Challenges of Selling on Amazon in a Omnichannel Enviroment | Ant Dawe | Amazon Sellers Conference

As a business grows, they want to sell in more and more channels across the market. This includes online B2C, Marketplaces, retailers, wholesalers.
This brings a certain set of challenges, and without some strategic planning it can you leave in the awkward situation.
I will be going over the pressures this can put on stock, distribution networks, and even manpower within the business.

1. Ant Dawe Lansinoh Laboratories ant @lansinoh.co.uk How to Make Amazon Thrive in an Omnichannel Business.

2. A Little About Me

3. Self Evaluation

4. Times Have To Change Lots of businesses are still caught up in a prehistoric mindset Not giving enough time or attention to online activities Finding ways to restrict success Lots of RED tape Amazon is one of the biggest accounts in the business Simple mistakes are being made, making things harder than necessary No willingness to understand what needs to change Only 26%

5. Fix Your Leaky Distribution Network What is Leaky Distribution Network??? Sales Team Big Retail Wholesale Independents Consumers Independents Amazon Online Retail Amazon Consumers Amazon In Store

6. Ramifications Loss of control Continual content changes Dilutes your brand’s message Increased competition Decreased Buy Box win % Unnecessary Price Wars Customer Experience Risks Sales Velocity & Ranking Loss of Revenue

7. The Fix Vertical Block Exemption Regulation (VBER) Brought important changes to distribution agreements Allows you to control where your products are sold – restrict certain platforms Restrict Where Your Products are Sold Create a new or reword your preexisting distribution contracts Restrict where your products are sold and advertised Reduce self-made competition instantly

8. Fix Your Leaky Distribution Network Sales Team Big Retail Wholesale Independents Consumers Independents Amazon Online Retail Amazon Consumers Amazon In Store

9. A Fixed Distribution Network More secure and less competition More Revenue Clear structure Sales Team Big Retail Wholesale Independents Consumers Independents Amazon Online Retail Amazon Consumers Amazon BB Win Rate Increased By 280%

10. Operations Daily Challenges Ops Team Big Retail Wholesale Independents Amazon FBA Vendor International Ave Warehouse picks between 5k -10kunits / day

11. Operational Efficiencies Process Optimisation Streamlining workflows to reduce waste and improve speed. Automation & Technology Leveraging tools and systems to reduce manual tasks. Resource Utilisation Maximising use of time, talent, and materials. Continuous Improvement Implementing feedback loops and lean methodologies. Cost Reduction Lowering operational costs without compromising quality.

12. Internal Implementations Talk to your Ops Team Find out where the bottlenecks are and what is causing them Leverage Automation & Technology There are systems to automate procedures on both the front and back of the process Order processing and shipping software Recovery services Resource Utilisation Create a specialised team to deal with Amazon orders Detail out clear SOPs to help reduce wasted man-hours Cost Reduction Allows you to reinvest money elsewhere

13. Defining Your Channels Sales Team Big Retail Wholesale Independents In Store Independents In Store Online Retail In Store In Store Online Online Online

14. Amazon #1 Goal To Offer Consistently Low Prices Across its Platform

15. Problem for Amazon Managers Buy Box Suppression Buy box is continually under pressure from outside factors ASP Erosion Continual lowering of the price eats away at your selling price Net PPM Pressure Decreasing Net PPM puts products at risk

16. Channel Strategy Create a clear plan of what you want to sell where, and why Do research and gather data to support your decision Understand the customer journey Differentiate your Offering Amazon is getting smarter, can’t just rely on count sizes Offer exclusive products Bundles Custom flavours, sizes Try to keep Amazon promotions on Amazon Try and avoid promoting products that will influence prices outside the platform Create and promote virtual bundles Will help raise the AOV

17. Final Thoughts

18. Ant Dawe Lansinoh Laboratories ant @lansinoh.co.uk How to Make Amazon Thrive in an Omnichannel Business.