Case Study

Channel Optimization Leads to Sales Growth

December 31, 2019

Metrics

471%

Increase in Sales after Year 1

15

of their Products are visible on page 1 or 2

1

Star Increase in Average Review Rating

25%

Year-over-Year Growth

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.

RESULTS

471% Increase in Sales After Year 1

15 of their Products are Visible on page 1 or 2

S8 of their Products Became Featured as Best Sellers

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