Menu
A global food and beverage manufacturer wanted to identify assortment gaps and innovation opportunities within their product offerings on Amazon. The company was facing profitability issues with specific package types, leading to their removal from the market. This resulted in unauthorized third-party sellers becoming the predominant seller for these products.To regain control of its digital shelf and unlock new growth opportunities, the company needed a strategic approach to assortment management.
To address these challenges, we conducted a comprehensive analysis of the manufacturer's Amazon assortment. Our first step was to tag the top 80% of products with key attributes, including pack weight, pack size, health benefits and packaging type. This granular categorization provided a clearer picture of how different product variations were performing and where opportunities existed.
Next, we analyzed sales and pricing data across these attributes. Leveraging the insights from the data analysis, we developed a set of strategic assortment recommendations. These recommendations were informed by an assessment of competitor trends and a thorough identification of gaps in the manufacturer's existing assortment.
The insights revealed a $58M opportunity across multiple assortment opportunities, allowing the manufacturer to make data-backed decisions about product innovation and portfolio expansion. One key recommendation was the introduction of a new pack-size strategy designed to be competitive against top brands. This strategy was also aimed at mitigating the impact of unauthorized third-party sellers. Additionally, our team devised a new title strategy focused on targeting and converting health-conscious consumers.
.svg)