The Amazon Effect
These days, there is no denying the power of Amazon. Given their enormous influence in the world of E-commerce (and beyond), they offer the opportunity to dramatically increase both your profits and customer base.
With 100 million dedicated Prime members worldwide and many studies confirming that over half of all product searches begin on Amazon.com, it makes sense why so many small and medium-sized businesses (SMBs) have utilized Amazon to expand their customer base.
In fact, there are many prominent brands who have directly attributed their success to Amazon. In 2017, more than 20,000 SMBs exceeded $1 million in sales through Amazon.
However, while this certainly sounds appealing, there are a variety of factors to consider before diving into a relationship with such a giant company that has gutted many well-known brick and mortar stores – rendering them casualties of the Amazon Effect.
While the rewards can be very high, they also come with a range of risks. While Amazon can help you sell much more than you could elsewhere, you have to do it their way.
Although Amazon has created an abundance of options and a high level of convenience for consumers, its rising dominion actually poses a number of obstacles and threats for sellers.
Let’s break them down one by one before offering a way to turn the tables and stack the deck in your favor if you do choose (or have already chosen) to sell with Amazon.
1. Amazon is a Buyer’s Market [Thinly Veiled as a Seller’s Market]
Although Amazon presents itself as having a plethora of potential customers that can seemingly generate a level of demand high enough to outstrip the supply any single retailer could possibly provide – the reality is not that simple.
A condition of the seller relationship with Amazon is affording them considerable power over your pricing, inventory, and brand identity.
Equipped with this power, Amazon systematically pits its sellers against each other. This practice is based upon a science that methodically measures and commoditizes every brand and product with mathematical certainty.
In doing so, Amazon dedicates itself to maintaining a marketplace with the largest selection at the lowest prices. Therefore, even if a customer purchased your product, he/she will be introduced to thousands of other sellers that compete with you both on pricing and product.
Actually, Amazon operated in a very similar manner during the well-publicised quest for its second headquarters. In a sense, they treated potential host cities in the same way that they treat their own sellers by luring them into a bidding war.
After the announcement, cities all across the United States rolled out their respective red carpets – promising substantial tax breaks and subsidies despite any potential drawbacks associated with doing so.
New York City in particular planned to offer Amazon tax breaks of at least $1.525 billion and cash grants of $325 million, along with other incentives to have one of its HQ2 sites in Long Island City. New York wound up winning their bid, only to have it retracted by Amazon back in February in the wake of opposition from members of the New York State Senate.
After the bid was cancelled, New York Governor Andrew Cuomo basically begged Amazon to reconsider by reportedly calling Jeff Bezos personally. In addition, an open letter was placed in the New York Times pleading Bezos to change his mind, stating that Cuomo “would take personal responsibility for the project’s state approval.”
The message Amazon sent was clear: “We make the rules, and we will only work with you if it is in our best interest.”
2. Amazon Requires Additional Costs
Amazon has created a medium through which an incredible amount of commerce flows. As a result, they are in a huge position of power, and can make even more money by charging tolls for access along the way.
In what has been described as a “pay to play” model, Amazon charges multiple fees for third-party sellers – either on a per-item basis or as a cut of sales. The latter of which can be anywhere from 15-20% of the sale price in addition to listing fees. There are also extra fees for special promotions like Prime Day and Lightning Deals.
Meanwhile, if you decide to register with Fulfillment by Amazon (FBA) – in which Amazon warehouses and fulfills your products – you will usually pay both a listing fee and a fulfillment fee.
Selling through Amazon also often requires paying for both search rank and advertising – since sellers need to develop some sort of presence on the site to gain eyeballs.
Selling ad space on its site has become extremely lucrative for Amazon. In 2018 alone, they reported $10.1 billion for their “Other” category, which they say mainly consists of sales from ad services along with sales tied to their other “service offerings.” In fact, Amazon does not even release its distinct earnings from advertising alone.
Moreover, fighting for ad space can be extremely competitive, and there is no guarantee that consumers will see your ad in lieu of other higher performing products.
As margins get squeezed, only a small group are going to rise to the surface and make it to the top. Usually, only a few select sellers get all of the eyeballs, while everyone else scrambles for whatever they can get.
3. Amazon Owns Your Customers
When you first register to sell with Amazon, you have the option to choose the aforementioned Fulfillment By Amazon (FBA) or Fulfillment by Merchant (FBM). With the latter, you choose to ship your products to each customer through your own logistics and operational processes. Therefore, you have access to the postal addresses of your buyers (more on that later).
Either way, you are never, under any circumstances, allowed to attempt to lead them to your own site.
The reason for this is simple. They are Amazon’s customers – not yours.
