Jak prodávat svou značku na Amazonu, David Cikánek (EXPANDO)

V roce 2023 jsme zastupovali 36 různých značek z 30 kategorií a prodali za desítky milionů eur. Máme hotový podrobný checklist, který určuje, kdy a jaký produkt má šanci uspět. Pro značky, které to skutečně zajímá, můžu tento seznam projít bod po bodu a pomoci jim pochopit, zda má smysl spojovat svou značku s Amazonem.

1. HOW TO SELL NEW
BRAND ON AMAZON

2. TOP 5
European Amazon agency
Full-service
for core marketplace players
8+

years of
experience 60
Marketplace experts
6
marketplaces
Partnership




IN A NUTSHELL
based on mutual success

3. NUMBER OF ORDERS
GENERATED FOR OUR
CLIENTS PER YEAR
TOTAL TURNOVER OF OUR
CLIENTS (GMV) IN 2023
CUSTOMERS WE
EMPOWER TO SUCCESS
EMPOWERING SELLERS GROWTH
120
sellers
7M
orders
€108M
turnover
2023 numbers speak for itself.
GMV (Gross Merchandise Volume): the total value of the goods or services retailers sell over a set period.

4. Amazon is the king

5. MARKETPLACES WE CAN HELP WITH
EUROPEAN AGENCY WITH A STRONG DOMINANCE IN CEE

6. AMAZON VS MARKETPLACES

7. OUR CORE SERVICES IN DETAIL

8. AMAZON VISITS WORLDWIDE

9. OUR CORE SERVICES IN DETAIL

10. WHY IS AMAZON DIFFERENT

12. New seller on Amazon

13. Brand

KEY TO SUCCESS
MARATHON & SPRINT
Resell

14. New brand on Amazon

15. AMAZON SELLER BE LIKE

16. 60 % of Amazon sellers
have established their
own brands

17. VAT
Amazon countries
LOCAL
EUIPO
USPTO
>10 EUR - “no go”
<80 EUR
Amazon brand “must have”
20-80€FBA TRADEMARK
KEY TO SUCCESS

18. COST OF AMAZON SALES
-19 VAT / TAX
-15 AMAZON FEE
-3-4 FULFILLMENT FEE
-0,05 STORAGE
-1 LOST INVENTORY
-5-15 PROMOTION
FINAL PRICE 100 EUR

19. REAL PROMOTION COSTS


Month Promo costs to revenue
1 90,91%
2 58,64%
3 43,98%
4 34,93%
5 30,49%
6 26,46%
7 12,67%
8 11,27%
9 9,19%
10 8,42%
11 7,08%
12 6,16%

20. REAL COSTS


Měsíc
Obrat Prodané kusy
Organický Z PPC Celkem Organické z PPC Celkem
0 €0 €0 €0 0 0 0
1 €440 €1 760 €2 200 11 44 55
2 €810 €2 430 €3 240 20 61 81
3 €1 296 €3 024 €4 320 32 76 108
4 €1 904 €3 536 €5 440 48 88 136
5 €2 624 €3 936 €6 560 66 98 164
6 €3 402 €4 158 €7 560 85 104 189
7 €4 340 €4 340 €8 680 109 109 217
8 €5 368 €4 392 €9 760 134 110 244
9 €6 528 €4 352 €10 880 163 109 272
10 €7 722 €4 158 €11 880 193 104 297
11 €9 884 €4 236 €14 120 247 106 353
12 €12 180 €4 060 €16 240 305 102 406
Celkem €56 498 €44 382 €100 880 1412 1110 2522

21. OTHER COSTS


Další náklady spojené se vstupem:
Registrace EPR +
obaly
€250jednorázově
Registrace
německého DIČ
€200jednorázově
Vine €250jednorázově
První recenze
30 produktů pro klienty
zdarma

22. AMAZON ANALYSIS

23. STORY ABOUT
OUR CUSTOMERS

24. AMAZON SUCCESS OF METRIE | Case study
Strategic performance investment is boosting not just paid
revenue, but also organic growth substantially.

Cost of sales has been trending down, leading to a
significant improvement in business profitability.

EXPANDO expert took
over client's Amazon
strategy and execution

25. 5 YEARS
OF COOPERATION
> € 2M GMV
TURNOVER OF CLIENT'S
PRODUCTS
4,6 RATING
BASED ON > 900 REVIEWS
AMAZON SUCCESS

BEST
SELLER
IN A CATEGORY
130,000
PRODUCTS SOLD

26. E-COMMERCE SUCCESS
Origin
Created hybrid sock shoes in
2014.

Growth
Successful crowdfunding on
HitHit and Kickstarter, raising
over $3M.
Partnership
Teamed with EXPANDO and
switched focus to Amazon
for global reach.


Global presence and
sales in 120 COUNTRIES
40% growth on revenue
thanks to Amazon
RESULTS
STRATEGY

27. WHAT DID NOT WORK FOR US
AND IT COST A LOT OF MONEY...

LIMITED
Editions
BRAND
Based on local
celebrity
NICHE
With no demand
LOW
Quality product
results in bad
reviews
INVESTMENT
Zero or low promo
spend
COPY
And paste other
products

28. FIRST STEP SET UP LOGISTICS
SALES
(MONTH 0)

12-MONTH
SALES
PLAN

Cooperation
with EXPANDO
is signed. We
are working
together on
Beginners
Checklist

OPTIMI-
ZATION

EXPANSION

Setting up
Amazon
account
registration, first
settings and
product listings
DE VAT is ready.
Products are
shipped to FBA

Vine program,
first reviews,
start of PPC
campaigns

Fulfilling the 12
month sales
plan with your
Key Account
Manager

Adjustments in
PPC, products,
prices, offers
based on
current
situation

New products
added to
listings,
expansion to
other
marketplaces
PROCESS OF OUR CLIENT'S
EXPANSION
4-8 WEEKS FROM SIGNING OF CONTRACT
(IF YOU HAVE DONE BEGINNERS CHECKLIST)
FIRST WEEKS AFTER VERIFICATION
FIRST YEAR
AFTER
VERIFICATION
∞

29. David Cikanek
Head of Global Sales
[email protected]
[phone]