Case
studies
Effective sales on Amazon are the sum of many components. See what we do to ensure our clients' listings generate good results!
Producer
INTRODUCED FROM THE BEGINNING
Robin Inspire - from the first sale to €350,000 in 2 years on Amazon.de and Amazon.fr
Customer's problem
An upholstered furniture manufacturer with over 20 years of experience was selling exclusively in brick-and-mortar stores and through its own online shop. Marketplaces were a completely new channel for the company - with no prior experience, strategy, or reference point in the German market.
Go2Market Diagnosis
No seller account, no pricing strategy, and no product range selection plan. An additional challenge was the specific nature of bulky furniture, which required a different approach to packaging and shipping logistics.
Actions
Setting up and configuring the account, selecting products based on competitor analysis, preparing product content using keywords, launching advertising campaigns, and ongoing optimization of listings.
Result
€10,000 in revenue already in the 3rd month of cooperation. After two years: €349,592.86. Year-on-year growth: 1347%.
What does this mean for a similar company?
A lack of experience in e-commerce does not have to mean a slow start - with a properly configured account and product content, sales growth can happen in the very first months of cooperation.
See the full Robin Inspire case study - details of the entry strategy for two European markets.
Producer
INTRODUCED FROM THE BEGINNING
LasDecorias - moss and wood decorations on 4 European markets
Client's problem
A manufacturer of hand-made decorations from preserved moss and wood was starting sales on Amazon from scratch, without prior experience on the platform and without a clearly assigned product category.
Go2Market Diagnosis
A product difficult to classify within the Amazon category structure, a lack of strategy for entering several markets simultaneously, and no registered brand.
Actions
Account configuration, brand registration, selection of the first products based on competitor analysis, joining the Amazon Handmade programme, launching advertising campaigns on four markets (DE, FR, IT, UK) and gradual expansion.
Result
€110,000 in revenue during the first half-year of cooperation. The share of organic sales rose to 46% of the total.
What does this mean for a similar company?
Even a niche product, without an obvious place in the Amazon category structure, can achieve sales in several markets simultaneously - provided there is proper competitor research and consistent expansion.
See the full LasDecorias case study - details of the entry strategy for four European markets.
Distributor
TAKEN ACTIVE ACCOUNT
NAKA24 - account takeover and unblocking sales under blocked brands
Customer problem
NAKA24 GmbH, a German distributor selling, among others, screws, garden supplies, cables, lighting and fittings on Amazon, wanted to develop its production and introduce an assortment under its own brand to the platform. Key to this was maintaining the current upward trend in the sales of other products.
Go2Market Diagnosis
Several third-party brands that the company wanted to sell under were blocked - this limited the possibility of expanding the offer. A large and diverse product database also required extensive technical and optimization work, and the quality of product descriptions was not fully adapted to the Amazon.de algorithm.
Actions
Takeover of running the active seller account (FBA and FBM model), audit of account settings, Account Health, listing quality and profitability of marketing campaigns. The Compliance department succeeded in unblocking sales under previously blocked brands. The Copy department prepared new texts and product titles based on keywords searched by Amazon.de customers. The team also supported the client in selecting own products introduced to Amazon.de, including planning the pricing strategy and forecasting demand.
Effect
Sales growth by 95% in the period December 2021 – October 2022. After entering the Dutch market: +107% sales after the first month.
What does this mean for a similar company?
Blocked brands or unstructured product content do not have to halt sales growth - removing these barriers and systematic account optimization can restore and accelerate growth, even with a large and diverse product database.
See the full NAKA24 case study - details of the account audit and the brand unblocking process.
vendor model
TAKEN ACTIVE ACCOUNT
Cellfast - organising Vendor accounts and unlocking listing editing
Client problem
Cellfast, a leading Polish manufacturer of garden equipment (hoses, tools, accessories, gutter systems, floorings), operated on Amazon in the Vendor model under its own brand and through distributors. The account, taken over in 2019, already had listings previously created by resellers - with no possibility to edit them.
Go2Market Diagnosis
The audit covered account settings, Account Health, the quality of product listings and the profitability of marketing campaigns. The biggest issue turned out to be the product pages: outdated titles and descriptions that could not be modified due to blocked editing permissions.
Actions
The optimisation process began by clarifying the issue of listing modification permissions with Amazon support. Once editing was unlocked, the Copy Department prepared new product titles and descriptions based on keywords searched by customers and specialised analytical tools, tailoring the content to the algorithm of the specific e-commerce platform.
