Stefan Jordev is the Director of Marketplace Strategy & Insights at Bobsled. He is also the co-author of the upcoming book “Instacart for CMOs”. He has over a decade of experience in digital marketing, and specialises in roles involving Paid Social & Paid Search advertising management.
On today’s episode, Kunle is joined by Stefan Jordev, Director of Marketplace Strategy at Bobsled – a digital marketing agency that has successfully launched 100+ brands on Amazon and managed millions of dollars in monthly sales. The founder of Bobsled was a guest on the show way back in season 2.
DTC brands pride themselves on being able to control all aspects of customer experience. Be it UI on their website, packaging or fulfillment and returns. Building a rapport and direct connect with the customer is a key driver. While selling on Amazon and other marketplaces, you lose control of the experience and connect with the customer. This is why many DTC and eCom brands steer clear of marketplaces.
But with growing competition and an extremely volatile market, being omnipresent is growing in importance. Being everywhere your customers are is a soon-to-be norm. That being said, DTC brands have a lot of apprehension about how to make the transition to marketplaces and replicate their success on the platform.
In today’s episode, Kunle and Stefan examine the case for DTC brands to start selling on Amazon. You get to hear about how to prepare for transition, leverage Amazon’s programs and ads to succeed on the platform.
Here is a summary of some of the most important points made,
You cannot compete with the quality and quantity of Amazon’s data
It is easier for new brands to launch on Amazon, then scale off platform
Instacart has brought a new dimension to the omnichannel game
Amazon’s Early Reviewer program helps new brands make a start on the platform
Brands must have a multi-fulfillment strategy
Lack of specific buyer data is compensated by analytics reports
Being aware of and adopting Amazon’s new features could be the difference between success and failure
Covered Topics:
On today’s interview Kunle and Stefan discuss,
Transitioning to Amazon
Approach for New Businesses
Instacart
Amazon Vines and Early Reviewer Program
Data Shared by Amazon
Amazon Ad Strategy
Timestamp:
13:25 – A bit about Stefan and Bobsled
Work with businesses on Amazon, Walmart and Instacart
4.5 years in the company
Specializes in strategy
15:25 – What DTC brands should also sell on marketplaces
High quality and quantity data
17:30 – How should new brands approach marketplaces
It is easier to launch on Amazon
In order to scale you must supplement it with your own website and marketing
18:45 – What is Instacart?
Available in US and Canada
You can have shoppers go into stores and buy grocery for you
A new phase of omnichannel
Already expanding beyond grocery
Delivery time is only a few hours
Can reach 85% of households in US
24:00 – Taking an established DTC brand to Amazon:
Most data is already available (UPCs, SKUs)
Retail readiness checklist on Amazon
Explore early reviewer program
26:45 – Amazon’s marketing programs:
Amazon offers gift cards for reviews
Amazon Vines and Early Reviewer Program
27:40 – Fulfillment Strategy:
Hits margin, but FBA means you are part of the Prime program
Established brands also need to have their own fulfillment in place
“Much like an omnichannel strategy, you need a multi-fulfillment strategy as well”
30:00 – Amazon Brand Registry:
Access to additional campaign types
Ability to take action against unauthorised sellers
IP Accelerator lets you cut down trademark wait time from 1 year to a few weeks
33:45 – Getting Reviews on Amazon:
Amazon has made it easier for buyers to leave reviews
Sellers can also ask for reviews
Sellers can get creative to nudge buyers
You need at least 15 reviews and 3.5 average rating
37:00 – Customer data on Amazon:
Buyer info like email is controlled by Amazon
But you still get enough data to create lookalike audiences
Lack of specific data is compensated by additional reports
“What you miss out on from specific data points, you can make up from Analytics data points”
You get 1st name, last name, zip code, age, demographics
39:00 – Advertising in the Amazon ecosystem
Once Retail readiness is achieved, you should jump into ads
They have a CPC ad model with no limit on daily spend
Sponsored products, sponsored brands and favourable placements
70% of the advertising spend should go towards sponsored products
Retargeting is also available both on and off amazon
42:45 – Standing out of the crowd on Amazon:
Critical to stay up-to-date on new features
Being quick to adopt new features help small brands
Amazon live videos
45:00 – Amazon Attribution program
Attribution from FB ads would soon be possible
46:55 – Managing margins and costs on Amazon
Utilize the inbuilt calculator
Your residual margin would dictate your Ad spend
50:00 – How are brands using Amazon to go international:
US brands typically expand to Canada first, followed by EU5
Depending on the country, you would need to translate your listings, keywords
Each new market comes with complexity and also opportunity
52:10 – Implications of Brexit
52:35 – Tips for DTC brands:
Staying up-to-date with new features will help you get ahead
PIM solutions can help you optimise for multiple marketplaces
Takeaways:
Brands must have a multi-fulfillment strategy
Amazon shares enough data to be able to create lookalike audiences
Being aware of and adopting Amazon’s new features could be the difference between success and failure
“Much like an omnichannel strategy, you need a multi-fulfillment strategy as well.”
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