8 Things Amazon Sellers Should Do to Prepare for Q4 Sales

Every November, Amazon sellers buzz with pleasure.

During the November and December vacation season, sellers can rake in as a lot in gross sales as throughout the remainder of the 12 months mixed.

An organization’s preparation for the fourth quarter (Q4) gross sales could make or break its profitability for 2020.

This 12 months, there’s a fair higher potential for gross sales because the pandemic has pushed extra folks than ever to buying on-line.

It has additionally induced a large provide chain and logistics problem for Amazon and its unbiased sellers.

While 2020 is unimaginable to predict, following acknowledged finest practices can assist sellers put together for this 12 months’s Christmas gross sales growth.

1. Solidify Your Logistics 

We have been cautioning our purchasers that, this 12 months greater than some other in historical past, logistics would be the lynchpin to success in Q4.

We normally see Amazon’s warehouses backing up someday between October and November.

This 12 months, warehouses have skilled vital delays in receiving since June.

As sellers start to prep for the deluge of vacation gross sales on the finish of the 12 months, you’ll be able to anticipate warehouses to grow to be much more sluggish in receiving merchandise.


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What normally takes you seven days to restock might devour three or 4 weeks.

Amazon just lately introduced a number of new limits that may change how sellers restock their Fulfillment by Amazon (FBA) stock.

The firm has restricted many merchandise to restocking not more than 200 models at a time.

On high of that restriction, Amazon has additionally drastically restricted storage for many sellers.

This means sellers will want to ship smaller, extra frequent shipments to Amazon.

As the warehouses get busier and receiving instances prolong, sellers may face pricey stockouts throughout probably the most energetic season of the 12 months.

Here are some methods we suggest to higher put together for Q4 transport.

Avoid Less Than Truckload (LTL)

While LTL shipments are typically inexpensive than small parcels (sending by way of UPS with Amazon partnered transport), Amazon takes longer to obtain them.

Make certain you employ Small Parcel or Full Truck Loads (FTL) to expedite transport.

If you’re in any respect concerned with Premium Placement, you need to apply for that instantly.


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Slim Down Your SKUs

If you might have been restricted within the whole quantity of stock storage you’ll be able to carry, think about lowering your variety of SKUs.

This permits you to ship extra merchandise of every SKU into achievement, offering an extended lead time of stock.

Be Ready to Pivot to Merchant Fulfilled

It is an accepted finest follow that having an FBA provide is essential to success on Amazon, however this 12 months is something however bizarre.

While having Prime affords for all of your merchandise continues to be beneficial, you must also create a Merchant Fulfilled (MF) SKU and have inventory to be accessible to ship out of your location or your 3PL companion.

If your product can’t be stocked by FBA due to delays or storage limits, having that MF possibility shall be vital to extending your vacation promoting season, permitting you to maximize your whole gross sales for the 12 months.

In common, MF orders don’t promote as shortly as merchandise accessible by FBA.

But your MF merchandise will promote if there aren’t any different FBA affords or in case your rivals are additionally out of the Buy Box due to transport restrictions and delays.

We’ve seen that, on the peak of the lockdowns, many MF affords offered even higher than FBA affords due to delays at Amazon warehouses.

2. Audit Your Listings

Q4 can dramatically enhance the variety of eyes in your merchandise, so it’s important to ensure that, when visitors comes to your itemizing, that visitors converts.

Confirming that your listings are optimized and following business finest practices can assist them convert extra constantly.

After optimizing the primary time, return and decide whether or not your adjustments have been efficient in growing your conversion.

You can pinpoint this by flattening the detailed gross sales and visitors report for your product and looking out on the unit session proportion, which is principally your conversion fee at Amazon.

You can use varied instruments to A/B take a look at your product listings, resembling Splitly or Sellerly (at the moment free).


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Amazon additionally has a split-testing software, “Management By Experiments,” however, as of this writing, its use is restricted to testing your A+ content material.

It was introduced on the Amazon Accelerate convention earlier this month that Manage Your Experiments can be expanded to take a look at titles and bullets as effectively.

You can even use the info within the Detailed Sales and Traffic Report by Child to establish adjustments in web page views, classes, and conversion.

8 Things Amazon Sellers Should Do to Prepare for Q4 Sales

three. Review Your Ad Strategy

Now is the time to evaluate your present advert campaigns and ensure you are:


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  • Correctly utilizing a marketing campaign construction.
  • Employing a number of match varieties.
  • Bidding down ineffective key phrases.

Prospective purchasers typically ask us when they need to ramp up their adverts to optimize efficiency in the course of the vacation season.

The reply shouldn’t be that straightforward.

You don’t need to wait for your peak season to start ramping up your adverts.

We suggest that you just begin operating your adverts not less than 90 days earlier than the beginning of your season.

In an advert marketing campaign, it could possibly take up to 30 days for all of your key phrases to begin displaying repeatedly.

Additionally, fewer of your rivals shall be operating adverts earlier than peak season, which makes utilizing adverts to rank for a key phrase organically simpler.

four. Focus on Keyword Ranking

As you develop your advert technique and audit your listings, it’s necessary that you just establish which key phrases you completely need to concentrate on.

We are sometimes approached by potential purchasers who say, “We’ve optimized our listings, and we’ve done everything we can, but, for some reason, our product still isn’t moving.”


