For sellers and brands alike, Amazon’s marketplace has become more crowded than ever. In fact, according to MarketplacePulse, Amazon is home to more than 3 million active sellers. This is making it increasingly difficult for brands to stand out from competitors.
To increase brand awareness and sales, businesses use killer copy, descriptive titles, striking images, and listing optimization. Sometimes, however, that’s not quite enough. Luckily, Amazon has a number of features, like Enhanced Brand Content (EBC), that can help you convert those potential customers who are still sitting on the fence.
One of these features is Enhanced Brand Content, now known as A+ Content. This Seller Central feature introduced in 2016 allows you to modify the description area of your product listing with visually-rich content—including enhanced images and custom text placement—to tell your brand’s story.
As long as you’re a registered brand approved in the Amazon Brand Registry, a professional seller, or an “emerging brand owner” working through Amazon Launchpad or Amazon Exclusives, you can benefit from the features of EBC Amazon. The best part? Adding EBC to your products is currently free. Amazon has even stated they will make any announcement before adding fees to this program. Here are a few reasons why you may want to consider adding EBC to your Amazon listings.
Enhanced Brand Content gives you more freedom than ever to craft an eye-catching storefront that captures your brand’s essence. Beautiful headings, high-quality photos, engaging copy—each element works together to create a storefront where customers feel comfortable and interested. Not only do attractive storefronts make your brand stand out, but they also optimize your listings, keeping customers on them longer and making it more likely they’ll convert.
If you need help managing and designing all of this content, you’re in the right place. Here at Pattern, we help brands design templates that customers can’t look away from. Below are two examples for brands Pure Encapsulations and Yogi Tea.
Your potential customers know there are thousands of products on Amazon that fit their particular needs at any given moment. When they find a product they like, they’ll often use it as a reference point and click to competitor listings to compare features and pricing. Typically, it’s not necessarily the feature set that makes the difference between two products, but the product listing’s design and visual appeal. The data reinforces this idea—Amazon claims that adding EBC to a product listing can increase sales by an average of 3to 10%.
Enhanced Brand Content can help you reduce your bounce rate by increasing engagement with eye-catching pictures and compelling copy, both of which tell your brand’s story and help your potential customers see your product as something that will enhance their lives.
Enhanced Brand Content provides a way to reinforce the brand loyalty you’ve already developed with your customer base. Historically, a main challenge with Amazon has been the lack of branding opportunities available to more-established brands, which has leveled the merchandising playing field and allowed private-label sellers/products to flourish, which could be a disadvantage for well-established and trusted brands.
EBC allows brands to bridge this gap and remind customers what sets them apart in a way that's not possible through text-only bullets and descriptions. Learn more about the importance of brand equity here.
When customers are comparing products on Amazon, they’re looking for reasons not to buy. EBC gives you the chance to overcome the objections your prospects may have by providing more detail and imagery, making it more likely that they’ll convert.
Amazon allows you to answer customer questions on each product listing, something I recommend all brands participate in. One way to use EBC effectively is to look at the types of questions your customers are asking and address any recurring themes in your EBC.
Since EBC generally includes pictures, and these pictures require you to include image keywords, the feature also helps your products appear more frequently in search, which is the leading traffic driver for Amazon product listings.
As mentioned, Enhanced Brand Content is an excellent way to differentiate your product from similar, competing products. Consider the two lotion examples below.
With Enhanced Brand Content (Now A+ Content):
Without Enhanced Brand Content
Which lotion do you think customers are more likely to buy? Both brands give logistical details about their products, but Thymes’ use of A+ Content also tells its brand story, evokes an emotional response to convert the potential customer into a loyal one, and makes it easy for customers to envision its products in their lives.
Mobile optimization is arguably one of the best benefits of Enhanced Brand Content, and is available to all sellers who use the feature. When buyers are searching Amazon on a mobile device, they only see the first 200 words of each product’s description, not even your finely-crafted bullet points. They then have to click the section and open a new page to see more details.
