Finding Ways to Thrive in the eCommerce Environment

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August 11, 2023

It’s always possible for brands to improve their presence on Amazon, but sometimes the assistance of an outside agency makes the difference between achieving goals and smashing them.

BACKGROUND

Recent Jungle Scout reporting shows that more than half of U.S. consumers started their online product searches on Amazon in Q1 of 2023¹. On top of that, the number of consumers who use Amazon for price-checking purposes has been put as high as 90%². Against this backdrop, the importance of finely tuned Amazon product listings has never been more vital.

CHALLENGE

Enviroscent, a maker of ecologically responsible air fresheners ranging from home plug-ins and diffusers to vent clips for cars, found itself facing stiff competition in the Amazon space. Although the brand had a decent presence there, something was preventing its sales from truly meeting expectations.

APPROACH

After consulting with Compass, Enviroscent began 2023 by lowering both the prices and sizes of certain product bundles, making it easier for customers to give them a try. Meanwhile, the brand launched top-of-search campaigns backed by fresh SEO research with the goal of challenging some of the bigger players in the air-freshener space.

RESULTS

The lower price points brought in more customers, who took a natural liking to the product, while top-of-search performance on relevant keywords drove fantastic upper-funnel results. Year-over-year sales growth soared, exceeding 200% for much of 2023, even as the brand underspent on its ad budgets. Buoyed by this success, the brand now turns its sights to Walmart’s eCommerce platform.

INSIGHTS

From price points to search optimization, the right formula for success on Amazon is waiting to be unlocked. The experts at Compass know how to find it—and deliver bottom-line results that feel like a breath of fresh air for our clients.

SOURCES

Greg Mercer, “How to Sell on Amazon FBA for Beginners in 2023,” Jungle Scout (May 3, 2023). https://www.junglescout.com/how-to-sell-on-amazon-fba/
Emily Dayton, “Amazon Statistics You Should Know: Opportunities to Make the Most of America’s Top Online Marketplace,” Big Commerce. https://www.bigcommerce.com/blog/amazon-statistics/

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Finding Ways to Thrive in the eCommerce Environment

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