Amazon is a competitive marketplace where brands are constantly fighting to win the buy box and the sale, sometimes not realizing they are losing control on the marketplace along the way. Control on Amazon is when a manufacturer’s brand image is being represented with integrity and its products are being sold through authorized seller(s) at authorized pricing. Pattern’s ecommerce acceleration platform of proprietary technology and resources helps brands gain control on Amazon.
Do you have marketplace control? Marketplace control is the combination of brand, listing, and distribution control.
Let’s dive into each of these strategies.
Here are three areas to check to make sure you have marketplace control:
Four tactics to achieve brand control.
First, a you must audit who is selling your products on Amazon. And, more specifically, identify the sellers causing issues. It showcases a lack of brand control when you see the price sold differently, and, even worse, prices going down. To start, you really have to have a clean channel or know where to clean up your channel. You can partner with Pattern to do this. Pattern uses proprietary technology to identify rouge sellers and partners with a law firm for takedowns following legal law principles. Once you have started to clean up your channel you can move to the next step–MAP enforcement.
MAP enforcement is an essential way to stay in control and ensure your brand is protected on Amazon. The sooner you get your MAP compliance in place, the easier it will be to maintain it long term.
Next, omnichannel pricing parity is important to maintain pricing across all channels. Pattern helps brands develop and execute a pricing strategy for marketplaces, like Amazon, and all retail channels, that allows you to stay out of the Death Spiral and maintain profitability.
Another way to maintain brand control is ensuring all authorized sellers adhere to a national promotional calendar. By setting promotional cadence and strategic discounts, you make sure your consumers have the best brand experience and you maintain their loyalty to maximize their lifetime value.
Three key tactics to achieve listing control.
First, on each listing, it is important for a brand to provide authorized sellers brand-approved and consistent images. This also helps to identify unauthorized sellers who could repurpose and edit your images on your listings, which misrepresents your product and brand and creates customer confusion. Shoppers are left asking the question, “What am I buying?” In addition, the product images may differ from the final product Amazon delivers, so consumers suffer a lackluster experience and leave negative reviews–hurting your Amazon seller rank.
Next, compliant copy is essential to listing control. Similar to the effect of poor and inconsistent images, copy is a key component of any product listing that needs to stay within brand guidelines. Without clear and consistent copy, a consumer may misunderstand the product or your brand or both.
A final callout for a brand is to have unified messaging on customer questions/reviews. Customer service is paramount and very transparent online. Without control, rogue sellers will generate and allow negative feedback to pile up, and, due to the algorithm, Amazon will penalize the brand.
Three tactics to achieve distribution control.
It is essential to success to get product quality adherence. Amazon’s algorithm awards low prices and knockoffs and past season products are typically what is available at lower prices. You want to make sure you know where your products are shipped and sold so only your product, and not knockoffs, are available on Amazon, to keep your MAP pricing
An up-to-date authorized seller list is key so your brand can identify and enforce takedowns of unauthorized sellers. The process is exhaustive and time consuming to do alone, and Pattern’s specialized software allows us to track authorized and unauthorized sellers, which means Pattern helps you identify leaky spots in your distribution and bad sellers. To remove unauthorized sellers, Pattern also partners with an eControl firm like Vorys, because they have the legal expertise to enforce the takedowns, and without that control you will lose the Buy Box on Amazon.
Aligned channels incentives will help prevent price erosion. By keeping everyone at MAP pricing, they will not undercut your pricing to win the sale–both online and in brick and mortar–therefore you can keep your logistics and fulfillment streamlined and operating to full potential.
If you are feeling the pain about being out of control on Amazon and would like to discuss any of the strategies above, feel free to click the link below and we can schedule a meeting to learn more about your brand. We help brands worldwide execute these strategies and get control back on Amazon.
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Peak season is almost upon us and with all signs pointing to it starting earlier than ever, with Christmas gifting searches now ramping up in August and September, it’s time to start preparing for peak. In this article, we’re sharing our top five tips for planning and preparing for peak season with Google Ads and the strategies required to get your Paid Search ready so you can drive success over this crucial period.
In 2021, gifting search terms started increasing in popularity in August. The general trend is that people are looking, researching and weighing their options early, so it’s best to start your Paid activity early to ensure that you’re capturing that early research traffic. This will help drive revenue alongside aiding those consumers who are in their research phase.
From 2020 to 2021, spend during Cyber Week actually only rose 2% but in the weeks leading up to it, it increased by 16%. However, Cyber Week is still the biggest period during the latter half of the year, accounting for 23% of all online spend by consumers over peak. Being prepared and starting early will help you to maximise your time during this period.
According to Google, 48% of global consumers have stopped buying or using a service due to privacy concerns. Privacy is front of mind when consumers are shopping online and we know that Google is phasing out 3rd party cookies in 2023. This is going to make it much harder to track users online and it’s something that brands need to think about this now – waiting isn’t an option.
From a Google Ads point of view, you want to ensure you have set up the Google Ads tag across your site and have enabled ‘Enhanced Conversions’, which ensures all conversions are tracked and allows you to monitor other actions such as ‘Add to Cart.’ This is relatively easy to set up, especially if you use ‘Google Tag Manager’.