If you’re using EBC, or A+ Content, potential customers can see all of your carefully-curated content, including the pictures, title, and description, without clicking or opening new pages. This is increasingly becoming a bigger deal, since 47% of Amazon customers are now using their mobile devices to shop, and more than half of all internet shopping occurs on a mobile device.
Not only are customers increasingly using their mobile on Amazon, but they’re also driven by convenience. As with everything on the internet, the faster you can get your product in front of a potential customer (with the least amount of clicks), the better your performance will be.
Before you set out to create Enhanced Brand Content, make sure you're familiar with Amazon’s EBC guidelines. Here are the top EBC requirements to be aware of:
Amazon has strict rules to keep their platform consistent and fair to all sellers. So long as you don’t mind their terms, you can take your product pages to the next level.
Are you ready to start enjoying the benefits of EBC? If so, learn how to get started below.
To create Enhanced Brand Content, first login to Amazon Seller Central or Vendor Central. On your account page, you will find an advertising tab, where you can select “A+ Content Manager” from the dropdown menu. Click “Start Creating A+ Content” to begin the process.
You’ll have the choice of creating Enhanced Product Descriptions or Brand Content. Enhanced Product Descriptions allow you to elaborate on product details and proactively answer customer questions, while Brand Content lets you tell your brand’s history, story, and values.
After choosing which type of EBC to start with, you’ll see prompts to name your content and choose from 5 module templates. Alternatively, you can create a custom module from scratch. Choose a design that suits your product and brand. Any module can include pictures, infographics, keywords, and comparison charts.
Keep following the onscreen prompts until your EBC module is complete. Make sure to proofread and check for any spelling, grammar, or punctuation mistakes as these will impact your chances of approval.
Once you submit, you can expect approval to take up to 7 days, though usually Amazon responds within 2. If not approved, your submission will be returned with rejection reasons and suggestions on needed changes.
Once approved, it can take up to 24 hours for your EBC to finally be published on Amazon.
Using high-quality images is a basic best-practice to improve your product’s SEO on Amazon, and EBC makes it easy. Make sure that your images are large enough that potential customers can zoom in and out to see product features. Pixelated or limited images make it more difficult for customers to trust your brand. Simply put, customers associate high-quality images with a high-quality brand.
Consider combining detailed product images with lifestyle photography, like Hydro Flask. The product images answer common customer questions while the lifestyle photography tells the brand’s story and communicates its unique feel. With any product photography, focus on good lighting, clean lines, minimal clutter, and embracing your brand’s image. Use real humans in lifestyle photos when it makes sense, highlight key features of your product, and emphasize your product’s versatility.
Enhanced Brand Content allows you to format your photos in 12 different modules, including comparison charts, image highlights, and image and text overlay. Taking advantage of these modules—and following our product photography tips—can help you make the best of EBC.
As we’ve mentioned, one of the biggest draws of Enhanced Brand Content is its visual appeal. Instead of presenting your potential customers with product descriptions, bullet points, and walls of text, you can integrate text with photography, graphics, and comparison charts. It’s important to make sure you’re keeping your text succinct and interesting, or you’re defeating the purpose of EBC.
Make sure every word in your listing page serves a purpose. Using bullet points and less text makes your product information easy to skim and keeps it from being overwhelming for customers. Capitalizing keywords may be helpful. Keep it simple, professional, and optimized for Amazon.
Above all, take care to ensure your product description is accurate. 40% of customers have returned online purchases solely because of poor product content, and poor product descriptions are to blame for 30% of shopping cart abandonment.
Finally, Amazon rolled out an A/B testing feature for EBC in November, 2019. The “Manage Your Experiments” (MYE) tool allows sellers to test different versions of an EBC page to see which one performs best. For example, you can test different images, text, and structures to see what drives the most traffic and sales.
EBC experiments can go for anywhere between 4 to 10 weeks. The longer the experiment, the more reliable the data. So try to run the A/B test as long as you can. But know that you can also cancel the experiment or change its duration at any time.
To give this useful A/B testing feature a try, find “Manage Your Experiments” on Seller or Vendor Central under the A+ Content Manager. This is the perfect way to make sure your Enhanced Brand Content design is data-driven and optimized for generating sales.
