Amazon for CPG. Not all things are created equal. A simple view of the key strategies/tactics to deploy and monitor for success on Amazon. You don't want to boil the ocean....focus on what matters, measure what matters and execute flawlessly. I have summarized the key metrics in the attached.

1. for cpg
beginner's workshop

2. taking control of
your amz business
involves taking
account of what
"matters"01

3. single
source of
truth02

4. INVOICE
SALES
POS
SALES
REVIEW
RATING
IN-STOCK
FILL RATE
MARGIN
AMZ & BRAND
AMS
ROAS/ACOS
amazon dashboard

5. 1. SALES 2. MARKETING
3. SUPPLY CHAIN 4. FINANCE
Promotional plans (Best Deals,
Lightning Deals, Deals of the
Day), Key Amazon Events, SVS
connectivity
New product launches, AMS &
AMG, Product detail pages
Visibility to sales/marketing
plans, Statistical forecasting +
Dynamic inputs/current run
rates
Visibility to sales/marketing
plans, Proper accruals for upside,
Heavy support of AMS/AMG
leveraging current metrics
what matters...

6. 1. SALES 2. MARKETING
3. SUPPLY CHAIN 4. FINANCE
POS, Share, ROI, ASP, PPM,
AMS/AMG amplification with
promotions, LBB
ROAS, ACOS, CPC, Digital
shelf, A+ content (imagery &
copy), AMS/AMG execution
REP OOS, Forecast accuracy,
Fill rate
Accruals, PPM, AMS/AMG
allocation accuracy,
Profitability
things to measure...

7. sales
supply chain
single
source
of truth
marketing
finance
does your org have a single source of truth?

8. acronym "decoder ring"
POS (point of sale, $'s sold )
ASP (average selling price)
AMS (amazon's version of google ad words)
AMG (amazon's site media assets for purchase)
ROI (return on investment)
ACOS (average cost of sales)
ROAS (return on ad spend)
Rep OOS (out of stock percentage)
LBB (lost buy box)