This case study shows how targeted vendor account management on Amazon has brought a stagnating brand back on course for growth.
+38%
Conversion rate
-38%
Return rate
+29%
Sales (COGS)
Starting point & goal
A brand manufacturer of measurement tools faced stagnating sales on Amazon, despite an existing advertising budget. Profitability was also affected by an above-average return rate. At the same time, there was no brand-compliant product presentation:
There was no A+ content or SEO-optimized product pages. In addition, price discrepancies and other invoice deductions remained unprocessed, resulting in a significant number of open items built up over the years — with no clarity as to the causes.
The goal:
Sales growth, reduction of
return rate, clear brand presentation
and recovery of outstanding deductions
revenue growth,
Reducing the
return rate,
clear brand presentation
and recovery
open deductions.
challenges
challenges
💸
Sales stagnated despite advertising budget
⚠️
Return rate significantly above industry average
❌
No brand-appropriate product presentation (no A+ content, no SEO)
📉
High deductions without clarity about origin or possible countermeasures
⚙️
Lack of coordination between content, advertising and operational management
“The real challenge was not just the lack of content, but that all levers stood side by side — content, advertising, deductions, returns. No wheel reached into the other. ”
Phil Layer, Founder, PLEC
Our Approach
As part of vendor account management, targeted measures were developed and implemented:
📝
Content optimization
SEO-optimized titles, bullets, descriptions; structure of A+ content
🛒
Brand Store
Development of an Amazon brand store as a central brand platform
🔄
returns management
Analysis of return reasons; adjustment of product descriptions and images
📊
Deduction clarification & management
Processing of outstanding items; identification and tracking of price variances and deductions; recoveries initiated
🧠
advertising strategy
Realignment of campaigns with focus on ROAS; integration with content strategy
✅
Monitoring & Reporting
Introduction of regular KPI reports and action tracking
scores
KPI
upshot
Sales (COGS)
+29%
Conversion rate
+38%
Refunded deductions
20,000€
Return rate
-38%
ROAS
+10%
ACOS
Reduced to 7%
“With PLEC, we were able to present our brand significantly better on Amazon — with a clear line in the product range, content and advertising measures.
Returns down, conversion up, sales up — we've finally seen what is possible when you actively manage Amazon.”
Sales manager Germany
conclusion
By managing the vendor account holistically, the manufacturer was not only able to increase sales and conversion rate, but also reduce the return rate, make the brand visible on Amazon and regain financial control over open items.
Do you want to make your brand visible on Amazon and ensure profitability at the same time?
