You’ve been selling on Amazon for a while now and you want to scale efficiently either in the UK, or across a number of territories, perhaps into EU, the US or Asia. And that requires upgrading your processes…

Some key questions to ask at this time:

How well optimised are your listings? 

• Do you have a number of high-quality images, optimised for e-commerce?
• When did you last do your keyword research and optimise your bulletpoints and back end keywords to make sure your listings are as discoverable as possible?

What do your margins look like?

• Are they where the business wants them to be?

How sophisticated is your advertising?

• Have you run a robust series of ads that have identified which ad units and which search terms drive you the best volume and the best conversion date? 
• Is your ACOS or ROAS acceptable, or could it be better? 
• Are you using tools that tap into the Amazon ads API?
• Are you using machine learning or rules to optimise your bidding and make your ad budget efficient?

Is your portfolio right? 

• Do you have a differentiated Amazon portfolio that makes the most of sales drivers for the platform, such as large pack sizes or gifting? 
• Are your SKUs set up with Variations and cross-sell opportunities and Subscribe & Save to make the most sales from your traffic? 
• Could you use Amazon to test NPDs and provide useful feedback to the business?

Are you happy with your Amazon relationship? 

• If you are a Seller., do you have all the tools, expertise and support you need? 
• If you are a Vendor, is the investment paying off for you? 
• Have you considered other options, such as switching sides or a hybrid relationship?

Are you in the right territories?

• Could you expand and test other markets?
• If you are already selling across Europe, are you shipping from the UK and offering slow delivery times in Europe, or are you shipping into relevant European Amazon warehouses?

How are your logistics?

• Are you in stock all the time? 
• Are you distributing your stock across warehouses efficiently? 
• Is you stock getting to shoppers in time to make sure the Amazon ranking algorithm rewards you for speedy delivery?

Are you taking your rightful share of the market? 

• How well do you know what your competitors are doing? 
• Do you know what their sales are compared to yours? 
• How well are you appearing in SERPs results compared to competitors? 
• Are competitors hijacking key search terms or hijacking your listings and stealing your traffic? 
• Do you know which keywords competitors are using to drive traffic?

What are shoppers saying? 

• Do you have a minimum of 15 x 4-star-and-upwards reviews on each SKU? 
• Are you making the most of review feedback and responding to shopper questions? 
• Are you actively using software to send automated emails encouraging shopper reviews?

And finally, are you doing all of the above efficiently? 

• Are you doing all the hard work, or have you hired specialised Amazon NAMs? 
• Are you using a digital agency or media agency to manage your ads and listings? 
• Are you getting a good return on these investments? 
• Does your team have the right skillsets to grow the business to the next level? 
• Would you benefit for an outsourced team of up-to-date experts to guide or grow your business, giving you time to focus on other things?