Why should brands participate in Amazon Prime Day?
Since its inception in 2015, Amazon Prime Day has grown to become one of the biggest eCommerce shopping days of the year; in 2019 nearly 20% of Americans shopping Amazon Prime Day planned to spend over $300. Not only has there been an increase in Amazon shoppers, but also the potential to increase new-to-brand customers by as much as 57%. This creates an opportunity to drive brand awareness and adoption during the annual shopping event, which will be held this year on October 13th and 14th.
Furthermore, while Prime Day deals may create a spike in sales during their promotional period, that spike can extend beyond the deal timeframe through a “halo effect” with some vendors experiencing sales growth the month after running a deal for both the featured product and the rest of their brand catalog.
What’s different about Prime Day This Year?
The COVID-19 pandemic has driven shoppers from traditional brick and mortar buying experiences to eCommerce. As a result, Prime Day 2020 will likely see more first time Amazon customers than in previous years. It’s important that brands make it easy for these new customers to find their products through optimized Detail Pages that drive search relevance on high volume keywords. Conversion to sales can be achieved through concise and informative titles, imagery, bullet points, A+ content, and descriptions.
The transition of customers to eCommerce has brought a willingness to try new brands out of necessity and the sudden availability of alternate options. This has led to 61 % of US consumers having changed brands during the COVID-19 pandemic. With many brands moving to Amazon to replace brick and mortar losses, competition for share of the digital shelf has become fiercer than ever. It’s important for all brands to implement a robust Amazon marketing strategy that focuses on both protecting their own brand keywords and gaining market share through targeting competitive brand keywords.
Throughout Q2 many brands found their products were deemed non-essential by Amazon. This transitioned 2-day Prime delivery promises to up to 30 days. As a result, inventory turnover slowed leading to low capacity in Amazon Fulfillment Centers as we approach Prime Day. In response, Amazon has introduced Q4 inventory restrictions based upon inventory performance. This will limit many brands from sending new inventory to Amazon in preparation of Prime Day deals. Brands facing this challenge should turn to their items currently in Amazon Fulfillment Centers with high volumes of inventory as top candidates for Prime Day Deals. Alternatively, if the infrastructure is in place for Direct Fulfillment brands should consider dual listing in which Amazon will pay shipping costs to fulfill orders directly from the vendor’s warehouse or 3PL.
Prime Day’s proximity to Black Friday and Cyber Monday creates several key considerations for brands. Some may decide not to participate in Prime Day in order to focus more budget and bandwidth on holiday shopping campaigns and promotions. This creates an opportunity for competition to run compelling Prime Day deals and gain market share. However, it is unknown if brands will be allowed to run the same deals for Prime Day and Black Friday or Cyber Monday. It’s important for brands to proactively create backup plans for the holiday shopping season in case they are not able to repeat the same deal or ship inventory to Amazon in time.
Retail has faced many challenges throughout 2020 that make a strong eCommerce presence more important than ever. However, a strong Q4 strategy and flawless execution present the opportunity to recover from Q1-Q3 declines in sales. Consumer conversion will be driven by brands’ focus on value, availability, and convenience.
Tune in here to watch a panel of Ideoclick experts discuss key strategies to win Prime Day and prepare for the fast approaching holiday season.
Jamaal Hackett-Cook is a Sr. eCommerce Strategist at Ideoclick, where he drives the creation of innovative strategies for brands to own more of the digital shelf. A 5 year former employee of Amazon, he worked on the launch of Amazon Home Services, innovations to the Vendor Contact Support Process, and has partnered with dozens of brands to improve their marketing and supply chain strategies.