Isaiah Fritz

Did you know Chick-fil-a sells over $700k worth of sauce every year on Amazon? I'm not sure if Andrew Cathy is losing sleep over this or not but we could pretty easily turn that $700k into $1M+. Even if we turned the listings off on Sundays :) Here's how we'd do it: 1. Control distribution. Right now there are 29 different sellers competing over 10 listings. That means that the only way to win is to sell at a lower price. When you cut that number down from 29 to 1, then you give the brand complete control over the pricing. Lots of brands are surprised to learn there is a simple way to cut out unauthorized sellers in just 30 days. (DM me for details) We've worked with several brands that raised their wholesale price by 10% after 6 months of working with us because we created so much extra margin for them. 2. Content As you can see, the content is extremely meh right now. For an easily recognized brand like chick-fil-a, shoppers are skeptical of scams or knock offs. Low quality listings don't inspire much confidence in the quality of the product. A very basic face lift would go a long ways. But with 29 resellers, nobody is incentivized to put in the extra effort since the return would be split 29 ways. It's like a mattress on the freeway, everyone wants it moved but nobody bothers to pull over and move it. 3. Advertising Shopping for barbecue sauce? I see you added some sweet baby ray's to your cart... But did you know Chick Fil A sells an 8oz bottle of their signature BBQ sauce and you can get a bundle of two for the price of one? Sorry Baby Ray. We've used similar campaigns to steal 31% of a competitor's sales for our partners. If anyone can introduce me to the Ecommerce manager for the @ChickfilA team it would be very appreciated.

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Isaiah Fritz @IsaiahFritzOSP

over 1 year ago

We recently met with a company that has been in business for 140 years! For more than a century the company has represented quality and reliability in their industry. But if you looked them up on Amazon, you'd never know it. Their products blend in with a sea of cheap, Chinese knock offs. They are trying to win on price and it's killing their margin on every other channel - including brick and mortar. One of the first things we recommended was raising their price. The CEO stopped me right there. "How are you going to raise prices without losing volume?" Instead of telling him how, we showed him a company just like his where we accomplished exactly that. We raised prices AND increased volume. We raised prices by 5%. Market share grew by 15X. And on top of that, the brand's wholesale margin grew by 10%. These numbers are not unusual. It happens every year. In fact, we expect to see results like this with our brands. Because we have proven strategies and a hungry team that never lets up. I'll share "Our 3 Levers for increasing volume AND price on Amazon" in my newsletter tomorrow. Sign up using the link in my bio.

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Who to follow

Sertac Altun

@sertacaltun_

Full time launching and scaling brands on Amazon 📈

Jason Guardiola

@jasonguardiola

22 | scaling an ecom brand

Scott Needham

@itsScottNeedham

Sold over $450m on Amazon FBA. Helping Amazon Sellers with SmartScout, a tool for understanding Amazon (and making money!). I interview hundreds of Amazon Pros.

Isaiah Fritz @IsaiahFritzOSP

over 1 year ago

@ArbitrageOps Totally agree

Isaiah Fritz @IsaiahFritzOSP

over 1 year ago

@Kinafba1 Sending you a DM right now!

Isaiah Fritz @IsaiahFritzOSP

over 1 year ago

Talked to a VP of sales this week. He was at his 3rd trade show of the month and needed to rush back to his hotel to catch up on emails. We talked about MAP violators on Amazon. He's the one that has to play whack-a-mole every time a new one pops up. It consumes several hours of his time every week. He thinks they should cut everyone off Amazon except one trusted reseller but his CEO says no way. The CEO is thinking about the bottom line. As he should. Yes it would make life easier for his VP of Sales but in the end they would just be redistributing the pieces of the pie to someone else. The trusted Amazon partner gets a big slice of the pie but it also means other people's slice gets smaller (dealers and distributors). It's a win-lose. What the CEO really wants is an option that grows the entire pie. A win-win. And since no one has shown him that option - they stick with the status quo. A race to the bottom on price, no MAP control, constant whack-a-mole. And he's not alone. Mike was in the same status quo a year ago. But we showed him a win-win option. A way to eliminate MAP violators AND grow the whole pie. Since then we've stolen 38% of their competitor's sales . Grew Q4 revenue by 12% And saved Mike hours every week of chasing down MAP violators. Don't hire someone to fix Amazon - find someone that can grow the pie for you. We've spent the last 5 years growing the pie on Amazon. The first step to growing the pie is to end the race to the bottom on price. We recently hosted a live workshop where we explained "How we removed 84 price undercutters for a $10M Brand in 6 months". If you'd like access to the workshop, plus 30 mins of 1:1 time with our team to brainstorm how to tailor it to your brand, we have 3 spots open. DM me "pie" and Ill get you the details.

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Isaiah Fritz @IsaiahFritzOSP

over 1 year ago

A few months ago we were working with a legacy Brand in the Auto Accessories category and they were on fire. They sent their vendor manager packing. They had removed over 80 resellers. Buy Box price was on the rise. Promotions were consistent. Their team was ecstatic. Our team was super hyped. Everyone was always asking for an update on them. Progress like that is contagious. And then suddenly Amazon started winning the buy box back. Which made no sense. The brand hadn't supplied product to Amazon Vendors in months. We asked every single distributor point blank if they were selling to Amazon. Every one of them looked us in the eyes and said no. So we created special markings for each box. Every distributor's order had its own unique marking. And only we knew about it. A few weeks later, we placed an order from Amazon. The package arrived and confirmed our suspicions. We approached the offending distributor and plugged the leak. It took several weeks, some creativity and some man power. When you talk to potential partners about protecting your brand on Amazon, be very wary of one size fits all solutions. Ask for specific examples of unique problems they solved for past clients. Big promises and blanket solutions are easy to fall for when you're desperate to stop playing whack-a-mole. For more questions to ask amazon service providers, sign up for my daily insights. (Especially helpful if you don't speak "amazon") Link in bio. PS the pic is of our team from last year's Christmas party