It’s also vitally important that you build up your first-party data during this time as this is data you own and it can be used when targeting consumers that have provided your brand with their email address. Pattern’s own experience shows that by segmenting and using first-party data, you can see a 10% improvement in revenue and ROI.
A full-funnel approach is now more important than ever as consumers become more discerning and have more choices than ever of where to shop.
Pattern has seen success with Google Ads’ ‘Discovery Campaigns’ (image-based ads that appear on Google platforms such as Gmail and the Google app), which have driven success both from a traffic and revenue perspective.
The performance of these campaigns is significantly enhanced by adopting a segmented and nuanced approach to first-party data and incorporating these into your campaigns. Other options for a full-funnel approach include YouTube and testing bidding on keywords that are more representative of the research phase. (e.g. ‘best baby clothes’ for a baby clothes brand)
Earlier this year, Google announced that they were moving away from Smart Shopping and launched Performance Max. This is a new campaign type that incorporates features and placements from Smart Shopping but expands them onto other platforms such as Gmail but also alternative creative options, such as images and videos.
Since Google has already started automatically upgrading Smart Shopping campaigns to Performance Max, expect to see some fluctuations in the first 2 weeks following the switch over but results generally seem positive. We recommend upgrading sooner rather than later to limit any potential impact to peak period.
Peak period will be even more competitive than in 2021 and you’ll need your budgets to support this period, we recommend boosting budgets in October to start capturing that early peak traffic. As we enter November and the Cyber Period, start early and make sure you are capturing those consumers looking for early bargains, ensuring you are being nimble in your optimisations and reacting to the data that you are seeing.
Overall, peak period is vital to help drive your sales and by preparing early, you will see strong results and drive success for your brand. If you want to discuss how your brand can navigate this next peak period, contact us to discuss your options with our performance team now.
Entering the ecommerce landscape is a huge undertaking for any brand—it usually requires a large investment in resources and expertise to really be successful. Any brand can quickly get in over their heads trying to navigate the nuances of SEO, fulfillment and logistics, distribution control, listing optimization, and meeting the numerous other requirements and administrative tasks to show up well on marketplaces.
Unfortunately, because it’s so easy for third party, gray market, and unauthorized sellers to obtain and sell products online, many brands find themselves pressured to execute an ecommerce plan without the right resources to succeed on marketplaces and their other channels.
So, for brands looking to enter the ecommerce space or improve their current and future performance, it makes sense to partner with an ecommerce consultant.
Pattern’s global presence and proven success with hundreds of brands has allowed us to develop highly effective ecommerce consulting services. We can guide your brand to navigate issues both large and small in marketplaces worldwide. To maximize your ecommerce efforts, you’ll need to understand what an ecommerce consultant does and how to select one who drives the right value for your brand and products.
An ecommerce consultant is a specialist in the ecommerce space who can give you personalized guidance on how to market your products and grow their presence on digital marketplaces.
An ecommerce consultant should be able to analyze your brand, audience, category, opportunity, and current roadblocks and help you understand how to utilize your resources (or what resources are missing) to be most effective in capturing your opportunities in the ecommerce space.
Not sure how to evaluate a consultant? Here are 4 key attributes to look for as you make your choice.
At Pattern, we prioritize brand obsession for a reason—we know that a brand-centered mindset makes a crucial difference in the outcomes and results our partners achieve. So in our experience, when you begin your search for an ecommerce consultant, it’s important to look for a partner who is specialized in ecommerce, invested in the product, and passionate about helping brands build and improve their strategies. Typically, this means finding someone that consults exclusively for ecommerce marketplaces, rather than choosing a consultant who offers many different services.
It’s also important to avoid choosing a consulting partner who can’t deliver the right experience for your brand. The best indication of whether your potential consultant can do that is to review their history, data, and results with other brands. Ask if they’ve helped others in your selling category, if they’ve solved specific issues your brand is facing, and why they feel you are a good fit. The key is to leave the conversation feeling confident that you understand your consultants’ capabilities and whether or not they match up with your needs.
It’s best to pick a consultant who knows how to guide a brand onto and through multiple marketplaces worldwide. You’ll want to take a look at your long-term strategy and think about the regions and platforms you’re currently on and where you might want to take your brand in the future. If your consultant is truly great at what they do, they’ll be able to help you perform well enough with your current product roadmap that it’ll be a no-brainer to expand your presence at the right time.
The most effective partnership with an ecommerce consultant will be able to give you both recommendations and point you to solutions for making those changes in your planning, processes, and execution. Your time and money is valuable, so you want to make sure that you’re spending it as efficiently as possible as you follow your consultant’s advice. So, before you commit to an ecommerce consultant, ask about the resources and concrete solutions they typically recommend to the brands they work with.
Finding an ecommerce consultant that checks the boxes can be a difficult task. At Pattern, our entire focus and drive centers around giving brands the tools and resources they need to succeed on domestic and international ecommerce marketplaces.
With over 100 global ecommerce consultants across 10 global offices, we have the right tools to partner with brands across the world to achieve better ecommerce success. We give specialized advice, then make sure our partners have all the adequate SEO, social media, CRM, Amazon multi-channel fulfillment services, and ecommerce outsourcing services they need.
Interested in ecommerce consulting services? Set up a call here to learn what Pattern can do for your brand on global marketplaces.