Case study
Vendor
Taking over the management of sales
Producer
With experience in e-commerce
Model Vendor
Unused potential of older products
Increase in sales
The client is a manufacturer in the glass industry, which has been selling in the Vendor model since 2022 under the leadership of the e-commerce sales development coordinator, Mr Michał Rysz, in cooperation with Go2Market.
The company has extensive experience in handling orders and wholesale shipments, and its listings are available in all European markets. The largest sales area remains the German market, which generates both the highest resale and the most PO orders from Amazon. The client’s main challenge on such a mature account was to increase sales of older products and expand the portfolio ordered by Amazon without having to introduce many new items to the offer, so as to make better use of the potential of the existing assortment. At the same time, the company faced the need to improve the NET PMM metric, that is, the margin of cooperation with Amazon.
To achieve the assumed goals, we implemented a series of optimization and development activities, which step by step allowed us to increase the sales potential of the offer.
At the beginning, we focused on graphical content marketing. Each offer was enriched with a large number of product photos, as well as A+ pages, which significantly increased the attractiveness of the presentation. Additionally, we attached a brand video to each offer, strengthening brand recognition and engaging customers visually.
Next, we conducted a review of the offerings in terms of product families. We combined offers from the same series - for example, glasses sold in 4- and 6-piece sets or models with different capacities. This allowed us to create logical, coherent product groups that made it easier for customers to choose and, at the same time, increased sales volume.
An important action was also verifying the assignment of products to categories. We ensured that all offers were placed in the most visited subcategories, such as Water Glasses in the German market. Changing the category resulted in higher exposure and consequently greater turnover.
Finally, we conducted an analysis of list prices and cost prices. It aimed to improve the NET PMM indicator in the first half of 2025, which allowed us not only to increase sales but also to improve the profitability of our partnership with Amazon.
All the described activities allowed for the dynamic development of the account while maintaining a strategic approach - without the need to introduce a large number of new products. We focused on maximising the potential of the existing range and skilfully diversifying the list of ordered products, which translated into visible results in a short time.
Throughout 2025, the priority was to increase conversion and sell-through to the end customer. It was these two indicators - combined with the improvement in profitability measured through NET PMM - that guaranteed the growth in the volume of orders placed by Amazon.
The results speak for themselves: in the period from January to June 2025, sales to end customers increased by as much as 61% compared to the corresponding period of the previous year. What is more, this directly translated into larger orders from Amazon, which grew by an impressive 64% year-on-year over the same period.
