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Alasdair McLean-Foreman, CEO of Teikametrics
amclean@teikametrics.com
Twitter Hashtag: #FBAWebinar
Demo URL: http://go.teikametrics.com/webinar-offer
About Alasdair
• Started in e-commerce in 2001 with a dorm room e-commerce business
• Studied economics at Harvard
• One o...
About Teikametrics
• Founded in 2012
• Core team of data analysts, software developers, data scientists, and
consultants
•...
FBA Optimization
Our solutions
Data Driven Software
Solution for FBA Retailers
FBA Insite Software
Jumpstart
$990
Brand Ac...
Elite FBA Summit on July 30, 2015
Andaz 5th Avenue, NYC
bit.ly/fbasummit
SECRET #1:
THINK LIKE A TRADER
Old Retail
Model
New
Retail Model
v.
Loyal to retailers
Focused on the lowest price
and quickest delivery timeCustomers
Pr...
Outsource Heavy Lifting to Amazon FBA
HEAVY

LIFTING
SKILLED

TRADING
FULFILLMENT LOGISITICS
DATA DRIVEN TRADING
HIGH
VALU...
Tools to Trade the Amazon Stock Market
FBA Insite Dashboard
SECRET I: Think like a trader
SECRET #2:
THE GROSS MARGIN
SUCCESS BLUEPRINT
Secret #2:
Gross Margin Blueprint
• Single most important metric
for success
• On Amazon it’s easy to grow
revenue but a l...
SECRET #3:
OWN YOUR NUMBERS
FBA Insite Dashboard
Secret #3:
Own Your Numbers
• Check performance daily
• Set objective goals for every
metric
• Spot t...
Amaze Analytics Visual Data Discovery
Data Driven Decision Making
SECRET III: Own your numbers
SECRET #4:
HOW TO BEAT AMAZON AT ITS
OWN GAME
Secret #4:
Beating Amazon
• Amazon has a strategy that has
weaknesses – “size doesn’t
matter”
• Myth: Amazon has perfect
s...
SECRET #5:
LEVERAGE YOUR COMPETITIVE
ADVANTAGE
Secret #5:
Leverage your advantage
• What can you do better than
your competition?
• Example: Special relationship
with a ...
SECRET #6:
MANAGE INVESTMENTS BY
ZOOMING OUT-AND-IN
Secret #6:
Zoom Out-and-In
• Zoom Out: Understand your
complete portfolio performance
• 80:20 Rule: Identify the winning
g...
SECRET #7:
BUILD A COMPETITIVE TEAM
SECRET VII: Build a competitive team
Build a competitive
team
• Petronas Twin Towers in
Kuala Lumpur, Malaysia
• 2 Competi...
Questions?
Schedule a demo of
Teikametrics
http://go.teikametrics.com/webinar-offer
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Teikametrics & CPC Strategy - Assessing Your Fulfillment by Amazon Strategy

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FBA Strategy for Professional Sellers

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Teikametrics & CPC Strategy - Assessing Your Fulfillment by Amazon Strategy

