33% of retailers don’t promote on Amazon—and don’t plan to.

That’s in line with a Digital Commerce 360 survey of 118 retailers and types in Could 2020. What’s extra, 14% of respondents mentioned they’ll revisit their reliance on Amazon this 12 months.

Many manufacturers keep away from promoting on Amazon due to the platform’s drawbacks. Sellers don’t have entry to buyer information. They’ll’t remarket to customers who buy their merchandise and may’t management the shopper expertise. These are only some issues retailers identify.

Not proudly owning the shopper expertise was one cause direct-to-consumer model Native Deodorant didn’t promote on Amazon at first. “We didn’t need it to be a commodity-like expertise, because it sometimes is on Amazon,” Native founder and CEO Moiz Ali says. The corporate had a customized unboxing expertise that will have been misplaced on Amazon.

However as Native was rising, promoting on Amazon made extra sense as a result of the model was lacking out on gross sales. Prospects searched Native in Amazon’s search bar greater than 1,000,000 occasions a month.

Earlier than Native started promoting on Amazon’s market, customers looking for Native merchandise would see adverts for the model’s opponents, akin to Tom’s of Maine, which might purchase adverts in opposition to the Native key phrase. And so they’d additionally see market sellers promoting Native’s deodorant for excess of its producer’s steered retail worth. That meant that customers in search of to purchase Native merchandise from the biggest on-line retailer in North America have been having a subpar expertise, Ali mentioned.

“You possibly can launch your model with out being on Amazon,” he mentioned. “However the bigger you get, the extra it is smart to promote on Amazon.”

It took haircare model Moroccanoil greater than 10 years in enterprise earlier than launching on Amazon in March 2019. The service provider started promoting on {the marketplace} initially to guard its model. Whereas Moroccanoil wasn’t formally on Amazon, there have been a number of unauthorized sellers promoting Moroccanoil merchandise on {the marketplace}. The product pages had incorrect product names, photos and descriptions. These sellers usually offered counterfeit Moroccanoil merchandise too.

“That is the expertise our buyer was getting. They don’t perceive that it’s not our model,” Emma Sayles, Amazon account supervisor at Moroccanoil mentioned at a Digiday convention in January. “It actually harmed our model id and we wished to have management over what the buyer was seeing from Moroccanoil.”

Now, all Moroccanoil product pages have high quality branded photos, movies, correct descriptions and plenty of have the Amazon Alternative badge. After they started promoting on {the marketplace}, Moroccanoil’s vendor score was 3.3, which it inherited from its unauthorized sellers. Now it’s 4.5.

It was an uphill battle for Moroccanoil because it inherited all of the unhealthy critiques its unauthorized sellers obtained—many claiming counterfeit merchandise. What’s worse, these are sometimes the primary critiques a buyer will see on a product web page as a result of they’ve been on the product web page the longest and clients have clicked the “useful” button on these critiques. For instance, on its Moroccanoil Remedy web page—which has greater than 10,000 critiques—the second, third and fifth feedback from clients are 1-star scores from 2017, 2018 and 2014, respectively.

To enhance its repute on Amazon, Moroccanoil put a “diversion assertion” on its Amazon model web page that claims: “We formally launched on Amazon on March 1, 2019. Any merchandise accessible earlier than that date have been unauthorized listings…”

That is Moroccanoil’s diversion assertion on its Amazon model web page.

However for some manufacturers, Amazon isn’t the appropriate match. For instance, web-only shoe model Allbirds solely sells by means of its web site on-line and it doesn’t foresee promoting on Amazon or different marketplaces. “We consider the sturdy direct connection now we have with our buyer is our largest aggressive benefit, so no plans to alter that anytime quickly,” co-founder Tim Brown says.

A direct-to-consumer attire model that requested to be unnamed sells males’s costume shirts and pants. It started promoting on Amazon as a result of the message within the trade they heard was, “for those who’re not on Amazon, you then don’t exist.” Nevertheless, market hasn’t been profitable for the model but.

The service provider sells a restricted variety of merchandise on Amazon. Nevertheless, one males’s costume shirt might have as much as 50 SKUs with the completely different sizes and shade choices the attire model presents. The principle situation they’re going through on Amazon is that this model’s shirts are priced increased than many different manufacturers. Subsequently, clients see a number of lower-priced choices on Amazon’s seek for “males’s costume shirt,” with out understanding why this model’s objects are priced increased. (The model focuses on high-quality cotton and sweat-resistant shirts, which value extra to fabricate.)

For instance, a seek for “males’s costume shirt” yields an Amazon Necessities shirt for $20 as the primary consequence. This model’s product is almost quadruple the worth, and it’s not clear by the title or description on the search outcomes web page what makes these shirts completely different.

Moreover, most customers after they buy on the model’s web site buy a bundle deal, like “two for $200,” the model says. They aren’t capable of provide a deal like that on Amazon.

Giant manufacturers left Amazon as nicely. In November 2019, Nike minimize ties with Amazon. The athletic model stopped promoting it’s sneakers and attire straight on Amazon’s web site, ending a pilot program that started in 2017.

Nike reportedly struggled to crack down on unauthorized sellers with out a lot assist from Amazon. Official Nike merchandise had fewer critiques than different third-party listings, resulting in worse positioning in search on the location. Sandal producer Birkenstock and cell phone accent model PopSockets had beforehand ditched Amazon due to comparable hassles. The query is whether or not different manufacturers observe Nike’s lead. Few different manufacturers possess the type of muscle Nike has, so it might be more durable for them to go away.

That is an excerpt from Digital Commerce 360’s 2020 On-line Marketplaces Report. The total 59-page report could be downloaded now as a PDF for $399. Digital Commerce 360 Gold and Platinum members obtain a complimentary copy of this report as part of their membership. 



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