Result
In the very first month of collaboration, sales increased by 55%. In the second month after the implementation of the new product content, this growth rate was maintained, and year-on-year sales in the German market grew by 96%. Over the 3 years of collaboration, the total growth exceeded 100%, and by December 2022, sales across all markets reached a record €1,324,755.
What does this mean for a similar company?
An account taken over from distributors or resellers often has blocked, outdated listings that limit sales regardless of the product quality itself. Unlocking editing and optimising content for the algorithm of a specific market can bring a noticeable sales increase in the very first month.
See the full Cellfast case study - details of the Vendor account audit and the listing unlocking process.
vendor model
TAKEN ACTIVE ACCOUNT
Glasmark - new life for an existing product catalogue in the Vendor model
Customer problem
Glasmark, a glassware manufacturer selling in the Vendor model since 2022, already had a developed account in European markets with Germany as its main sales market. The challenge was to increase the sales of older products and improve the profitability of cooperation with Amazon - without expanding the offer with new items.
Go2Market Diagnosis
The existing catalogue had untapped potential: offers from the same series were not linked to each other, some products were not in the most visited subcategories, and some models could be successfully presented in a new sales context.
Actions
Grouping offers into coherent series, adjusting category assignments, reusing existing products in new sales contexts, and comprehensive optimization of content and product graphics for Amazon SEO. Additionally, a list price and cost price analysis was conducted for profitability.
Effect
Sales to end customers increased by 61% (Jan-Jun 2025 y/y), and orders placed by Amazon rose by 64% over the same period.
What does this mean for a similar company?
Sales growth in the Vendor model does not always require expanding the product range. Better grouping and categorization of an existing catalogue can unlock the potential that already lies within it.
See the full Glasmark case study - details of the strategy for diversifying the existing offer.
vendor model
INTRODUCED FROM THE BEGINNING
Arcaffè - launch of sales in the Vendor model without rights to edit listings
Client's problem
Arcaffè, a leading distributor of high-quality coffee and household appliances, received an invitation from Amazon to join the Vendor programme and entrusted the management of its account to the Go2Market agency. Sales started in November 2021 by linking up with listings previously set up by manufacturers and other distributors.
Go2Market Diagnosis
In accordance with Amazon's policy, only the product owner has the right to edit content – on the taken over listings it was therefore impossible to introduce changes, despite the audit showing a clear need for optimization.
Actions
Organising the range of products and making suggestions for optimisation despite the limited editing rights, followed by introducing a new coffee brand to Amazon with dedicated text and graphic content as well as marketing campaigns.
Effect
In the first month of cooperation, sales exceeded €30,000, and a month later increased by over 50%. Despite price increases in early 2022, by September the growth was 47% compared to January. Following the introduction of the new coffee brand (August–November 2022), a growth rate of 130% was achieved.
What does this mean for a similar company?
The lack of rights to edit taken over listings does not have to block sales growth in the Vendor model. Consistent optimisation where possible and introducing new products with refined content can deliver growth even in challenging market conditions.
See the full Arcaffè case study - details of the two-stage Amazon entry strategy.
Marketing
ON THE UK MARKET
Cat Centre - reorganisation of advertising campaigns on Amazon UK
Client "s challenge
Cat Centre, a pet accessories manufacturer with experience in e-commerce, turned to Go2Market for help in growing their sales on Amazon UK. The existing advertising campaigns required optimisation, and the company was keen to increase sales through better product visibility.
Go2Market's diagnosis
Campaigns generated an average of £108,123 in monthly sales with a TACOS of 19.3% - advertising was expensive relative to the turnover generated, and the campaign structure did not leverage the full potential of Amazon Ads tools.
Actions
Optimisation of existing Sponsored Products campaigns (including cross-selling) and launching new ones: Sponsored Display and Brand Store. The strategy was based on keyword analysis, bid and placement adjustments, and excluding unprofitable phrases, covering products from all three of the client's product categories.
The result
Within one month, total sales reached £289,863, and within 4 months of cooperation, sales growth exceeded £100,000 - the sales value from campaigns increased more than fourfold. The TACOS rate fell from 19.3% to 13%, and monthly product sales increased by 35%.
What does this mean for a similar company?
High advertising spend does not necessarily translate to good sales results. Optimising the campaign structure and better aligning the strategy with the customer's purchase path can simultaneously increase sales and lower the cost of generating them.
See the full Cat Centre case study - details of the advertising strategy and Amazon Ads tools used.