  1. 1. Alasdair McLean-Foreman, CEO of Teikametrics amclean@teikametrics.com
  2. 2. Twitter Hashtag: #FBAWebinar Demo URL: http://go.teikametrics.com/webinar-offer
  3. 3. About Alasdair • Started in e-commerce in 2001 with a dorm room e-commerce business • Studied economics at Harvard • One of the first Amazon 3P partners in 2003 • Experience developing software solutions for enterprise including a platform for the New York City Marathon and Newscorp / Times of London • Passion for technology and using big data tools to help solve problems
  4. 4. About Teikametrics • Founded in 2012 • Core team of data analysts, software developers, data scientists, and consultants • 25 employees based in Boston and growing rapidly • 150% increase in revenue with a large improvement in Gross Margin
  5. 5. FBA Optimization Our solutions Data Driven Software Solution for FBA Retailers FBA Insite Software Jumpstart $990 Brand Accelerator Program Data Driven Marketing for Direct to Consumer Brands Professional $2,499 Consulting and Expert Optimization from $4K per month Repricing Only $499
  6. 6. Elite FBA Summit on July 30, 2015 Andaz 5th Avenue, NYC bit.ly/fbasummit
  7. 7. SECRET #1: THINK LIKE A TRADER
  8. 8. Old Retail Model New Retail Model v. Loyal to retailers Focused on the lowest price and quickest delivery timeCustomers Prices Relatively stable through seasons Changing constantly based on supply & demand Products SKU selection from manufacturers Commodities valued based on the market Inventory Inventory investments few annual ‘turns’ Constantly changing diversified portfolio SECRET I: Think like a trader
  9. 9. Outsource Heavy Lifting to Amazon FBA HEAVY
 LIFTING SKILLED
 TRADING FULFILLMENT LOGISITICS DATA DRIVEN TRADING HIGH VALUE LOW VALUE SECRET I: Think like a trader
  10. 10. Tools to Trade the Amazon Stock Market FBA Insite Dashboard SECRET I: Think like a trader
  11. 11. SECRET #2: THE GROSS MARGIN SUCCESS BLUEPRINT
  12. 12. Secret #2: Gross Margin Blueprint • Single most important metric for success • On Amazon it’s easy to grow revenue but a lot harder to generate high Gross Margins at scale • Every trading decision needs to be based on an accurate Gross Margin analysis • Discipline across all investment decisions and strategy $100   Selling  Price -­‐$50 -­‐$15 -­‐$5 -­‐$2 -­‐$0.5 GM Typical  GM%  for  FBA  retailers  after  baked  in   costs  is  ~15-­‐20% -­‐  COGS -­‐  Amazon   Commission -­‐  FBA  Fees -­‐  Freight -­‐  Exp.  Returns SECRET II: Gross Margin Blueprint
  13. 13. SECRET #3: OWN YOUR NUMBERS
  14. 14. FBA Insite Dashboard Secret #3: Own Your Numbers • Check performance daily • Set objective goals for every metric • Spot the warning signs – e.g. Inventory to Sales Ratio • You can always be better! SECRET III: Own your numbers
  15. 15. Amaze Analytics Visual Data Discovery Data Driven Decision Making SECRET III: Own your numbers
  16. 16. SECRET #4: HOW TO BEAT AMAZON AT ITS OWN GAME
  17. 17. Secret #4: Beating Amazon • Amazon has a strategy that has weaknesses – “size doesn’t matter” • Myth: Amazon has perfect supply and if Amazon sells a product line there is no chance • Use data tools to understand and outflank Amazon coverage • Amazon coverage changes and you may find volume where others have given up SECRET IV: Beating Amazon
  18. 18. SECRET #5: LEVERAGE YOUR COMPETITIVE ADVANTAGE
  19. 19. Secret #5: Leverage your advantage • What can you do better than your competition? • Example: Special relationship with a supplier • Example: Non-Amazon leverage • Example: Economies of scale • Example: Marketing advantage SECRET V: Leverage your advantage
  20. 20. SECRET #6: MANAGE INVESTMENTS BY ZOOMING OUT-AND-IN
  21. 21. Secret #6: Zoom Out-and-In • Zoom Out: Understand your complete portfolio performance • 80:20 Rule: Identify the winning groups • Zoom In: Compare at the Supplier / Group level • SKU Level: Granular economics Complete Portfolio Supplier/ Product Group SKU Zoom Out Zoom In SECRET VI: Zoom Out-and-In
  22. 22. SECRET #7: BUILD A COMPETITIVE TEAM
  23. 23. SECRET VII: Build a competitive team Build a competitive team • Petronas Twin Towers in Kuala Lumpur, Malaysia • 2 Competing Contractors for each tower • Build a winning culture
  24. 24. Questions?
  25. 25. Schedule a demo of Teikametrics http://go.teikametrics.com/webinar-offer

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