Not enough Brick and Mortar accounts? An Amazon Strategy is Key.
Think of how many B&M customers in the U.S. would potentially be interested in selling your product in their stores? What about in the UK or Europe? For many brands, that number is almost never lower than 10,000 because stores are always seeking for great in-demand products, which you have!
You might be thinking how on earth does having an online strategy have to do with getting into these valuable B&M accounts? Before the internet, stores knew how to source products and brands to potentially put in their stores. Traditionally, this was done by reaching out to brands or brands reaching out to them by mail-order catalog.
Even though many B&M’s still function this way, most of them know how to get the information they want in a fraction of the time. If a store owner or purchasing manager is looking for or hears about a product, do you think that in today's “information age” and “immediate satisfaction age” they will flip open their cell phone or yellow pages and figure out what to stock?
If they are looking for the best blender, they will whip out their Iphone or Android and search for “ best blender, or Most powerful blender” etc. Now do you know where they will type that into? Google? Maybe. The most popular way of finding products is actually AMAZON.COM.
They will be looking to see how many positive reviews a product has, the more the better. A potential source product for them can have 100 reviews but the one with 200 will be more attractive. They might then google your brand name and call the number on your website and open an account with you.
If there are 2 similar products that have the same amount of reviews, but one is a 4.5 star and the other is 3.8, the better rated one will be the brand they place an order with. If they look at a product listing with 1-2 blurry pictures and sales copy and description that doesn't communicate anything, they won't even consider it.
According to businessinsider.com, 55% of all product searches start on Amazon(up from 44% last year) and the remaining 45% on search engines like Google. Clearly the trend is headed up where Amazon will completely dominate all product searches online and should be at a whopping 85% by 2019! Amazon is the way customers, and B&M owners and buyers find products! Once a product or has a top spot on Amazon it's very hard to catch them.
If you have many sellers selling your products and brands right now most likely you haven't even thought of an Amazon strategy and are ok with the current sales and representation level(link). Wouldn't you want your brand represented properly on Amazon NOW before all the other brands catch on and compete with you for B&M attention?
You should strive to be the most optimally represented on Amazon NOW and get in front of tens of thousands of potential B&M eyeballs. As I mentioned in another post , we can do this for you for FREE for every brand we carry up to 10,000 products. We will do this on a first come first serve basis since demand is overwhelming.
An Amazon strategy can be put in place the same exact way if you plan on expanding to the UK or EU. The Amazon UK/EU marketplace is rapidly expanding the same way it did in the U.S. and B&M stores will find you the same way. We represent brands on the UK and EU with a similar strategy as we do for brands on Amazon.com for brands that would like to expand internationally.