Ecommerce growth strategy sounds too abstract to get round to. In fact it's often the critical differentiator as Amazon hacks lose effect.

eCommerce Growth strategy with Brad Moss

Brad is CEO OF Product Labs, one of the largest Amazon consulting and technology companies in the world. They aim to be the "McKinsey of eCommerce".

Former Business Lead of Amazon Seller Central Platform and the creator of the Amazon Seller App.

What is eCommerce strategy in plain English?

It means planning for the future.

Especially for the unknown.

Like chess -

Brad used to think “you need to know every move that your opponent could make”

In reality - after trying to teach chess - he realised that it’s about keeping options open.

"I may not know what’s going to happen but if I take this step, it will open four opportunities. Whereas that step will open only one."

How does an eCommerce growth strategy translate into action for 7 or 8 figure sellers?

Brad uses statistics to back up everything.

Brad at Amazon wasn’t just operating businesses - he was also creating new businesses for Amazon.

Ask the right Questions

What do you look at?

How do you structure the metrics?

Is it healthy? Is it going to be $100 million business?

He got a lot of hands-on action - no training! - but experience.

eCommerce Growth Strategy is not just about current product sales

You don’t just look at - sales this week were $30K, how do I get to $35K next week?

You look at last year’s metrics say $4M, and then look forward - set =goals then reverse engineer- eg I want to do $8M dollars next year.

What’s a realistic growth rate in my category?

Do I put new products in?

Look at the failure rate too.

You might say, expect 50% fail, 20% do really well, launch within 6 months, that would mean $4M in the following year.

What mistakes do you see your clients making?

Relying on one method is risky. There’s a lot of people who have a lot of success with one method and swear by that.

Brad learned still at Amazon - you could use the same method on two products - one works, one doesn’t!

Jumping to conclusions and over-simplifying is not going to work.

Failure to plan:

You’ll pull the ads back because of profit

The next month you’ll look at lower sales and change over

In the early days, you didn’t have to do anything like this.

IN the early days, you could take a picture with a cellphone.

The land grab has happened - now you need to do the real estate development.

You need to start thinking longer term.

Plan longer term

You need a 3-year plan as well as a 12-month plan

What’s the product group makeup?

How could I pivot if needed?

If this happens, what’s my backup plan?

 

DOWNLOAD THE PDF FRAMEWORK HERE:

https://www.amazingfba.com/framework

 

How do plans interact with improvisation and growth strategy?

Examples of pivots

Example - product not selling as expected.

You might think it’s reviews - but it might be about the images.

You need to look into the customers - segmenting into groups can be important.

Marketing and images pivots

The Squatty Potty - it’s about a silly unicorn in a video - it’s genius in how they changed the dy...