In the e-commerce arena, Q4 is the ultimate battleground for Amazon Sellers, offering a golden opportunity to skyrocket their sales. Amazon’s Q4 charm, driven by Prime shipping, seamless ordering and wish lists, makes it a haven for holiday shoppers.
Let’s dive into the art of maximizing your sales game plan during the high-stakes Q4 season!
Mastering the Pre-Game
The following is an important aspect to track and improve even during Q4 so if you “missed” the Pre-Game still pay attention.
Before the Q4 curtain rises, the spotlight falls on your Amazon account health and general performance metrics. It’s not just about your hard work; it’s about making it visible to Amazon and to potential buyers. Metrics that have to do with your deliveries making it on time versus late shipments, or even defect rates and other such KPIs become the pillars of Amazon’s equation for ensuring top-tier customer experiences.
You’d better believe it, shipping orders promptly and securing them for a cross-country journey is your ticket to a pristine seller reputation. Your seller feedback rating is a key player, signaling to both Amazon and consumers that you’re a trusted seller.
But let’s not forget the product reputation. Shoppers, in their quest for decision-making certainty, turn to reviews. The numbers speak for themselves: over 3 out of every 4 consumers put their trust in online reviews as much as personal recommendations.
And when it comes to the Buy Box, the latest Seller feedback tends to take the lead. Don’t underestimate the power of generating more reviews and requesting reviews with follow-up emails.
Guarding the IPI Fort
Amazon’s Inventory Performance Index (IPI) Score has been used in different ways over the years but in general it is your guardian angel as an FBA seller. A healthy IPI score is your shield against overage fees and FBA storage limits. Your IPI score is a delicate equation involving excess inventory, sell-through rate, stranded inventory, and in-stock inventory. Keep a close eye on your IPI dashboard and adhere to inventory management practices to keep your score glowing throughout the year.
Excess Inventory Exit Strategy
The Q4 inventory game is all about balance. If you’re an FBA seller, planning ahead is essential. Your Black Friday and Cyber Monday stock should hit fulfillment centers no later than October’s end. At the same time unmoving inventory will be hit by long-term storage fees that you want to avoid. So there is a balance here to manage between the more popular versus the less popular products in your inventory.
If you find yourself grappling with excess inventory, it’s time to act. In extreme situations donating excess inventory to charitable organizations or opting for an alternative solution could still mean less of a loss than trying to sell through that inventory.
In other situations test and use different approaches such as:
- lower price and let that increase sales while you pull back on ads;
- put a low price on the variation moving slower than the rest and advertise that one (loss leader) allowing the page visitors to then potentially buy another variation for a higher price;
- try a deal if you can;
- run Amazon ads to your listing.
Choosing the Q4 Stars
Making the right product choices for Q4 hinges on your earlier-year sales data. Analyze search trends and Keywords becoming more popular during Q4. Review your conversion rates of the different listings. Etc. By scrutinizing these performance factors, you’ll be well-armed to spotlight the key products in your Q4 strategy.
In summary, Q4 is your gateway to supercharged Amazon sales. Reach out to us if you have any questions otherwise have an amazing Q4 season!