As you can see, Enhanced Brand Content, now known as A+ Content, is an excellent way to make your products stand out regardless of category. Amazon makes it an easy feature to implement, especially considering that sellers can now upload new EBC by ASIN. Since it’s currently free, there are no downsides to giving it a try, but I’m confident these benefits will make it well worth your time.
If you want to take your Amazon listings one step further, Premium A+ Content, or A++ content, is an invite-only option available to some brands. It carries a hefty price tag—between $250-$500k—but also offers more space, 16 interactive models in addition to the 12 basic modules available for EBC, video, testimonials and more.
If you’d like to learn more about improving your product listings with Enhanced Brand Content or Premium A+ Content, we’d love to help. Get a demo today and see how Enhanced Brand Content can upgrade your Amazon listings.
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Walmart.com has announced important changes regarding the “Was Price” and promotions on the digital marketplace. These updates make it more important than ever to optimize your price through implementing proper strategies, controlling your distribution channels, and being intentional about your pricing strategy.
And, as with all digital marketplaces, succeeding on Walmart.com requires performing well in all areas of The Ecommerce Equation. Which means as you optimize your listings’ pricing, as well as traffic, conversions, and availability, your revenue increases.
Pattern has the resources ecommerce brands need to optimize on marketplaces for each factor in the ecommerce equation. We have the technology and strategists to help you improve your traffic, the brand dedication and passion to help you achieve greater conversions, connections to econtrol specialists who help brands regain marketplace control, and the data you need to be able to make smart forecasting decisions for better product availability.
Below, we’ll cover how Walmart.com’s recent platform changes impact ecommerce brands’ ability to drive traffic and conversions for their products and how to strategize around them to work best in your brand’s favor. But first, let’s go over the changes themselves.
Walmart.com’s newest changes reflect their mission to be the leader in low, everyday pricing. Therefore, Walmart’s customers come to the platform and expect low prices no matter what. Overall, these updates give consumers more visibility into the value they’re experiencing and hold brands more accountable in the pricing information they display.
Due to Walmart’s updates, in order for your products to qualify for a strikethrough and show “Reduced Price” or “Clearance” flags on Walmart.com, your product’s promotion must be at least 10% off the “Was Price.” (Note: “Reduced Price” is the most common type of badging. Your teams can request this badge when filling out promotion upload files.)
To specifically qualify for “Clearance,” the product needs to be discontinued and no longer replenished after selling through the remaining inventory.
Although “Rollback” is sometimes seen on site, it is a form of 1P-only badging.
Walmart now prohibits promotions lasting longer than 365 days.
Walmart’s “Was Price” was previously loosely defined and manually inputted on Walmart.com as an MSRP. Now, stricter rules are in place with regulations in the broader market to encourage enforcement and protect consumers.
The “Was Price” is now defined by these terms on Walmart:
Either the 90-day median price paid by customers for the item on Walmart.com (excluding special promotions like holiday campaigns, limited time deals, rollbacks, and clearance);
Or the median price offered by Walmart or Marketplace sellers for the item on Walmart.com for at least 28 out of the last 90 days (excluding special promotions like holiday campaigns, limited time deals, rollbacks, and clearance).
To protect your “Was Price” from price erosion, be intentional when planning promotions. To be most effective in your promotion, you’ll want to be able to give your customers a large enough discount to qualify for the slash-through and reduced price badging.
Without the right pricing strategy in place, your products are in danger of falling into deeper and deeper discounting as you chase the ability to achieve slash-throughs and proper badging. Without the slash-throughs and badging, you’ll lose the ability to easily communicate the increased value of your product and the traffic and conversions you’re trying to earn by running the promotion in the first place.
It’s important to keep your products’ prices as steady as possible to protect your promotion periods. As you prevent high-low price fluctuations, you’ll be able to use slash-through prices and promotional badges like “Reduced Price” and “Clearance” to your advantage in driving better traffic and conversions for your listings.
Without the ability to display badging, a promotion falls flat even if the price has been dropped. With steady pricing over time, you’ll be able to keep a stable “Was Price” and ultimately enjoy more rewarding promotional periods long-term.