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Generally, these sellers haven’t recognized the extremely related key phrase phrases that appeal to prospects who find yourself buying a product.

On Amazon, prospects discover merchandise primarily by search.

You ought to have already recognized particular key phrase phrases that:

  • Will usher in extremely related consumers.
  • Have sufficient search quantity to usher in enough potential consumers.
  • Are inside your advert funds to create conversions to rank on the primary web page.

5. Stress Test Your Systems 

Due to the potential receiving and transport challenges that many anticipate this Q4, extra retailers than ever are MF orders from their location as well as to offering FBA affords for their objects.

If you intend to pivot to MF orders sooner or later this vacation season, we suggest that you just take a look at your inside techniques now, when there are fewer orders.

You ought to:

  • Test what number of orders your workforce can realistically ship out per day
  • Verify that your dealing with instances will work at your present staffing ranges
  • Determine what extra provides or instruments you could buy to make transport out of your location simpler


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If your workforce wants to contract with a 3PL (third-party logistics) supplier to assist with these extra shipments, or if there’s something in your course of that you just haven’t examined at excessive pace, now’s the time to do it.

Make certain your system is prepared to scale up to meet elevated MF gross sales.

When contracting with a 3PL, you want to be sure that merchandise are all the time shipped on time and that somebody in your workforce is watching your late cargo fee and, if wanted, eradicating these MF affords.

Important: Having a late cargo fee of over four% can shortly lead to account suspension.

Testing your processes with some MF affords can assist you establish what adjustments you want to make in your system.

This additionally permits you to establish quirks in Amazon’s system.

For instance, if somebody selects one-day transport, that may override the longer dealing with time, that means you might have much less time to get that product shipped.

Amazon’s coverage is that not realizing this stuff doesn’t absolve you from potential suspension, so ensure you perceive the system effectively earlier than scaling up.


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6. Manage Your Supply Chain

Changes in demand and lockdowns across the globe have created worrisome provide chain considerations.

This implies that elements of your bodily product items could possibly be delayed.

It may additionally compromise the supply of your transport or packaging provides.

As we head into Q4, it’s essential that you just enable further lead time for restocking your items and are proactive in monitoring the supply of all of the provides you want to fulfill your product.

You may need to begin monitoring your primary rivals to decide once they inventory out.

If your competitor repeatedly runs out of inventory, chances are you’ll want to enhance your advert spending to goal their merchandise or branded key phrases to siphon off these gross sales when they’re out of inventory.

A stockout could be detrimental to your natural key phrase rankings.

If it appears to be like as if you’re going to run out of inventory, we suggest that you just:

  • Remove clippable coupons or low cost codes.
  • Reduce advert spending.
  • Increase the worth of your objects.


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Keep in thoughts that enormous value will increase can set off Buy Box suppression, which makes your product unavailable.

Be cautious in case your product is offered at a lower cost by different on-line retailers.

Staying in inventory is primarily necessary when you’re the one vendor of a product.

This occurs once you’re a manufacturer-exclusive vendor or model proprietor.

If a number of sellers provide your product, one vendor stocking out of a product is not going to influence your natural rating.

7. Watch Your Account Health

An account suspension in the course of the holidays is without doubt one of the extra hectic experiences that an Amazon vendor can face.

Reinstatement takes time – generally weeks or months.

Avoiding suspension needs to be a high precedence.

You needs to be monitoring:

  • Order defect fee (ODR).
  • Shipping efficiency.
  • Policy compliance.
  • Voice of the client.

You can evaluate all of your metrics in Seller Central below Performance, Account Health.


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Voice of the Customer is offered below Performance, Voice of the Customer and it identifies adverse buyer experiences along with your merchandise damaged down by SKU.

Screenshot of Voice of The Customer on Amazon Seller CentralVoice of the client identifies extreme returns and adverse feedbacks by SKU for your merchandise.

8. Review Your Cash Flow

No matter the time of 12 months, managing your money stream is an integral a part of staying in enterprise.

Inventory based mostly companies are particularly challenged when it comes to managing money stream as stock can signify a good portion of your working prices.


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As we head into Q4, you need to have a look at your provide chain and at your potential to pivot.

If, due to a number of the new logistical challenges anticipated this 12 months, you’re unable to ship inadequate objects by the FBA program, how will that have an effect on your money stream going into the primary quarter?

If warehouses fall considerably behind of their operations, you might not be ready to do this final restock for Christmas, that means your product can be out of inventory.

If that’s the case, you want to have sufficient money stream to cowl your reorder and make it by that subsequent interval, relying in your product’s seasonality.

You should hedge the need to make as many gross sales as attainable throughout this vacation season by guaranteeing that, if it doesn’t go as deliberate otherwise you run right into a bump, you’ll be able to proceed promoting into the brand new 12 months.

Selling This Year Will Be Different

While there’s little doubt that this vacation season shall be totally different from the remainder, you’ll be able to rely on some fundamentals.


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You can anticipate a surge of consumers and warehouses to be backed up.

You can even rely on a beautiful neighborhood to assist you as you maneuver by promoting on Amazon.

Your planning and preparation over the following 30 days is the basic ingredient that may decide your profitability and gross sales income in Q4.

Making certain that you’ve got created a proactive technique that enables for loads of maneuverability will enable you to maximize your gross sales over the past quarter of 2020.

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Image Credits

All screenshots taken by writer, September 2020

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