Natural products,
global success:
How we introduced
herbs and nuts
on Amazon
About the customer
The Igart brand is a producer of herbs, nuts, groats and fruits that offers its products on Amazon German, French, Italian, Spanish, Swedish, British, Dutch and Belgian, as well as other marketplaces.
Our client’s offer is constantly being expanded with new types and weights of herbs, in order to meet the expectations of each buyer as much as possible.
Customer Challenges
During the free consultation , the owner of Igart told us about his desire to develop sales on Amazon and shared his concerns on the subject:
- Until now, he has managed sales on Allegro and Ebay on his own,
- He has already made attempts to expand on Amazon on his own , but these have proved unsuccessful,
- He was skeptical about Amazon and the potential for sales on that platform,
- He has never used a Marketplace agency,
- He wanted to expand sales into new channels, but was unsure whether Amazon would be the right choice.
Our activities
The beginning of cooperation
We started our cooperation with the client with the Amazon FBM model, implementing the following steps one by one:
- Introducing listings on Amazon,
- Bidding variance,
- Selecting the right keywords and saturating titles and descriptions with them,
- Set supply price lists,
- Launch ads in each market.
First month
We closed the first month of cooperation with a result of 50 orders, increasing this number in the following months to an average of 250 orders per month. The initial months of sales were characterized by an overall steady increase in the number of orders. This is typical of new products on the market, which are gradually gaining popularity.
Sales intensification
We began to record a significant increase in sales in the months of January-July 2024. This period was characterized by a significant increase in the number of orders. This was due to properly structured marketing campaigns and their optimization, as well as increased interest in Igart products.
In addition to automated ads, manual campaigns were also launched, which translated directly into greater product visibility.
Stabilization of sales
For the past year or so, sales on the Igart account have remained relatively stable, though with notable peaks that may correspond to seasonal spikes in interest or promotions. The chart also shows slight dips, which may indicate changes in demand or product availability
Marketing strategy
In order to maintain stable sales growth, we focused on intensifying marketing activities in the periods leading up to the sales spike andanalyzing the reasons for sales declines in other periods. We thoroughly optimized ads 2-3 weeks before the expected period of increased sales. Campaigns should always be tailored to seasonal trends and customer preferences. High availability of all products during the period of special interest was also an important factor.
Amazon FBA
At the end of June 2024, we decided to take a strategic step in expanding our business on Amazon by launching FBA (Fulfillment by Amazon) sales in the German market. This was a key element of our expansion strategy, which aimed not only to increase sales on one of Europe’s largest e-commerce markets, but also toimprove customer service by reducing delivery times and improving the availability of our products.
Product selection
In the beginning, we adopted a very cautious strategy. Of our entire product range, we decided to focus only on the products that were most successful in other markets and in high demand there. This approach allowed us to minimize the risk of products languishing in Amazon’s warehouses in Germany, which could lead to unnecessary costs associated with long-term storage. As for the FBA model, we are still in the early stages of its implementation, but we are seeing a gradual increase in orders with each passing month.
Benefits of introducing FBA in the German market
- Reduced delivery time: One of the most important advantages of introducing the FBA model in the German market has been a significant reduction in delivery time to customers. This, in turn, has improved our competitiveness in the German market, where fast delivery is one of the key factors influencing customers’ purchasing decisions.
- Increasing product reach and visibility: By choosing to sell in the FBA model, our products have gained greater visibility on the Amazon.de platform. Products available on FBA are frequently promoted by Amazon, and additionally gain credibility in the eyes of customers
- Reducing logistics burden: By transferring part of our logistics operations to Amazon, we have relieved our internal structures of the need to manage shipments, returns and warehouse handling in the German market.
Further action plan
- Registering a brand on Amazon, which provides protection against counterfeiting, greater control over product pages, access to advanced marketing tools (such as A+ Content and Sponsored Brands), and increases visibility and customer trust. It also enables better analysis of sales data and facilitates expansion into other markets.
- Introducing A+ Content description that improves product presentation, increases conversions, builds customer trust and differentiates the offering with additional visuals, detailed descriptions and better content layout.
- Scaling sales on DE by looking for new advertising opportunities, creating defensive campaigns, actively including new products in campaigns. Scale sales in other markets outside of DE, i.e. FR, IT, ES, BE, SE, NL and UK by optimizing bids to include more keywords in: titles, bullet points, generic keywords and parallel advertising efforts.
- Further analysis of competitor offerings on DE, FR, IT, BE, for example, to assess the sales potential of products.
...And we're not done yet!
We work with Igart all the time, and as a result, we are constantly adapting and optimizing all elements of the sale to the ever-changing conditions for sellers on Amazon.
We believe in our customers’ products, so we successfully manage to increase their sales!
Thank you for your trust!
Zbigniew Martynowski
CEO
Igart