their brand on Amazon, the negative effects the brand encountered included:

  • Incorrect description on their listing
  • Low resolution or pixelated images
  • Sold below the manufacturer suggested retail price
  • Received expired or damaged products
  • No customer support

Tactics

  • The brand cut off all wholesale accounts and made Vendo their exclusive Amazon distributor and brand manager on Amazon for optimal control.
  • Optimized all listings, established customer service and review responses, increased non-branded presence on Amazon with sponsored ads.
  • Cleaned the channel by eliminating unauthorized sellers and removing duplicate listings.
  • Created the Brand Store, Enhanced Branded Content, and Infographics.
  • Created bundles and variety packs which added 30 additional SKUS and accounts for 30% of sales.

Conclusion

0

471%

Increase in
Sales after Year 1

0

15

of their Products are
visible on page 1 or 2

0

8

of their Products became
featured as Best Sellers

0

1

Star Increase in
Average Review Rating

Sales surpassed their total wholesale account within 6 months

Increased non brand presence on Amazon with sponsored ads

Optimization strategy improved product listing ranking

ELIMINATED 99% OF ALL UNAUTHORIZED THIRD PARTY SELLERS