Amazon makes this fact very clear in a section of their Business Solutions Agreement:
“Any attempt to circumvent the established Amazon sales process or to divert Amazon users to another website or sales process is prohibited. Specifically, any advertisements, marketing messages (special offers) or “calls to action” that lead, prompt, or encourage Amazon users to leave the Amazon website are prohibited. This might include the use of emails, hyperlinks, URLs, or web addresses within any seller-generated confirmation email messages or any product/listing description fields.”
If you break this rule, you run the risk of being banned from Amazon permanently. At the end of the day, Amazon wants to ensure that they remain loyal to them – not you.
4. You Can be Suspended or Banned at Any Time
If you do not meet Amazon’s customer service expectations or receive too many negative reviews, you can get suspended – or even possibly banned – without a moment’s notice as these processes become increasingly automated.
Furthermore, sellers who supply inventory to Amazon wholesale can abruptly discover that their product listings have been yanked simply because Amazon’s algorithm (which strongly dictates the relationship between almost all of their sellers) decided that they Can’t Realize a Profit (also known as CRAPping out).
5. Amazon Owns an Expanding Portfolio of Their own Competitive Brands
The truth is, Amazon can be a platform provider, partner, and a powerful competitor all at once.
After perfecting the model for selling other people’s goods, Amazon has doubled down by swaying consumers to purchase their own products.
By 2022, Amazon’s private label sales alone are projected to reach $25 billion. Currently, Amazons owns and operates 139 private label brands and 473 exclusive brands – selling a wide range of items across many categories, including clothing/shoes, electronics, food, furniture, healthcare and beauty, household goods, industrial, and pet/animal products.
While some of Amazon’s private label brands sport its name – like Amazon Essentials or AmazonBasics, there are many more “phantom” brands that don’t. As a result, there are numerous people buying goods directly from Amazon without even knowing it.
Make no mistake. If your brand hasn’t already been challenged by an Amazon brand, the odds are that it will be.
Let’s take a look at another excerpt from the Amazon Services Business Solutions Agreement:
“You grant us a royalty-free, non-exclusive, worldwide, perpetual, irrevocable right and license to use, reproduce, perform, display, distribute, adapt, modify, re-format, create derivative works of, and otherwise commercially or non-commercially exploit in any manner, any and all of Your Materials, and to sublicense the foregoing rights to our Affiliates and operators of Amazon Associated Properties.”
If a certain product or category is performing particularly well, Amazon can just start selling similar ones under a new competitive (yet inconspicuous) brand. And once they see which products are succeeding, they ramp up their production and increase their presence on the site via advertising.
In addition, you don’t just compete with Amazon’s private label brands – you compete with them for share of wallet. Their goal is clear – to obtain as much disposable income from both their customers and sellers as possible.
While Amazon states that third-party brands still make up the bulk of its sales, how much longer could that be the case given their increasingly aggressive private label brand expansions that pull sales away from their sellers?
Turn the tables – Independently Build your Brand and Customer Base
Although you cannot email Amazon’s customers, there is no place in its long list of clauses and stipulations that restricts you from utilizing direct mail.
Instead of FBA, if you choose Fulfillment by Merchant (FBM), you will have access to your customer’s postal address – which is important to have in this case.
While direct mail is a more expensive alternative to email, calculated investments can ultimately pay greater dividends. If you are mailing someone who already bought your product through Amazon and offer incentives to visit your own website, you can divert eyes towards your own site and personal offerings.
Once that happens, you can now initiate a direct, personalized selling relationship with the customers – something that you could never have done otherwise.
Therefore, you can turn the tables by using Amazon to generate a large volume of buyers, and then convert a steady stream of those customers into your own personal customer base.
This strategy offers a tremendous opportunity to methodically grow revenue, profits, and loyalty without Amazon pulling the strings and taking all of the credit.
The point here is not that Amazon is a “bad” or “evil” company. In fact, what it has managed to accomplish since its inception in 1994 as a small online bookseller is nothing short of astounding.
However, while Amazon may not necessarily be “out to get you,” they are dead set on capturing all of the profits in all of the categories that have them for themselves. You are merely content – or a commodity. Therefore, Amazon ultimately stands to gain more from your relationship than you do.
So before you jump into a selling relationship with Amazon, carefully consider what the conditions (and potential ramifications) are. Know that you and your brand will not only obtain a lower profit margin from each sale, you will also have a giant wall separating you from your actual customers.
If you do elect to sell on Amazon (or already have), consider the direct selling method to take back some control of your customer base. When dealing with such a giant company that carries such a strict set of rules and regulations, take advantage of any outlet you can to bolster your own personal brand awareness and develop personalized customer relationships for yourself.
When you own the customer, you own the future of your business and your brand. Amazon knew this decades ago, and look where they are now.