Project Description

Understanding Amazon Performance Dynamics

Ecommerce & Amazon Performance Strategies

The Challenge

After increasing levels and investing $100,000s in AMS & AMG programs, our client’s business was not growing at the rate anticipated and profitability was declining. The business began asking several key questions: what are the driving factors of the category? Is there a positive ROI from the Amazon investment activity? Is my Amazon business profitable?

The Solution

We conducted a comprehensive analysis of all channel activity to understand the full picture. We built a layered view for our client for each ASIN capturing sales, POS, investment activity by type & dollar amounts, promotion events and item margin by month. This view provided the insight to isolate activity at given points in time to understand the key drivers of volume and provided a true view of ROI of featured items.

The Results

Several recommendations to re-focus item features, redirect investments to best performing vehicles and strategically time investments across channels have been implemented resulting in 20% YOY revenue growth on an investment base reduced by 50%.

Endorsements

I would highly recommend Mary Ann for any organization looking to transform and take the next step toward digital transformation.

Rich Lyons , Capgemini

Mary Ann’s expertise, marketing acumen and ability to work hands-on helped foster success— by building cross divisional teams within the organization, validating the multi-channel marketing approach, and providing the long term strategic and product vision.

Bryan Janeczko, Loeb.nyc

Mary Ann was both the visionary and the operating executive who delivered on new growth platforms and future-oriented businesses for the company.

Mike Docherty, NextBig

If you want a no-nonsense approach with a truly forward-thinking consultant, Mary Ann is best in class!

Jessica Bolger, Director Product Insights, Drinkworks (an ABInbev & Keurig JV)

Mary Ann expertly and consistently inspired the team to expand their thinking about the brands and helped guide us on the journey to clearly define ownable foundations for what they stood for, what needs they served and their unrealized potential.

Lisa Cody , Twin-Star International

Mary Ann helped to orchestrate the launch of 26 independent brands, with new creative, on a new e-Commerce platform, in just 9 months – an incredible demonstration of leadership and vision.

Rich Lyons , Capgemini

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