Case study
Vendor
Taking over the management of sales
Producer
With experience in e-commerce
Model Vendor
Problem with low-quality listings
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.
As part of the audit, the following were checked:
Account settings,
Account Health,
Quality of product listings,
Profitability of marketing campaigns.
A comprehensive sales analysis was conducted. Based on this data, conclusions were formulated and communicated to the client. Modifications to product descriptions and titles were proposed to better align them with Amazon's algorithm and customer expectations. The Copy department developed new texts based on the keywords searched by customers on this platform. As a result, they were optimised for this specific e-commerce portal. Our actions increased the visibility of listings and conversions.
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.
Thanks to our focus on several areas where significant deficits existed, we achieved a satisfactory result for the client. There was a considerable increase in sales within just one month of collaboration. In the following years, sales were maintained at a stable level, and due to entry into other markets, by December 2022, it reached a record value of 1,324,755 euros.
Thanks to our focus on several areas where significant deficits existed, we achieved a satisfactory result for the client. There was a considerable increase in sales within just one month of collaboration. In the following years, sales were maintained at a stable level, and due to entry into other markets, by December 2022, it reached a record value of 1,324,755 euros.
