The Prelam case study
The company Prelam doubled the Amazon sales of their flagship product, ‘Just A Drop’, in the United States in less than a year by transitioning to ProMerit’s Partnership model.
Challenge
Featured on The Doctors, Howard Stern and Dr. Oz, the Just A Drop product saw instant success in the United States. The company then decided to allow its distributors and retailers market the product on Amazon.
After what seemed like a promising start, sales growth stalled despite being in a favorable online sales environment. Additionally, the sales price on Amazon was inconsistent, resellers were not investing anything in advertisement, and the product listings were not representative of the brand and the product.
Mission
Prelam wanted to create an Amazon strategy allowing them to relaunch sales growth while maintaining a minimum sales level during the transition.
The action plan also needed to target optimal communication in order to increase the perceived value of the product, as the primary competitors’ retail prices were lower.
Results
A harmonious transition and significant impact on revenue in the first year
Increase
in
sales
Organic position -
Primary keyword
Increase in the
average basket
How did we do it?
Making the most of the current customer base and acquiring new customers by improving the offer, and organic and paid positioning, are the basis of the winning strategy implemented.
- Increased click rate by creating a product photo especially designed to stand out in search results.
- Improved conversion rate by creating a funny digital video for this product about intimate moments.
- Acquisition of a new client base using targeted ads on the product listings of targeted competitors.
- Increased average basket by creating an offer especially tailored to Amazon.
- Increased profit margins by registered the product in the FBA Small and Light program.
- Reduction of the environmental footprint by launching an offer for the first purchase and another offer for repeated purchases.
About Prelam
In 2004, Prelam invented Just a Drop, an innovative product that traps odors in toilet water. Today, its reputation is well established. Available at all major retailers, Just A Drop has been praised by numerous celebrities, including The Doctors, Howard Stern and Dr. Oz.