It’s important to remember that the “Was Price” policy also applies to 1P and other 3P sellers representing your products on Walmart.com. Unfortunately, your other strategies will be ineffective if other sellers are breaking your MAP policy or playing the high-low price game. So, it’s more important than ever for brands to be conscious of their distribution channels and keep rogue and unauthorized sellers in check.
By allowing Pattern to be the authorized seller of your brand’s products and working with Vorys eControl law firm to eliminate rogue sellers, you can be confident in creating and executing a powerful selling strategy on Walmart.com and other digital marketplaces. As a 3P seller partner, Pattern is truly invested in our partners’ success, we’ll help you to create and execute a strategy that truly prioritizes the long-term performance of your products on digital marketplaces.
Contact us today to learn more about the changes on Walmart.com and how you can optimize your performance.
If you’re in the global ecommerce space, you are most likely aware of Amazon, and probably selling your products on the marketplace. With over $470 billion in sales in 2021 alone, Amazon stands as the third largest company in the world based on revenue. The ecommerce giant is a household name in the U.S. and working hard to grow its market share across five continents worldwide.
Having your products available on Amazon and being competitive there, though, are definitely two different things. If you want to really succeed on Amazon, you’ll need specialized insight into how Amazon works and how to make it work for you. So, for many brands, it’s a great idea to work with an Amazon Search Engine Optimization (SEO) agency.
At Pattern, Amazon SEO optimization service is one of our key competencies. We understand that technology, data-driven insights and expertise are the most important tools brands can leverage to win top listing spots on digital marketplaces. With expert teams and years of experience, we help brands conquer the Profitability Death Spiral as they compete with other products and sellers online. We offer Amazon SEO agency services as a core solution to brands that need more resources to get ahead.
An Amazon SEO agency serves brands by improving their products’ rank and listing performance on Amazon. They make strategic decisions about ad spending and placement that lead to higher traffic, conversions, and revenue for ecommerce brands.
A great Amazon SEO Agency partner will:
Unfortunately, many Amazon SEO agencies profit in unfair ways from your brands’ perceived success based on the ROAS numbers they provide. This is done through including branded search terms in ROAS reports, which naturally skew listing performance.
Let’s say, for instance, your brand is called “Annie’s” and you sell lollipops. Your brand has a very high likelihood of winning the top listing spots on Amazon for lollipop search terms that are paired with “Annie’s,” your brand name. So, SEO agencies will spend your ad money on those terms and report a very high ROAS.
To avoid scenarios like these, it’s best to look for an agency that either calculates their profits on metrics other than your ROAS scores or weighs branded search terms differently in the performance metrics reports. Regardless of your Amazon SEO agency’s cost structure, you should align onbranded search terms before committing to a scope of work.
A great indicator of a high-quality Amazon SEO agency is the level of insight they can provide into your competitors’ listing positioning and how it compares to yours. Data fanaticism is so important at Pattern that we’ve developed proprietary technology to display this exact information with precise detail for every brand we work with. In fact, you can find our free version here to see how you compare to some of your top competitors based on ASIN.
It’s certainly possible to improve your Amazon search performance with blind spending strategies. But a truly great solution will help you to know where your dollars are at their most powerful and competitive.
Amazon’s A10 algorithm prioritizes customer satisfaction—it wants to show consumers the best products that align with their search intent to improve conversions and sales. So, the best way to gain momentum on Amazon is to work on incremental wins.
Improving your performance on more obscure search terms that align with your customers’ search intent is a great way to increase ROAS for the long term. A10 will reward your success with better rankings on higher-volume search terms and the virtuous cycle can help you conquer your most-coveted listing spots. And the best part? This process of gaining momentum, if done right, will naturally decrease your ad spend over time as Amazon recognizes your value and works with you to keep your products at the top of consumers’ search results.
As an Amazon SEO specialist, Pattern knows how to help your brand win better success for long-term profitability on Amazon. With our data-driven tools and brilliant teams of ecommerce experts, we help brands with listing management, content optimization, Amazon ad strategies, and more.
Contact us to learn more about our SEO optimization services.